Senior Product Manager, Partner Solutions & Ecosystem

Position Overview
Entrust’s Cryptographic Security Platform helps organizations protect the keys, certificates, and sensitive data their business runs on across on-premises, hybrid, and cloud environments. Increasingly, customers rely on global systems integrators (GSIs), managed service providers (MSPs), hyperscalers, technology partners, and channel partners to design, deliver, and operate these solutions.

The Senior Product Manager, Partner Solutions & Ecosystem will make Entrust’s cryptographic security products fully operable by partners: sold, deployed, upgraded, and supported at scale. A capability Entrust can deploy is one thing. A capability a partner can confidently price, deliver, operate, and stand behind is another. Closing that gap for a small number of high-value opportunities is the central mission of this role.

This role owns the path from partner opportunity to partner-ready offer. You will decide which partner opportunities are worth productizing, define what ready means, work with core Product Management and Engineering to build the required capabilities, prove them through real deployments, and feed what you learn back into the roadmap. You will also recommend what Entrust should not build. This is a hands-on product management role.

It is not channel sales, alliance management, or delivery management for individual customer implementations.

Responsibilities
Choose the Partner Opportunities Worth Pursuing - 20%

Use evidence from named customers and partners, rather than general interest, to define the buyer, use case, deployment model, commercial route, and specific friction to remove.

Build decision-ready business cases covering expected outcomes, investment, cost to operate, opportunity cost, and how success will be measured.

Recommend whether Entrust should build the capability, enable partners to build it, deliver it through services, or decline.

Maintain a written record of product investment and prioritization decisions.

Use strong discovery and business-case skills to distinguish directional interest from validated demand.

Recommend against work that will not scale or does not support the strategic direction of the Cryptographic Security Platform.

Make Selected Offers Ready for Partners to Run - 30%

Define the target customer, supported configurations, dependencies, integrations, exclusions, and responsibilities for selected partner offers.

Translate partner requirements into requirements across interfaces and automation, installation, upgrades and rollback, licensing and entitlement, reporting and audit evidence, documentation, training, support, and escalation.

Partner with core Product Managers and Engineering to convert requirements into prioritized work, acceptance criteria, and release plans.

Own the readiness standard and the release recommendation for approved partner offers.

Ensure capabilities can be priced, installed, upgraded, supported, and operated by partners at scale.

Influence product roadmaps through evidence, clearly defined requirements, and transparent technical and commercial tradeoffs.

Prove Partner Offers Through Real Delivery - 25%

Design validation and pilot engagements with explicit hypotheses, success criteria, and exit decisions agreed upon in advance.

Test the full delivery path end to end, including deployment, first customer outcome, day-two administration, upgrades, rollback, and support.

Measure time to first customer success, use of the standard delivery path, partner and Entrust effort per deployment, engineering intervention required, and early escalations.

Turn validation results into clear decisions to scale, adjust, hold, or stop an offer.

Route unresolved product, engineering, services, support, or commercial gaps to the appropriate owner.

Confirm that a second partner team can repeat the delivery motion before recommending broader investment.

Own the Lifecycle and Close the Feedback Loop - 25%

Maintain a current view of Entrust’s partner-facing cloud and marketplace offers, including ownership, applicable product release, use cases, support model, and lifecycle status.

Recommend when offers should be updated, consolidated, or retired.

Treat…