Partner Technology and Value Manager

Build the future of data privacy.  Join the Ketch team.
About KetchKetch is a coordinated set of applications, infrastructure, and APIs that collapses the cost and complexity of privacy operations and mobilizes permissioned data for deeper customer engagement and top-line growth. 
With Ketch Programmatic Privacy, companies can adapt programmatically to fast-changing regulations while managing risk and cutting operational and privacy engineering costs by 80%. With Ketch Data and AI Governance, businesses achieve complete, dynamic data control and intelligence over a company’s vital data assets, building trust and creating the foundation for responsible AI and advanced data and analytics initiatives. 
About Our TeamThe successful candidate will join our Go-To-Market team composed of Account Executives, Sales Engineers, and Market Development Representatives. Through our work, we bring Ketch values to life: passion, growth, grit, collaboration and integrity.  We love to learn and are open to feedback. Ketch is growing rapidly and we’re scaling our team to help further accelerate our growth. Our new colleague will enjoy working in a fast-paced environment.  The Partner Technology and Value Manager will bring a growth mindset and pragmatic insights to build a repeatable, predictable and scalable business.
Job DescriptionOur Go-To-Market team is seeking a Partner Technology and Value Manager with a range of technical, analytical, relationship development, and product marketing skills.  The Partner Technology and Value Manager will focus on building partner and customer relationships, assisting with the development and tailoring of Ketch product positioning and messaging, and building a great company.
The Partner Technology and Value Manager must enjoy context switching, moving from the abstract and ill-defined to the tangible and quantified, and discerning what is both urgent and important from what is novel and interesting. The Partner Technology and Value Manager will be based in our San Francisco, CA office.  Key responsibilities of the role are described below.

Responsibilities

• Present the Ketch vision, platform and value to executives and technical contributors at current and prospective partners covering both commercial and technical elements of our relationship
• Initiate, structure, close and manage partnerships, including drafting term sheets and supporting the legal and management teams throughout negotiations 
• Manage partner relationships to agreed-upon revenue and CSAT targets
• Develop and maintain a deep understanding of the data privacy industry, competitive technologies and how to position Ketch alongside our valued partners
• Develop business cases for potential partner and large customer relationships
• Update existing models and develop new frameworks that convey the value of Ketch solutions
• Assist Solution Engineers with RFP responses when partners are involved
• Contribute to development of product positioning and messaging, with special attention to voice of customer perspective and buyer persona intelligence
• Update both Marketing and Engineering teams on competitor moves as you learn of them through partnership and customer work
• Develop scalable assets and methods that focus on re-usability
• Author content on ketch.com (e.g. blog articles) as relevant to domain expertise, not limited to but including partnership news, business cases, and value frameworks

Skills Requirements

• Communications:  Outstanding written and verbal communication skills aligned to both technical and executive audiences; this includes developing and delivering presentations, building financial models, writing emails and conducting whiteboard sessions
• Critical Thinking:  Contribute to opportunity assessment through analysis based on competitive analysis, research and planning
• Commercial Savvy:  Design, negotiate and execute partner agreements so as to deliver mutually beneficial terms and outcomes
• Program Management:  Drive multiple, independent initiatives from idea to execution while maintaining a clear understanding of the state of play across many, varied workstreams
• Domain Knowledge:  Working knowledge of at least two of the following: privacy sector,  security industry and technology, martech ecosystem, adtech ecosystem, large-scale database and cloud technologies

Experience and Other Requirements

• 7+ years professional experience
• 3+ years experience in adtech and/or martech 
• 2+ years of experience architecting technical solutions for large enterprises
• 2+ years developing and managing commercial relationships
• Bachelor’s degree in technical field (or equivalent work experience in technical field if degree is in non-technical field)
• Able to travel up t