Director, Technology Partnerships

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 Crowd Strike, Service Now, 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.

This is a hybrid role with at least three days a week in our San Mateo office, with occasional travel to meet target management teams.

• 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.
• Protect confidential business information and partner data, ensuring secure sharing practices and compliance with data protection agreements and ISO 27001 controls.

• 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…