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Strategic Alliance Development Manager

📁
Sales/Marketing
📅
19000045 Requisition #

Position Overview:

This position is responsible for the development and management of joint corporate relationships between Entrust Datacard and alliance and technology partner(s) in core, adjacent, and emerging areas of the ecosystem. The role is instrumental in nurturing both key alliance partnerships and a broader technology partner community through structured programs. The individual must be a strong strategic thinker with proven business acumen, partner program development and relationship management skills in order to identify areas of strategic alignment with existing partners, to facilitate joint solution development, and to guide ongoing joint field engagements.  The individual will contribute to establishing and/or evolving process management within the technology partner program.  Through these efforts the individual will realize the strategic value of partnerships, work with innovation and product teams to explore how to take technical integration and joint solutions development to market through alliance programs, and engage with local in-country/in-region Entrust Datacard teams to grow existing relationships and generate direct revenue. This position reports directly to the Director, Strategic Alliances.

 

Responsibilities:

·         Focus on enablement of technology partnerships to enhance the market attractiveness of current offerings through strong technical partnerships that enhance the customer use case and/or address the technical requirements of our business units by establishing programs, which foster collaborative activities with partners in designated areas of the ecosystem

·         Identify, develop and drive partnership programs and ensure they are in concert with Entrust Datacard's overall plan, including:

o    Identify partners-based solution opportunities and GTM opportunities

o    Identify partnership trends and build programs to address them

o    Ensure stakeholder buy-in via development of agreements that enhance pre-established business cases and/or result in new business cases found in the exploration of partnerships

o    Define and facilitate technology and GTM links between partners and Entrust Datacard product and operations groups

o    Identify partnership that can have a direct commercial impact

·         Maintain relationships with target partner(s), with primary focus on the business aspects, including the partners' product groups, marketing, sales and field organizations

o    Communicate Entrust Datacard direction and product-roadmaps to partners to gain support of Entrust Datacard’s strategies

o    Understand and communicate the strategic vision of the partner(s) and act as 'expert advisor' within Entrust Datacard on partner's organization, products, technology and plans, especially across multiple business units

o    Track and regularly report on current and potential projects for each partner

o    Oversee establishment of joint corporate alliance agreements and their compliance, including business agreements such as Letters of Understanding, Term Sheets, Development License Agreements, Statements of Work, Non-Disclosure Agreements, Commercial Agreement, …

o    Collaborate with Entrust Datacard Business Units to build partner alliance strategies for Entrust Datacard’s brand managers, product marketing, marketing communications, and channel organizations

o    Manage partnership activities to ensure partnership is on track according to plan for all its aspects: due diligence, legal agreement, technical integration, marketing activities, sales training and local sales execution

o    Act as an advisor and collaborate with Entrust Datacard sales resources and partner alliance contacts in geographies where partner(s) has a presence, in order to leverage the relationships in those regions.


Basic Qualifications

·         Relevant Bachelor’s Degree/Undergraduate Degree required

·         5+ years of related industry experience

·         5+ years of experience and strong track record in business development, technology alliances, negotiating partnerships and developing and administrating partnership programs

·         Knowledge of the information security ecosystem and technologies

·         Capabilities to understand a security product portfolio and position it to alliance partners, showing the value from both a business and technical point of view

·         Critical, analytical, and innovative thinker with strong business acumen resulting in the ability to effectively communicate and partner at a variety of levels within the organizations.

·         Ability to think strategically and translate into business and execution plans; must be able to manage, review and execute multiple partner projects and manage virtual teams.

·         Build trust and display confidence in his or her intentions and those of the organization.

·         Excellent written, analytical and business development skills to balance strategic thinking and execution of tactical activity including the ability to crisply communicate and present at a variety of levels within the organizations.

 

Preferred Qualifications:

·         Knowledge of current integration approaches

·         Technical undergraduate degree and MBA

·         International experience helpful


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