Director, Technology Partnerships
Kiteworks · San Mateo, CA · 1 mo ago
HybridInformation Technology$250k–$280k/yrFull-time
We need to output HTML fragment with sections: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Only include sections if posting has real specific content.
We need to parse the job description.
First, there is a paragraph describing the opportunity: "This is an opportunity to join a newly formed Strategic Partnerships organization at Kiteworks..." That's about the role. Could be "About the role". We'll put that in . The bullet points are sentences separated by periods? Let's list them:
- Strategic partner relationship management
- Execute the partnership plan defined by the SVP for each assigned strategic technology partner.
- 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. The Director, Partner Architecture leads technical architecture and the day-to-day technical conversation; this role drives business direction, commitments, roadmap alignment, and cross-functional follow-through.
- 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.
- Protect confidential business information and partner data, ensuring secure sharing practices and compliance with data protection agreements and ISO 27001 controls.
- 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.
We can combine these into a single
About the role
with. Then responsibilities: The "What you'll do" section lists bullet points. We'll extract each bullet as
- list of responsibilities. Or we could separate sections but spec says use
- for any list of duties/requirements/benefits. So we can put all responsibilities in one list.
Now "What you'll bring" includes Execution Excellence etc. Those are competencies/skills. Could be placed under Skills or Requirements. The spec: Use sections: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. We need to decide where each piece goes.
"Requirements" could be the experience and education: "12+ years of experience...", "Demonstrated track record...", "Strong technical fluency...", "Bachelor's degree or equivalent experience; MBA or advanced degree preferred."
"Qualifications" maybe similar but we can treat as same; but we need to avoid duplication. Could put experience under Requirements, education under Qualifications, and skills under Skills.
"Skills" could list: Execution Excellence (disciplined operator), Integration Fluency, Relationship Building, Cross-Functional Leadership, Business Acumen. Those are more like competencies.
"Benefits": The posting includes a Benefits & perks section with many items: Equity, Healthcare, etc. We'll include that.
"Pay": Compensation range: Annual Base Salary Range of $250,000 – $280,000. Also later "Salary 250000 - 280000 USD (yearly)". We'll include Pay section with that range.
"Schedule": Hybrid role: at least three days a week in San Mateo office, occasional travel. That's schedule info. So we can include Schedule section.
Now we need to remove boilerplate: EEO, legal, etc. Also remove "Other requirements Ability to meet Kiteworks, customer, and/or government security screening requirements..." That's maybe a requirement but it's about security screening. Could be included under Requirements? It's a requirement but it's generic. Might keep? The instruction: remove cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate, duplicated lines, and application instructions. The security screening is not exactly boilerplate but it's a requirement. Might keep as part of Requirements.
But we need to preserve ALL substantive information; do not invent or summarize away detail. So we should include that requirement.
Now we need to output only HTML fragment, no /, no markdown fences.
We'll structure:
About the role
... (the introductory paragraph)
Responsibilities
- ... each bullet as separate
- (maybe combine long sentences). We'll need to ensure we don't lose any detail. We'll need to split the bullet points into separate
- items. Could combine sub-bullets under a main heading but spec says use
- for any list. We could nest? Not required. Simpler: each distinct action as
- . We'll produce many
- items. Let's extract each distinct action: From Strategic partner relationship management: - Execute the partnership plan defined by the SVP for each assigned strategic technology partner. - 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. From 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. The Director, Partner Architecture leads technical architecture and the day-to-day technical conversation; this role drives business direction, commitments, roadmap alignment, and cross-functional follow-through. - 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. From 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. - Protect confidential business information and partner data, ensuring secure sharing practices and compliance with data protection agreements and ISO 27001 controls. From 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. From 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. Now "What you'll bring" competencies: - 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. These could go under Skills. Now Requirements: - 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. - Ability to meet Kiteworks, customer, and/or government security screening requirements for this role. These requirements include, but are not limited to, the following specialized security screenings. Kiteworks Background Check This position requires passing the Kiteworks background check upon hire/transfer and every two years thereafter. Please note that this role is open to individuals who already have U.S. work authorization. Visa sponsorship is not available for this position. We need to keep that as is but maybe condense? We must preserve ALL substantive information; we cannot summarize away detail. So we need to include the full text about security screening, background check, work authorization, visa sponsorship not available. Now Qualifications: - Bachelor's degree or equivalent experience; MBA or advanced degree preferred. Now Benefits: list from Benefits & perks. We need to capture each benefit item: - Equity - stock options to share in company success - Healthcare: 3 Cigna plans (PPO, EPO, HDHP) 90% covered (PPO/EPO) + $0 premium HDHP $1,200–$2,400 HSA contribution - Competitive vision and dental coverage - Savings & retirement: FSA + Dependent Care FSA; 401(k) with 100% match (