Director, Strategic Alliances

Position Overview

The Director, Strategic Alliances is a player/coach role that will manage a small team of technology partner managers, and also will create, execute, and manage technology partnerships in key areas of Entrust’s digital security portfolio including hardware security modules (HSMs), key/certificate/secrets management, and public key infrastructure (PKI).

Responsibilities

• Understand the market and technology/application landscape that Entrust operates in, with strong background and understanding of cyber security, encryption including post quantum cryptography, public key infrastructure, and key/certificate/secrets management.
• Manage relationships with strategic and high influenced revenue-producing technology partners, in collaboration with product, legal, sales and go-to-market focused colleagues.
• Manage a small team of technology partner managers, and advise and facilitate all aspects of technology partner management.
• Develop and maintain go-to-market relationships with technology partners to increase the sales of our combined solutions.
• Drive impact by working in close co-operation with all relevant Entrust departments (channel, solution/field/channel marketing, sales engineering, etc.).
• Manage the entire recruitment and relationship development process of strategic and high influenced revenue producing technology partners into the Entrust Ready technology partner program, including negotiating technology partner agreements in cooperation with the Entrust legal team.
• Help the team derive the maximum benefit from technology partnership, including identifying and executing opportunities to collaborate with strategic partners in multiple technology and solution areas.
• Represent the company at trade shows and customer/partner events as needed.

Qualifications

• Bachelor’s Degree
• 10+ years of technology alliances experience, including technology partnership development and co-selling relationships
• 10+ years experience in cyber security technology, an understanding of cyber security ecosystems, and the ability to sell and present to both technical and business buyers
• A strong understanding of hardware security modules (HSMs), key/certificate/secrets management, and public key infrastructure (PKI)
• Ability to travel domestically and internationally up to 20% of the time
• Must be able to lawfully work within the USA

Preferred Qualifications

• MBA a plus
• Strong analytical, communication and presentation skills
• Team player with outstanding interpersonal skills, able to work effectively with multiple disciplines both at our technology partners and within Entrust
• Results-oriented, customer focused and effective decision-making skills with the ability to prioritize multiple objectives and meet aggressive deadlines

Benefits

At Entrust, we offer eligible colleagues and their dependents comprehensive health and well-being programs which include medical, vision, dental, a generous 401(k) matching contribution, life and disability insurance, mental health coaching, virtual fitness programs, paid personal time off plus 12 paid holidays, parental leave and education reimbursement. Please speak with the recruiter for more details.

Compensation

The anticipated starting base pay for this position is: $177,177-$259,860 per year (in the primary posting location). Actual compensation will be determined based on geographic location, education, skills and experience. This position is also eligible for the company’s discretionary annual incentive plan.