Sr. Director, WW Partner Strategy and Operations

Founded by mathematicians and cyber defense experts in 2013, Darktrace is a global leader in cyber security AI, delivering complete AI-powered solutions in its mission to free the world of cyber disruption. We protect more than 8,400 customers from the world’s most complex threats, including ransomware, cloud, and SaaS attacks.

Our roots lie deep in innovation. The Darktrace AI Research Centre based in Cambridge, UK, has conducted research establishing new thresholds in cyber security, with technology innovations backed by over 130 patents and pending applications. The company’s European R&D center is located in The Hague, Netherlands.

Headquartered in Cambridge, UK, Darktrace has more than 2,400 employees located globally. Customers include public sector agencies, education institutions, media, organizations supplying critical infrastructure, and businesses of all sizes worldwide.

This is an excellent opportunity to join a fast-growing company, named one of TIME magazine’s “Most Influential Companies” for 2021 and one of Fast Company’s “Most Innovative AI Companies” in 2022. For more information on our cutting-edge technology, visit darktrace.com.

Job Summary

We are seeking a Sr. Director, WW Partner Strategy and Operations to lead the development of partner infrastructure, process, policy and tools. This is a high-impact opportunity to join a growing org and work across the organization; the successful candidate will collaborate and interface with key internal leaders across Partner Sales, Sales Operations, Marketing, Finance, Legal and others.

We’re seeking a builder – a change agent with the ability to thrive in a dynamic, fast-paced environment. Applicants should have experience building programs and program infrastructure for a diverse partner ecosystem, be strategic thinkers, results-oriented, data-driven and effective communicators.

Location: United States

Key Duties & Responsibilities

• Develop and implement systems to support all aspects of the Darktrace program, including partner portal, deal registration system, MDF tool, partner rewards/SPIF platform, and other components.
• Create KPIs and design dashboards to drive data driven decision making. 
• Ownership of the design and implementation of a scalable, global partner onboarding process.
• Drive the capacity planning methodology and process to support company growth objectives.
• Design the partner data structure in enterprise systems to support the various routes to market, including distribution.
• Policy and process creation to ensure partner business is exceeding legal and finance compliance requirements.
• Define rules of engagement and deal registration terms and conditions to foster partner initiated, net-new business.
• Measure the effectiveness of our partner investments and programs, identify areas to improve, enhance and optimize.
• Partner with sales leaders to enable Darktrace field sales to leverage partners to scale their business.

 

Qualifications & Experience

• Minimum eight (8) years of experience in partner programs/program operations.
• Channel strategy expertise: experience in implementing channel strategies in urgent, evolving environments.
• Understanding of an end-to-end software product lifecycle and software subscriptions.
• Deep understanding of the different partner business models and their unique needs.
• History of developing partner requirements and implementing partner systems.
• Experience in leveraging Salesforce to manage partners and program components.
• Ability to build lasting relationships with stakeholders across all organizational levels through open, honest, two-way and frequent communication.
• Strong communication and interpersonal skills.
• Self-motivated and able to handle multiple competing priorities.

 

Benefits

• 100% medical, dental and vision insurance, plus dependents
• Paid parental leave
• Pet insurance
• Life insurance
• Commuter benefits
• 401(k)

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