Partner Accelerator Manager ~ Cybersecurity

Job Description:

Key Responsibilities 

Partner Strategy and Ecosystem Leadership 

• Define and execute the cybersecurity partner and alliance strategy aligned to the overall offerings roadmap and engineering priorities. 

• Identify, prioritize, and manage strategic security technology partners that complement the services portfolio. 

• Develop joint value propositions and standardized solution patterns with each strategic partner to support enterprise client requirements. 

Offering and Solution Development 

• Collaborate with engineering, architecture, and product managers to shape modular and scalable cybersecurity offerings that incorporate partner technology. 

• Translate partner capabilities and roadmaps into concrete service blueprints, reference architectures, and delivery models. 

• Ensure offerings are technically feasible, supportable at scale, and aligned to financial and delivery targets. 

Alliance Governance, SLAs, and MSAs 

• Own the governance model for the Cyber Intelligence organization’s alliances, including SLAs, MSAs, support models, and operational requirements. 

• Partner with legal, finance, and delivery teams to negotiate and maintain terms that support reliability, availability, and support for joint solutions. 

• Monitor performance against SLAs and coordinate corrective actions when necessary.  

• Facilitate regular business reviews with partners to evaluate KPIs, pipeline, and delivery performance. 

Sales Plays, Pipeline Generation, and Funding 

• Develop and refine sales plays that connect partner technology, services, and customer outcomes. 

• Collaborate with sales, solution architects, and marketing to help create go-to-market assets such as pitch decks, battlecards, case studies, and value propositions. 

• Own the strategy and execution of partner funding, including forecasting, proposal creation, approvals, and tracking of outcomes. 

• Track and report partner-sourced and partner-influenced pipeline and bookings, and support activities to accelerate opportunity progression. 

Training, Certifications, and Enablement 

• Define certification and enablement requirements for engineering, delivery, sales, and architecture teams across the Cyber Intelligence organization’s strategic partners. 

• Create and maintain a structured training plan, including bootcamps, hands-on labs, and defined learning paths. 

• Track certification achievement and skill development to ensure compliance with partner program requirements. 

Cross-Functional Collaboration 

• Serve as a liaison between engineering, product management, delivery, sales, marketing, and partner account teams to ensure alignment and execution. 

• Help support complex client pursuits as the alliance subject matter expert, guiding solution development and commercial constructs. 

• Work with operational and finance teams to ensure scalable processes, accurate forecasting, and margin management for partner-related offerings. 

Market, Competitive, and Program Intelligence 

• Monitor competitive alliance strategies, partner program updates, and changes in the security technology landscape. 

• Provide insight and recommendations to internal stakeholders on emerging opportunities and program enhancements. 

• Stay current on partner product roadmaps and releases across all cybersecurity domains, including new features and capabilities, and communicate relevant impacts to offerings, sales plays, and delivery teams. 

• Incorporate partner and market insights into the Offerings roadmap and engineering backlog. <