Reports to: VP, Global Sales Engineering
Location: Remote North America | Travel: 20–35%, primarily North America and Europe
Role Overview
Lead the technical backbone of Securiti AI’s partner motion with GSIs and Regional SIs, as well as hyperscaler-aligned alliances. Partner with the Global Channel Sales Leader to craft and execute the GTM for business development, sales & technical enablement, partner development and relationship management. Build a global channel systems engineering program that enables partners to be ready to lead delivery, accelerating pipeline, win rate, and successful deployments.
Key Responsibilities
Strategy & GTM with Channel Sales: Develop and execute global partner technical strategies, business plans, and enablement programs. Define an enablement ladder across Awareness → Opportunity → Practitioner → Integrator.
Partner Technical Enablement: Lead and deliver global technical enablement plans, labs, demo kits, and certifications to ensure partners are ready-to-sell and ready-to-deliver.
Deal Cycle Orchestration: Align partners proactively across the deal cycle, ensuring technical readiness and delivery capabilities before deal close.
Partner Management & Accountability: Co-own partner business plans with channel sales; drive technical accountability, certification progress, delivery readiness, and measurable KPIs by region.
Post-Sales Delivery Success: Ensure partner-led deployments succeed; establish delivery QA processes, customer success checkpoints, and partner remediation plans as needed.
Certification Program: Collaborate with technical enablement with formal certification programs aligned to partner technologist roles and technical readiness levels.
Cross-Functional Collaboration: Work closely with Product, PMM, and Enablement to ensure partner technical needs shape product roadmaps and training assets.
What Great Looks Like (KPIs)
Partner time-to-ready at each stage of the enablement ladder.
Number of certified partner technical resources globally.
Partner-sourced and influenced pipeline aligned to GEO-specific quotas.
Partner-led deployment success rate and customer satisfaction scores.
Global coverage of partner enablement capacity across key industries and geographies.
Qualifications
Proven SE leadership experience (3–5+ years), with global or regional partner/channel alignment.
Deep expertise in cybersecurity, ideally across data security, privacy, or AI governance domains.
Strong partner ecosystem experience with GSIs, RSIs, and hyperscaler-aligned practices.
Demonstrated success building and executing business and GTM plans around channel technical enablement.
Accomplished communicator and speaker, confident engaging with executives, partners, and large audiences.
Ability and willingness to travel globally (20–35%, primarily North America and Europe).
Compensation & Incentives
Competitive base salary plus commission based on segment-specific GEO quotas.
Additional incentives tied to technical enablement, certification progress, and delivery success metrics.
Bonus Attributes
Experience developing and rolling out partner certification programs with labs and practical assessments.
Familiarity with privacy, compliance, and AI regulatory frameworks (GDPR, CCPA, AI-specific regulations).
Experience with partner PRM systems, LMS platforms, or enablement content management solutions.