VP, Strategic Partnerships

Job Description

We are seeking a seasoned technology executive to lead our strategic partnership initiatives with the world's largest technology companies and system integrators. This role requires deep product management expertise as well as business and technical acumen to build executive-level relationships that position Kiteworks as an essential strategic partner for the world’s leading vendors. The ideal candidate will have executive product management experience at major technology companies with the track record, credibility, and network to engage at the highest levels with top-tier vendors and system integrators. This position reports directly to the Chief Business Officer and is preferred to be based at our headquarters in San Mateo, California (US-time zone required).

Job Requirements

• 15+ years of technology industry experience with significant executive-level product management background
• Previous executive product management role at one or more major technology and/or cybersecurity vendors
• Deep technical expertise in enterprise software; cybersecurity and/or compliance experience strongly preferred
• Extensive network of senior executive and technical contacts within major technology vendors
• Strong communication skills, with ability to present to business executives and engage in detailed product and architecture discussions
• Track record of building and executing strategic technology partnerships at the executive level, or working closely with technology partners
• Success navigating complex enterprise technology ecosystems and vendor relationships
• Expertise in product strategy, technical roadmaps, and enterprise solution development
• Demonstrated ability to influence product direction and technical strategy across organizations
• Experience in working collaboratively across multiple departments including product, engineering, marketing, and sales
• Bachelor's degree in Engineering, Computer Science, or related technical field required; MBA or advanced technical degree preferred

Success Metrics:

• Establish and deepen relationships with 5-7 strategic enterprise partners and system integrators within 18 months:
  • Secure Kiteworks' inclusion in strategic technology partners' enterprise solution portfolios
  • Achieve premier/top-tier partner status with key strategic technology vendors (independently of Kiteworks’ level of spending with such vendors)
  • Drive measurable business impact through vendor and SI strategic partnerships
• Ultimately position Kiteworks as a sought-after premier partner for top-tier global technology leaders (and develop the right set of KPIs to measure that, e.g., number of prominent speaking opportunities at major events (not paid-to-play), joint press releases, references from partners, ELT-level engagement, etc.)
  
  

Job Responsibilities

Strategic Technology Vendor Partnerships

• Build and nurture executive-level relationships with the largest global technology and cybersecurity vendors
• Leverage product management expertise to identify strategic integration opportunities and technical partnership frameworks
• Develop joint product strategies and technical roadmaps with major technology partners
• Lead both executive-level and further detailed discussions on product integration, technical architecture, and initial go-to-market alignment
• Position Kiteworks' technology capabilities within partners' strategic product roadmaps, portfolios, and enterprise architectures
• Identify and capitalize on strategic opportunities with major industry players to drive significant business value
• Represent Kiteworks at technical industry events and executive forums to elevate brand visibility and strengthen key relationships

System Integrator Relationships

• Establish and maintain strategic relationships with the top global system integrators
• Work with SI partners, managing directors and senior managers to embed Kiteworks within their cybersecurity and compliance practice areas
• Develop technical enablement programs and solution frameworks for SI partners
• Create joint solutions and reference architectures that demonstrate Kiteworks' value in enterprise environments
• Provide executive guidance and support to SI partners with technical expertise during complex enterprise implementations

Cross-Functional Collaboration

• Work with senior leadership to define and articulate Kiteworks' strategic value proposition to potential partners
• Partner closely with internal product and engineering teams to align technical capabilities with partnership opportunities
• Collaborate with marketing to develop joint value propositions and technical messaging
• Partner with sales leadership and Global Director of Strategic Alliances to enable strategic account penetration through vendor and SI relationships and initiate joint GTM programs
  
  

Job Benefits

• Base pay depends on many factors, such as location, education, experience, and skills. Base pay is only one part of Kiteworks competitive Total Rewards package that can include benefits, perks, equity, and bonuses. The base pay range is subject to change and may be modified in the future.
• Comprehensive Medical plan and 100% paid Dental and Vision coverage for employees and dependents.
• 100% paid Life/AD&D, STD and LTD coverage for employees
• Option of Health Savings Account (HSA) or Flexible Savings Account (FSA)
• Generous paid time off (PTO) plus paid sick time, holidays, parental leave, and volunteer days off
• 401k match program
• Referral Bonuses
• Stock equity -- every employee is granted stock options when they walk in the door