Partner Accelerator Manager ~ Cybersecurity

DXC Technology

1d•Hybrid

About The Position

DXC Technology is seeking a Partner Accelerator Manager to lead their cybersecurity partner strategy and ecosystem. This role involves defining and executing the cybersecurity partner and alliance strategy, identifying and managing strategic security technology partners, and developing joint value propositions. The position requires collaboration with engineering, architecture, and product management to shape scalable cybersecurity offerings that incorporate partner technology. The role also encompasses owning the governance model for alliances, including SLAs and MSAs, and partnering with legal, finance, and delivery teams to negotiate terms. Additionally, the Partner Accelerator Manager will develop sales plays, drive pipeline generation, manage partner funding, and track partner-sourced and partner-influenced pipeline and bookings. The role also includes defining certification and enablement requirements for internal teams and serving as a liaison between various departments. Market and competitive intelligence, operational excellence, and reporting on key performance indicators are also crucial aspects of this position. The ideal candidate will have a strong understanding of cybersecurity technologies, experience with major security vendor partner programs, knowledge of managed security services, and an understanding of commercial constructs. Proficiency with SFDC, Power BI, and partner portals is expected, along with strong analytical and business skills, including financial acumen and experience with analytics and reporting tools. Leadership, communication, and collaboration skills are essential, with demonstrated experience leading cross-functional initiatives and strong presentation and negotiation skills. The role requires a strategic thinker who is collaborative, action-oriented, adaptable, and committed to continuous learning.

Requirements

More than 5 years of experience in cybersecurity, partner management, product strategy, and go-to-market leadership.
Strong background operating inside a Global Systems Integrator, MSP, and MSSP environments.
Proven ability to build and scale strategic alliances, co-develop offerings, and drive measurable pipeline growth in partnership with leading security technology vendors.
Demonstrated success collaborating with engineering, product, delivery, and sales teams to design repeatable, revenue-generating cybersecurity capabilities.
Strong understanding of cybersecurity technologies including cloud security, identity and access management, zero trust, endpoint security, SIEM, and data protection.
Experience working within major security vendor partner programs, including competency requirements and incentives.
Knowledge of managed security services, consulting-led offerings, and modular service architectures.
Understanding of commercial constructs including SLAs, MSAs, statements of work, pricing models, and partner rebate structures.
Proficiency with SFDC, Power BI, and partner portals for tracking performance metrics.
Ability to build business cases for joint investments, funding proposals, and new partner-led offerings.
Financial acumen related to revenue, margin, and profitability.
Experience using analytics and reporting tools to support strategic decisions.
Ability to segment partner and customer opportunities by industry, use case, and solution category.
Demonstrated experience leading cross-functional initiatives in a matrixed organization.
Strong communication and presentation skills, with the ability to articulate technical offerings in business terms.
Effective stakeholder management and negotiation skills with vendors and internal teams.
Comfort presenting to executive leadership, partner executives, and strategic customers.
Strategic thinker with the ability to balance partner needs, customer requirements, and internal business goals.
Collaborative and action-oriented, with strong follow-through.
Adaptable and resilient in a dynamic cybersecurity environment.
Commitment to continuous learning and professional development.

Responsibilities

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.
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.
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.
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.
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.
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.
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.