Director – Technical and Strategic Partnerships
Remote
Full Time
#Product
#Technology
#Security
#B2B Technology
#Cloud
#IoT
#SaaS
#PaaS
#DevOps
#Cryptography
#Partnership Management
ABOUT DIGICERT
We're a leading, global security authority that's disrupting our own category. Our encryption is trusted by the major ecommerce brands, the world's largest companies, the major cloud providers, entire country financial systems, entire internets of things and even down to the little things like surgically embedded pacemakers. We help companies put trust-and abstract idea-to work. That's digital trust for the real world.
THE ROLE
This role is part of DigiCert’s Product Management organization, reporting to the VP of Product Strategy and Operations. In this senior individual contributor role, you will build and grow a wide range of Technical and Strategic Partnerships with established OEMs and ISVs as well as cutting edge startups and research institutions (think Post Quantum Crypto) across the technology landscape. The role will be accountable for developing a strategy and executing it to identify, build, and grow relationships with DigiCert’s current and future partners to fuel innovation, growth, and thought leadership.
ABOUT YOU
The ideal candidate brings in-depth experience with B2B technology from infra to SaaS coupled with a keen understanding of emerging technology and industry trends. Expertise in security, cloud, and IoT highly desired. You have a successful track record across the partnership lifecycle from technology ideation, product integration, joint innovation, to GTM enablement at scale. You approach partnerships holistically and excel at building critical cross-functional relationships with Product Management, Engineering/CTO, Marketing, Sales, Legal, Finance, Compliance, etc.
You are a strategic, out of the box thinker and leader with a deep appreciation of DigiCert’s strategic goals and the ability to translate them into a portfolio of win-win partnerships to deliver long-term value to DigiCert’s customers.
WHAT YOU WILL DO
- Develop a comprehensive strategy and operating framework to evaluate, prioritize, and operationalize partnerships that maximize long-term value to DigiCert
- Articulate a compelling value proposition for potential partnerships and build a robust pipeline in collaboration with PM, Eng/CTO, Marketing, Sales, and other functions
- Shape and drive partnerships from ideation to commercialization (e.g., integration points, PoCs, demos, product roadmaps, business plans) using a strong blend of technical and business acumen as well as excellent influencing and relationship skills
- Establish a strong sense of joint success as well as accountability via KPIs/metrics, governance, and a dash of inspiration
- Lead complex negotiations and the contracting process along the way, including IP (Intellectual Property), GTM, and commercial considerations
- Create early wins and establish market traction via demos, customer deployments, industry conferences/events, demand gen, and other strategies
- Partner with and coach Sales and GTM teams at the appropriate juncture to programmatically bring partnerships to market
- Stay on top of industry and technology trends/disruptions, competitive landscape, and overall market evolution to refine partnerships strategy and/or execution
WHAT YOU WILL HAVE
- Minimum 10 years of experience owning strategic technology and product centric partnerships
- Proven track record of successfully taking complex, multi-faceted partnerships from ideation to commercialization, with material contribution to top line, growth, and/or profitability
- Strong analytical skills to build solid business cases including investments and commercial models
- Technical fluency and depth to engage in technical discussions, design/give demos, and message technical value propositions
- Excellent communication, presentation, influencing, relationship, and negotiation skills
- Willingness to roll up sleeves and wear multiple hats with a “get-things-done” mindset
- Ability to build and leverage cross-functional relationships
- Strong existing industry network; ability to nurture key stakeholders at prospective partners
- Prior experience with security, cryptography, infosec, infra, IoT and/or adjacent spaces
- Proficiency with cloud and modern software dev (DevOps, SaaS, PaaS and related tooling)
DIGICERT BENEFITS
DigiCert offers a competitive benefits package for all of our full-time employees. If you want to know more about them, please reach out to us at [email protected]
DigiCert is an Equal Opportunity employer and is committed to diversity in its workforce. In compliance with applicable federal and state laws, DigiCert prohibits discrimination on the basis of race or ethnicity, religion, color, national origin, sex, age, sexual orientation, gender identity/expression, veteran’s status, status as a qualified person with a disability, or genetic information. Individuals from historically underrepresented groups, such as minorities, women, qualified person with disabilities, and protected veterans are strongly encouraged to apply.
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