Director, Strategic Alliances

Position Overview:  

The Director, Strategic Alliances is a player/coach role that will manage a small team of technology partner managers, and also will create, execute, and manage technology partnerships in key areas of Entrust’s digital security portfolio including hardware security modules (HSMs), key/certificate/secrets management, and public key infrastructure (PKI).  The individual in this role will directly manage high profile strategic technology partners, and work closely with strategy and product management teams to determine target opportunities for new or expanded technology partnerships that together with Entrust form “better together” solutions.  A key skill is a strong understanding and experience in the cybersecurity landscape and the power dynamics within vendors in major market segments, coupled with an understanding of a technology partners’ compatibility to integrate with Entrust.  You will work with new and existing technology partners, and internal Entrust marketing and sales teams, to engage and develop specific strategies to grow business via joint go-to-market and sales activities. 

Location: Canada (Ontario Remote) or US (Remote) Eastern Time Zone

Responsibilities: 

• Understand the market and technology/application landscape that Entrust operates in, with strong background and understanding of cyber security, encryption including post quantum cryptography, public key infrastructure, and key/certificate/secrets management. 
• Manage relationships with strategic and high influenced revenue-producing technology partners, in collaboration with product, legal, sales and go-to-market focused colleagues.
• Manage a small team of technology partner managers, and advising and facilitating all aspects of technology partner management
• Develop and maintain go-to-market relationships with technology partners to increase the sales of our combined solutions. Drive impact by working in close co-operation with all relevant Entrust departments (channel, solution/field/channel marketing, sales engineering, etc.).  
• Manage the entire recruitment and relationship development process of strategic and high influenced revenue producing technology partners into the Entrust Ready technology partner program, including negotiating technology partner agreements in cooperation with the Entrust legal team. 
• Help the team derive the maximum benefit from technology partnership, including identifying and executing opportunities to collaborate with strategic partner in multiple technology and solution areas.
• Represent the company at trade shows and customer/partner events as needed.

Basic Qualifications

• Bachelor’s Degree
• 10+ years of technology alliances experience, including technology partnership development and co-selling relationships
• 10+ years experience in cyber security technology, an understanding of cyber security ecosystems, and the ability to sell and present to both technical and business buyers
• A strong understanding of hardware security modules (HSMs), key/certificate/secrets management, and public key infrastructure (PKI)
• Ability to travel domestically and internationally up to 20% of the time
• Must be able to lawfully work within the USA

Preferred Qualifications: 

• MBA a plus
• Strong analytical, communication and presentation skills
• Team player with outstanding interpersonal skills, able to work effectively with multiple disciplines both at our technology partners and within Entrust
• Results-oriented, customer focused and effective decision-making skills with the ability to prioritize multiple objectives and meet aggressive deadlines
• Ability