Strategic Alliance Manager; West Nipissing

Overview

Join us  Entrust, we’re shaping the future of identity centric security solutions. From our comprehensive portfolio of solutions to our flexible, global workplace, we empower careers, foster collaboration, and build solutions that help keep the world moving safely.

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 will work with strategy and product management teams to determine target opportunities for new or expanded technology partnerships that form “better together” solutions. The role requires an understanding of the cybersecurity landscape and the power dynamics within vendors in major market segments, plus the ability to assess a technology partner’s 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.

• Understand the market and technology/application landscape that Entrust operates in, with strong background and understanding of cybersecurity, encryption including post-quantum cryptography, PKI, 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 cooperation 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 priorities with all relevant Entrust departments to obtain their support and collaboration.
• Represent the company at trade shows and customer/partner events as needed.

• Basic Qualifications:
• Bachelor’s Degree
• 5+ years of technology alliances experience, including technology partnership development and co-selling relationships
• 5+ years experience in cybersecurity technology, an understanding of cybersecurity ecosystems, and the ability to sell and present to both technical and business buyers
• Understanding of hardware security modules (HSMs), key/certificate/secrets management, and 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 to think/work/act strategically combined with detailed management of tactical day-to-day activities

• Career Growth:
  Whether you’re a budding developer or a seasoned expert, we’re invested in your professional journey.
• Flexibility:
  We offer flexible options that fit your lifestyle, including remote, hybrid, or on-site arrangements.
• Collaboration:
  
  Our teams share ideas and work together to build a better tomorrow.

Entrust is committed to diversity, inclusion, and respect. We value all identities and strive to create an accessible experience for candidates of all abilities. If you require an accommodation, contact

Compensation:
The pay range for this position is $106,000 – $155,500 per year. This position is eligible for the company’s discretionary annual incentive plan. Actual compensation will be determined based on education, skills and experience. Entrust offers comprehensive benefits, vacation, paid time off and paid holidays. Details available from the recruiter.

Entrust is an EEO/AA/Disabled/Veterans Employer. For Canadian roles, Entrust values diversity and inclusion and we are committed to building a diverse workforce with wide perspectives and innovative ideas. If you require an accommodation, contact