VP, Strategic Partnerships & Ecosystem Development

Kiteworks; San Mateo (CA); On-site; USD 250,000 - 275,000; Full time

Job summary

Kiteworks is seeking an experienced VP of Strategic Partnerships to spearhead partnership initiatives and ecosystem development. This executive role focuses on cultivating relations within the cybersecurity and compliance sectors, requiring leadership and strategic vision to enhance business value. The successful candidate will be pivotal in driving strategic initiatives and fostering an innovative partner ecosystem.

Benefits

100% paid Employee Only Medical, Dental, Vision, Basic Life & AD&D, STD and LTD Insurance

Flexible Savings Account (FSA)

Generous paid time off (PTO) and paid sick time

401k match program

Referral Bonuses

Stock equity

Qualifications

• 15+ years of experience in technology business development or strategic partnerships.
• Proven track record of growing strategic relationships with major technology enterprises.
• Network of senior executive contacts in cybersecurity and compliance.

Responsibilities

• Develop partnership strategies with major technology enterprises and system integrators.
• Build relationships at the executive level to drive mutual business value.
• Collaborate with senior leadership to define Kiteworks' strategic value proposition.

Skills

Leadership

Negotiation

Strategic Thinking

Communication

Education

Bachelor's degree

MBA or relevant advanced degree

Job description

VP, Strategic Partnerships & Ecosystem Development

Join to apply for the VP, Strategic Partnerships & Ecosystem Development role at Kiteworks

VP, Strategic Partnerships & Ecosystem Development

Join to apply for the VP, Strategic Partnerships & Ecosystem Development role at Kiteworks

Job DescriptionWe are seeking an experienced executive to lead our strategic partnership and ecosystem development initiatives. This role will drive high-impact relationships with major technology players while simultaneously fostering a vibrant ecosystem of complementary technology partners. The ideal candidate will be a respected leader in the cybersecurity and compliance space with a proven track record of building and managing strategic relationships at the executive level. 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 experience in technology business development, strategic partnerships, or similar roles, with significant exposure to cybersecurity and compliance sectors
• Proven track record of establishing and growing strategic relationships with major technology enterprises and system integrators
• Extensive network of senior executive contacts in the cybersecurity, compliance, and broader technology industries
• Experience developing and managing technology partner ecosystems
• Exceptional communication and presentation skills with demonstrated "executive presence"
• Ability to articulate complex technology value propositions and translate them into business outcomes
• Strong negotiation skills and deal-making experience
• Track record of driving strategic initiatives that create significant business value
• Demonstrated ability to work collaboratively across multiple departments including product, marketing, and sales
• Bachelor's degree required, MBA or relevant advanced degree is a plus

Job Responsibilities

Strategic Enterprise Partnerships

• Develop and execute partnership strategies with major technology enterprises (top 7) and system integrators (top 5) to create mutually beneficial business relationships
• Build and nurture executive-level relationships with key decision-makers at top-tier technology companies and system integrators
• Identify and capitalize on strategic opportunities with major industry players to drive significant business value
• Represent Kiteworks at industry events and executive forums to elevate brand visibility and strengthen key relationships
• Collaborate with senior leadership to define and articulate Kiteworks' strategic value proposition to potential partners
• Work cross-functionally with product, marketing, sales, and other teams to ensure successful partnership outcomes

Technology Ecosystem Development

• Build and grow a thriving ecosystem of technology partners who can deliver complementary solutions to Kiteworks' platform
• Create compelling value propositions that attract smaller technology companies to integrate with Kiteworks’ PDN platform
• Develop win-win go-to-market strategies that leverage Kiteworks' customer base and sales channels to benefit ecosystem partners
• Establish processes to onboard, enable, and support technology partners throughout their lifecycle
• Drive technical collaboration between partner solutions and Kiteworks' platform
• Measure and optimize the business impact of ecosystem partnerships
• Coordinate cross-functional resources to support ecosystem partner success

Strategic Vendor Relationship

• Build and maintain strategic relationships with major vendors of Kiteworks (top 5), e.g., cloud hosting providers

Success Metrics:

• Establish and deepen relationships with 5-7 strategic enterprise partners and system integrators within 18 months
• Build an ecosystem of 20+ technology partners with active integrations within 18 months
• Drive measurable business impact through both strategic and ecosystem partnerships
• Create partnership-driven paths to new markets and customer segments
• Sign 2+ vendor agreements that generate material cost-saving for Kiteworks within the 18 months
• Position Kiteworks as a sought-after premier partner for top-tier global technology leaders and the broader cybersecurity ecosystem (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, inbound partnership requests, ELT-level consistent engagement, etc.)
  

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.
• 100% paid Employee Only Medical, Dental, Vision, Basic Life & AD&D, STD and LTD Insurance. Kiteworks also offers dependent coverage. Benefits begin on the first of the month after your date of hire!
• Flexible Savings Account (FSA) offered
• 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

Seniority level

• Seniority level

  Executive

Employment type

• Employment type

  Full-time

Job function

• Job function

  Business Development

• Industries

  Software Development

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