Director, Partner Operations

Kiteworks; San Mateo (CA); Hybrid; USD 200,000 - 250,000; Full time

Benefits offered by this job

Unlimited PTO

10 holidays

Equity

401(k) matching

Comprehensive benefits

Job summary

Kiteworks is seeking a Director, Partner Operations to lead the operational backbone across technology partnerships, GSI partnerships, and partner programs. This hybrid, San Mateo-based role emphasizes scalable processes, lifecycle governance, and executive-level reporting to enable long-term partnership growth.

You will coordinate with Marketing, Finance, Legal, and Product Ops while driving analytics, contracts, and program health.

Qualifications

• Bachelor’s degree or equivalent experience is required.
• 12+ years of experience in partner operations, channel operations, alliances operations, or related enterprise software operational leadership roles.
• 5+ years leading partner operations or partner program functions at the Director or Senior Director level.
• Experience operating enterprise partner programs in cybersecurity, SaaS, enterprise software, AI, or data protection environments.
• Strong understanding of partner ecosystems such as AWS, Microsoft, ServiceNow, CrowdStrike, Palo Alto Networks, or similar.

Responsibilities

• Own the operational lifecycle of kiteworks’ participation in strategic partner programs including onboarding, compliance tracking, membership renewals, certifications, and tier management.
• Maintain partner program documentation, communications, FAQs, and operational processes.
• Support the future rollout and administration of the Kiteworks partner program.
• Ensure operational alignment between Kiteworks and strategic partners including AWS, Microsoft, ServiceNow, CrowdStrike, Palo Alto Networks, Accenture, Deloitte, Leidos, and Booz Allen Hamilton.
• Manage and maintain Strategic Partnerships dashboards and operational reporting.
• Deliver recurring executive-level reporting on integration progress, partner program health, pipeline contribution, enablement, and operational KPIs.
• Translate partnership activity into executive-ready insights and operational business reviews.
• Operationalize the partner integration lifecycle from intake through launch and post-GA support.
• Coordinate cross-functional support readiness with Engineering, Product, Customer Success, and Support teams.
• Ensure every integration has proper documentation, escalation paths, and operational readiness prior to launch.
• Track milestones, dependencies, blockers, and ownership across integrations involving APIs, MCP, AI Skills, and agent-based workflows.
• Partner closely with Marketing to manage partner deliverables, campaigns, timelines, and event coordination.
• Track and manage Strategic Partnerships budgets including memberships, certifications, events, operational investments, and partner-related spend.
• Support partner renewal processes in partnership with Renewals teams.
• Coordinate with Legal and Finance on partnership agreements, operational contracting, and partnership economics.
• Lead operational rollout of partner training programs and certifications.
• Track internal certifications required to maintain partner program status across AWS, Microsoft, ServiceNow, and other strategic ecosystems.
• Coordinate enablement efforts across Product, Support, Sales, Marketing, and Partner Architecture teams.
• Measure training adoption and continuously improve enablement programs.
• Proactively identify operational risks, gaps, dependencies, and scaling needs before they impact the business.
• Design and manage the operational rhythm of the Strategic Partnerships organization including QBRs, stand-ups, executive reviews, and partner program calendars.
• Serve as a senior operational point of contact for strategic partners when escalation or coordination is required.
• Build scalable operational processes that support long‑term partnership growth and integration success.
• Protect confidential business information and partner data, ensuring secure sharing practices and compliance with data protection agreements and ISO 27001 controls.

Skills

Partner operations

Cross-functional leadership

Executive communication

Project management

Budget management

BI reporting

CRM systems

APIs & integrations

Contract review

Data protection

Education

Bachelor’s degree or equivalent experience

MBA or advanced degree preferred

Tools

CRM systems

PRM platforms

BI dashboards

Contract management systems

Job description

This is an exciting opportunity to join Kiteworks’ newly formed Strategic Partnerships organization and lead the operational engine behind some of the company’s most strategic partnerships. This is not a sales role — it is a highly cross-functional Strategic Partnerships position focused on building scalable operational processes, supporting joint integrations, managing partner programs, and enabling long-term partnership growth.

Reporting to the SVP, Strategic Partnerships & Strategy, the Director, Partner Operations will serve as the operational backbone across Technology Partnerships, GSI Partnerships, Partner Architecture, Product Management, and broader cross-functional teams including Marketing, Finance, Legal, Support, Customer Success, Renewals, Sales, and Channel Alliances. This role owns the operational cadence, reporting, dashboards, integration lifecycle tracking, partner program administration, and overall partner operations infrastructure that keeps the organization moving efficiently.

The ideal candidate is highly proactive, operationally strong, technically curious, and comfortable operating across business, finance, systems, and partnerships. They should be equally comfortable reviewing contracts and budgets, managing executive reporting, discussing APIs and integrations, and driving cross-functional coordination in a fast-paced environment.

Hybrid role

This is a hybrid role based out of our San Mateo office. Employees are expected to be in office on Tuesday, Wednesday, and Thursday.

