Director, Technology Partnerships

Kiteworks•San Mateo, CA

4d•$250,000 - $280,000•Remote

About The Position

This is an opportunity to join a newly formed Strategic Partnerships organization at Kiteworks and lead technology partnerships that define how Kiteworks shows up in the cybersecurity and data privacy ecosystem. This role builds strategic technology partnerships with companies such as CrowdStrike, ServiceNow, Palo Alto Networks, AWS, and Microsoft and turns them into joint integrations, solutions, and growth opportunities for Kiteworks. This is not a sales job. This is a Strategic Partnerships job to build solutions, a partner ecosystem, and new business opportunities. The right candidate is proactive, anticipates what each partnership needs, and is ready to roll up their sleeves to help build the partnerships and ecosystem. Reporting to the SVP, Strategic Partnerships and Strategy, the Director, Technology Partnerships executes the SVP's strategy for Kiteworks' most strategic technology partnerships. This leader owns the business relationship and partnership execution with top-tier technology partners, ensuring each relationship delivers mutual value through joint product integrations, co-developed solutions, and executive alignment. This leader builds the partnerships, joint integrations, and ecosystem solutions that Kiteworks Sales and Channel Alliances then take to market. Regional account mapping, customer-specific co-sell motions, and day-to-day deal execution belong to Sales and Channel Alliances. Working collaboratively with Product Management, Partner Architecture, GSI Partnerships, Partner Operations, Marketing, Legal, and Finance, this leader aligns partner strategy, solution development, roadmap priorities, and executive engagement so each partnership moves from concept to execution. The ideal candidate combines strong relationship management with technical fluency to navigate complex, multi-stakeholder partnerships in a rapidly evolving AI- and integration-driven cybersecurity landscape.

Requirements

12+ years of experience in technology alliances, strategic partnerships, or business development, with a minimum of 5 years leading strategic technology partnerships at a Director or Sr. Director level.
Demonstrated track record in enterprise software, cybersecurity, or data protection of executing strategic technology partnerships and driving joint integrations and solution development, ideally with partners such as CrowdStrike, ServiceNow, Palo Alto Networks, AWS, or Microsoft.
Strong technical fluency; experience with API-based integrations, cloud architectures, and modern AI/agent frameworks (MCP, AI Skills) is highly preferred.
Bachelor's degree or equivalent experience; MBA or advanced degree preferred.
Ability to meet Kiteworks, customer, and/or government security screening requirements for this role.
Passing the Kiteworks background check upon hire/transfer and every two years thereafter.
U.S. work authorization.

Nice To Haves

Execution Excellence. Disciplined operator who turns strategy into measurable outcomes by tracking commitments, driving follow-through, and delivering results on time.
Integration Fluency. Comfort engaging in technical discussions on integrations, APIs, MCP, AI Skills, and agentic workflows with the Director, Partner Architecture, Product, and Engineering, with the ability to shape practical joint solutions and identify where these patterns unlock real customer value.
Relationship Building. Skill in developing deep, trust-based relationships across multiple levels of partner organizations, up to and including the C-suite.
Cross-Functional Leadership. Ability to align and mobilize internal teams across Product, Engineering, Partner Operations, Marketing, Legal, Finance, GSI Partnerships, and Sales/Channel Alliances around partnership objectives.
Business Acumen. Understanding of enterprise software economics, partner business models, and how technology partnerships translate to ecosystem value and pipeline.

Responsibilities

Execute the partnership plan defined by the SVP for each assigned strategic technology partner.
Operationalize joint partnership plans with clearly defined milestones, deliverables, and success metrics for each strategic partner.
Build and maintain multi-threaded relationships across partner organizations, including executive sponsors, product leaders, business development, and technical teams, up to and including C-level sponsorship on both sides.
Conduct regular business reviews with strategic partners to assess partnership health, progress against goals, and opportunities for expansion.
Serve as the Kiteworks business owner who brings Kiteworks and partner Product Management and Engineering teams together to design, develop, and launch joint integrations and solutions. The Director, Partner Architecture leads technical architecture and the day-to-day technical conversation; this role drives business direction, commitments, roadmap alignment, and cross-functional follow-through.
Partner with Product Management and Partner Architecture to ensure every technology partner integration (API, Model Context Protocol (MCP), and AI Skills-based) has a clearly scoped architecture, a committed position on the Kiteworks product roadmap, and a defined path to GA and support.
Partner with Legal on partnership agreements, joint solution terms, and integration-related contractual matters.
Partner with Finance on partnership economics, joint investment cases, and the business case for new integrations.
Partner with Partner Operations on program requirements, partner onboarding, documentation, internal process alignment, CRM hygiene, and tracking needed to keep partnership work moving across teams.
Align with the GSI Partnerships leader extending strategic technology integrations through GSI delivery channels where applicable.
Hand off joint partner solutions and opportunity context to Sales and Channel Alliances for regional execution, providing the partner context, positioning, and relationships they need to be successful in the field.
Work with Sales Alliances and Channel teams to develop partner-specific messaging, competitive positioning, and co-sell playbooks.
Collaborate with Marketing and Partner Operations on joint go-to-market activity, including co-branded assets, webinars, events, and case studies.
Represent Kiteworks at partner events, advisory boards, and executive briefings to strengthen relationships and elevate partnership.
Champion partner success stories internally and externally to drive awareness and adoption of joint solutions.
Provide regular updates to the SVP and Kiteworks executive team on the status, progress, and direction of each technology partnership.
Escalate partnership risks and blockers with clear recommended actions and owners.
Deliver quarterly partnership scorecards measuring integration adoption, partnership health, and present a consolidated Technology Partnerships business review to the executive leadership team.