Strategic Alliance Manager

Entrust•Field, ON

18h•$106,000 - $155,500•Hybrid

About The Position

The Strategic Alliances Manager 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 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 understanding of 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.

Requirements

Bachelor’s Degree
5+ years of technology alliances experience, including technology partnership development and co-selling relationships
5+ 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
An 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

Nice To Haves

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 to think/work/act strategically combined with detailed management of tactical day-to-day activities

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.
Identify new and existing technology partners that will benefit from Entrust offerings and strategy as part of an overall solution and develop the business case (including definition of strategic value) and execute on the agreed overall integration and go-to-market strategy.
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 new technology partners into the Entrust Ready technology partner program, including negotiating technology partner agreements in cooperation with the Entrust legal team.
Derive the maximum benefit from a partnership.
Advocate for technology partners within Entrust by promoting the relationship, integrations, capabilities, activities, channel partners and overall priorities with all relevant Entrust departments to obtain their support and collaboration.
Represent the company at trade shows and customer/partner events as needed.