Director, Technology Partnerships
About Kiteworks
Kiteworks empowers organizations by ensuring secure and compliant data exchanges across all channels, including email, file sharing, APIs, and A.I. Agents. To this end, we created a platform that delivers data governance, compliance, and protection to customers. The platform controls, monitors, and protects every data interaction between people, machines, and systems across user collaboration, automated workflows, and enterprise AI.
Job description
This is an opportunity to join a newly formed Strategic Partnerships organization at Kiteworks and lead technology partnerships that define how Kiteworks shows up in the cybersecurity and privacy ecosystem. This role builds strategic partnerships with companies such as CrowdStrike, ServiceNow, Palo Alto Networks, AWS, and Microsoft, turning them into joint integrations and growth opportunities for Kiteworks. This is not a sales job — it's a Strategic Partnerships role focused on building solutions, a partner ecosystem, and new business opportunities, for a proactive self-starter.
What you'll do
Strategic partner relationship management
Operationalize joint partnership plans with clearly defined milestones, deliverables, and success metrics for each strategic partner.
Build and maintain multi-threaded relationships across partner organizations, including executive sponsors, product leaders, business development, and technical teams, up to and including C-level sponsorship on both sides.
Conduct regular business reviews with strategic partners to assess partnership health, progress against goals, and opportunities for expansion.
Solution and integration development
Serve as the Kiteworks business owner who brings Kiteworks and partner Product Management and Engineering teams together to design, develop, and launch joint integrations and solutions.
Partner with Product Management and Partner Architecture to ensure every technology partner integration (API, Model Context Protocol (MCP), and AI Skills-based) has a clearly scoped architecture, a committed position on the Kiteworks product roadmap, and a defined path to GA and support.
Cross-functional execution
Partner with Legal on partnership agreements, joint solution terms, and integration-related contractual matters.
Partner with Finance on partnership economics, joint investment cases, and the business case for new integrations.
Partner with Partner Operations on program requirements, partner onboarding, documentation, internal process alignment, CRM hygiene, and tracking needed to keep partnership work moving across teams.
Align with the GSI Partnerships leader extending strategic technology integrations through GSI delivery channels where applicable.
Enablement of sales, channel, and go-to-market
Hand off joint partner solutions and opportunity context to Sales and Channel Alliances for regional execution, providing the partner context, positioning, and relationships they need to be successful in the field.
Work with Sales Alliances and Channel teams to develop partner-specific messaging, competitive positioning, and co-sell playbooks.
Collaborate with Marketing and Partner Operations on joint go-to-market activity, including co-branded assets, webinars, events, and case studies.
Represent Kiteworks at partner events, advisory boards, and executive briefings to strengthen relationships and elevate partnership.
Champion partner success stories internally and externally to drive awareness and adoption of joint solutions.
Executive alignment and reporting
Provide regular updates to the SVP and Kiteworks executive team on the status, progress, and direction of each technology partnership.
Escalate partnership risks and blockers with clear recommended actions and owners.
Deliver quarterly partnership scorecards measuring integration adoption, partnership health, and present a consolidated Technology Partnerships business review to the executive leadership team.
What you'll bring
Execution Excellence. Disciplined operator who turns strategy into measurable outcomes by tracking commitments, driving follow-through, and delivering results on time.
Integration Fluency. Comfort engaging in technical discussions on integrations, APIs, MCP, AI Skills, and agentic workflows with the Director, Partner Architecture, Product, and Engineering, with the ability to shape practical joint solutions and identify where these patterns unlock real customer value.
Relationship Building. Skill in developing deep, trust-based relationships across multiple levels of partner organizations, up to and including the C-suite.
Cross-Functional Leadership. Ability to align and mobilize internal teams across Product, Engineering, Partner Operations, Marketing, Legal, Finance, GSI Partnerships, and Sales/Channel Alliances around partnership objectives.
Business Acumen. Understanding of enterprise software economics, partner business models, and how technology partnerships translate to ecosystem value and pipeline.
Qualifications
12+ years of experience in technology alliances, strategic partnerships, or business development, with a minimum of 5 years leading strategic technology partnerships at a Director or Sr. Director level.
Demonstrated track record in enterprise software, cybersecurity, or data protection of executing strategic technology partnerships and driving joint integrations and solution development, ideally with partners such as CrowdStrike, ServiceNow, Palo Alto Networks, AWS, or Microsoft.
Strong technical fluency; experience with API-based integrations, cloud architectures, and modern AI/agent frameworks (MCP, AI Skills) is highly preferred.
Bachelor's degree or equivalent experience; MBA or advanced degree preferred.
Pay
Annual Base Salary Range of $250,000 – $280,000. Base pay depends on many factors, such as location, education, experience, and skills. Base pay is only one part of Kiteworks competitive Total Rewards package that can include benefits, perks, equity, and bonuses.
Benefits & Perks
Equity - stock options to share in company success
Healthcare - 3 Cigna plans (PPO, EPO, HDHP)
Competitive vision and dental coverage
Savings & retirement - FSA + Dependent Care FSA
401(k) with 100% match (up to $5K), immediate vesting
Coverage - Fully paid life & disability insurance
Family benefits - 16 weeks (birthing) / 8 weeks (non-birthing)
$10K lifetime reimbursement fertility benefit
Care & support - One Medical membership + EAP counseling
Time off & flexibility - Unlimited PTO + 10 holidays
10 work-from-anywhere days
Perks - Catered lunches + in-office massage days
Equal Opportunity & Inclusion
Kiteworks is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances.