Director, Strategic Partnerships

Make your mark at Comcast -- a Fortune 30 global media and technology company. From the connectivity and platforms we provide, to the content and experiences we create, we reach hundreds of millions of customers, viewers, and guests worldwide. Become part of our award-winning technology team that turns big ideas into cutting-edge products, platforms, and solutions that our customers love. We create space to innovate, and we recognize, reward, and invest in your ideas, while ensuring you can proudly bring your authentic self to the workplace. Join us. You’ll do the best work of your career right here at Comcast. (In most cases, Comcast prefers to have employees on-site collaborating unless the team has been designated as virtual due to the nature of their work. If a position is listed with both office locations and virtual offerings, Comcast may be willing to consider candidates who live greater than 100 miles from the office for the remote option.)

Job Summary

ABOUT CTS CYBERSECURITY

You will be an innovator in the Cybersecurity division of Comcast Technology Solutions (CTS). (https://www.comcasttechnologysolutions.com/about-us) This division specializes in offering Software-as-a-Service (SaaS) and subscription-based security solutions to large enterprises and the federal government. For the first time ever, customers are now able to purchase some of the best of Comcast’s own in-house security technologies (https://www.comcasttechnologysolutions.com/cybersecurity-suite).

Job Description

You are entrepreneurial. You like driving new relationships. You have developed skills in evangelizing new technologies and are passionate about cybersecurity. You achieve happiness in seeing customers tackle hard security problems. You enjoy the challenge and thrill of succeeding in bringing new technology approaches to market.

In the role of Partner Manager for the DataBee team, you will be an authority within Comcast Technology Solution’s exciting new cyber security business unit, which sells SaaS and subscription security solutions to the large enterprise and federal government. Currently, two solutions, BluVector and DataBee, both used internally by the Comcast CISO organization, are sold by the business unit. These solutions are sophisticated threat detection, advanced threat hunting and security operations center and compliance offerings that improve security and compliance in an efficient manner.

DataBee is the BU’s growth engine and is an innovative security & compliance data fabric platform, a new market segment rapidly replacing SIEM and other legacy security & compliance toolsets.

Reporting to Vice President and General Manager of the CTS Cyber Security business unit, you will be developing and executing on revenue streams through a variety of partners from VARs, co-sell, strategic re-sell OEM and others. You will be responsible for sourcing deals through partners and helping our sales team execute with the partner to bring value to the customer. In addition, you will have the opportunity to influence go-to-market strategy and sales planning for the entire business unit.

Core Responsibilities

• Builds actionable insight and understanding, through the analysis of both quantitative and qualitative data, building recommendations that directly address business objectives of the DataBee partnerships.
• Drives revenue through partnerships by sourcing & teaming on deals brought by partners.
• Maintains and develops working relationships with new and existing external partners and ensures cross functional alignment with the product, engineering, sales organization as well as the organization’s overall operating plan.
• Develops strategic point of views on key partnership topics.
• Performs financial analysis and supports other analysis and business planning as vital.
• Provide guidance on the development of strategic planning and the day-to-day management of strategic revenue partners.
• Formulates the partnership roadmap in conjunction with internal stakeholders.
• Drives deal making, negotiations, contract drafting and over partner management. Carries out regular and robust monitoring of projects to ensure quality delivery of outputs and activities.
• Reports on the outcomes and impact of partners and projects internally to assist with program development.
• Consistent exercise of independent judgment and discretion in matters of significance.
• Regular, consistent and punctual attendance.
• Must be able to work nights and weekends, variable schedule(s) as necessary.

Required Skills and Experience:

• Experience forming channel, co-sell, resell, referral and other types of creative sales partnerships
• Experience working with SaaS security enterprise technology
• Experience driving at least