What you’ll do

Partner program operations

• Own the operational lifecycle of Kiteworks’ participation in strategic partner programs including onboarding, compliance tracking, membership renewals, certifications, and tier management
• Maintain partner program documentation, communications, FAQs, and operational processes
• Support the future rollout and administration of the Kiteworks partner program
• Ensure operational alignment between Kiteworks and strategic partners including AWS, Microsoft, ServiceNow, CrowdStrike, Palo Alto Networks, Accenture, Deloitte, Leidos, and Booz Allen Hamilton
• Manage and maintain Strategic Partnerships dashboards and operational reporting
• Deliver recurring executive-level reporting on integration progress, partner program health, pipeline contribution, enablement, and operational KPIs
• Partner with Finance, BI, and Product Operations to improve reporting accuracy, definitions, and visibility
• Translate partnership activity into executive-ready insights and operational business reviews

Integration lifecycle operations

• Operationalize the partner integration lifecycle from intake through launch and post-GA support
• Track milestones, dependencies, blockers, and ownership across integrations involving APIs, MCP, AI Skills, and agent-based workflows
• Coordinate cross-functional support readiness with Engineering, Product, Customer Success, and Support teams
• Ensure every integration has proper documentation, escalation paths, and operational readiness prior to launch

Cross-functional operations & orchestration

• Partner closely with Marketing to manage partner deliverables, campaigns, timelines, and event coordination
• Track and manage Strategic Partnerships budgets including memberships, certifications, events, operational investments, and partner-related spend
• Support partner renewal processes in partnership with Renewals teams
• Coordinate with Legal and Finance on partnership agreements, operational contracting, and partnership economics

Training, enablement & certifications

• Lead operational rollout of partner training programs and certifications
• Track internal certifications required to maintain partner program status across AWS, Microsoft, ServiceNow, and other strategic ecosystems
• Coordinate enablement efforts across Product, Support, Sales, Marketing, and Partner Architecture teams
• Measure training adoption and continuously improve enablement programs

Operational planning & leadership

• Proactively identify operational risks, gaps, dependencies, and scaling needs before they impact the business
• Design and manage the operational rhythm of the Strategic Partnerships organization including QBRs, stand-ups, executive reviews, and partner program calendars
• Serve as a senior operational point of contact for strategic partners when escalation or coordination is required
• Build scalable operational processes that support long‑term partnership growth and integration success
• Protect confidential business information and partner data, ensuring secure sharing practices and compliance with data protection agreements and ISO 27001 controls.

What you’ll bring

• 12+ years of experience in partner operations, channel operations, alliances operations, or related enterprise software operational leadership roles
• 5+ years leading partner operations or partner program functions at the Director or Senior Director level
• Experience operationalizing enterprise partner programs within cybersecurity, SaaS, enterprise software, AI, or data protection environments
• Strong understanding of partner ecosystems such as AWS, Microsoft, ServiceNow, CrowdStrike, Palo Alto Networks, or similar
• Experience managing dashboards, BI reporting, CRM systems, PRM platforms, operational analytics, and executive reporting
• Familiarity with APIs, integrations, MCP, AI Skills, and modern AI‑driven partnership ecosystems
• Strong cross‑functional leadership skills with experience coordinating Marketing, Product, Engineering, Finance, Legal, Support, Sales, and Partnerships organizations
• Excellent operational rigor, project management, and executive communication skills
• Strong business acumen with experience managing budgets, contracts, operational workflows, and partnership economics
• Bachelor’s degree or equivalent experience required; MBA or advanced degree preferred

About Kiteworks

The Kiteworks single‑tenant‑by‑design virtual appliance delivers full data sovereignty, governing employees’ and AI agents’ access to, use, and sharing of sensitive data under the same identity, policy, encryption, and audit controls. Compliance is built in, not bolted on.

The values that define us

• Execution – We deliver results with focus, ownership, and consistency. Our teams take initiative, solve challenges proactively, and continuously optimize how we work to create meaningful impact for our customers.
• Transparency – We communicate openly and clearly, ensuring stakeholders have the information they need to make informed decisions. We foster a culture of trust, welcome feedback, and embrace accountability in everything we do.
• Integrity – We uphold the highest standards of honesty and responsibility. Our teams act ethically, consistently honor commitments, and build trust through principled, reliable actions.

Compensation range

• Base salary range of $200,000–$250,000 plus bonus, equity, and comprehensive 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.

Equity - stock options to share in company success

• 90% covered (PPO/EPO) + $0 premium HDHP
• $1,200–$2,400 HSA contribution

Savings & retirement

• FSA + Dependent Care FSA
• 401(k) with 100% match (up to $5K), immediate vesting

Coverage - Fully paid life & disability insurance

Family benefits

• 16 weeks (birthing) / 8 weeks (non-birthing)
• $10K lifetime reimbursement fertility benefit

Care & support - One Medical membership + EAP counseling

Time off & flexibility

• Unlimited PTO + 10 holidays
• 10 work-from-anywhere days

Perks - Catered lunches + in-office massage days

Commitment to equal opportunity & inclusion

Kiteworks is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances.

Other requirements

Ability to meet Kiteworks, customer, and/or government security screening requirements for this role. These requirements include, but are not limited to, the following specialized security screenings.

This position requires passing the Kiteworks background check upon hire/transfer and every two years thereafter.

Please note that this role is open to individuals who already have U.S. work authorization. Visa sponsorship is not available for this position.