Director, Technology Partnerships

• Execute the partnership plan defined by the SVP for each assigned strategic technology partner.

• Operationalize joint partnership plans with clearly defined milestones, deliverables, and success metrics for each strategic partner.

• Build and maintain multi-threaded relationships across partner organizations, including executive sponsors, product leaders, business development, and technical teams, up to and including C-level sponsorship on both sides.

• Conduct regular business reviews with strategic partners to assess partnership health, progress against goals, and opportunities for expansion.

• Serve as the Kiteworks business owner who brings Kiteworks and partner Product Management and Engineering teams together to design, develop, and launch joint integrations and solutions. The Director, Partner Architecture leads technical architecture and the day-to-day technical conversation; this role drives business direction, commitments, roadmap alignment, and cross-functional follow-through.

• Partner with Product Management and Partner Architecture to ensure every technology partner integration (API, Model Context Protocol (MCP), and AI Skills-based) has a clearly scoped architecture, a committed position on the Kiteworks product roadmap, and a defined path to GA and support.

• Partner with Legal on partnership agreements, joint solution terms, and integration-related contractual matters.

• Partner with Finance on partnership economics, joint investment cases, and the business case for new integrations.

• Partner with Partner Operations on program requirements, partner onboarding, documentation, internal process alignment, CRM hygiene, and tracking needed to keep partnership work moving across teams.

• Align with the GSI Partnerships leader extending strategic technology integrations through GSI delivery channels where applicable.

• Hand off joint partner solutions and opportunity context to Sales and Channel Alliances for regional execution, providing the partner context, positioning, and relationships they need to be successful in the field.

• Work with Sales Alliances and Channel teams to develop partner-specific messaging, competitive positioning, and co-sell playbooks.

• Collaborate with Marketing and Partner Operations on joint go-to-market activity, including co-branded assets, webinars, events, and case studies.

• Represent Kiteworks at partner events, advisory boards, and executive briefings to strengthen relationships and elevate partnership.

• Champion partner success stories internally and externally to drive awareness and adoption of joint solutions.

• Provide regular updates to the SVP and Kiteworks executive team on the status, progress, and direction of each technology partnership.

• Escalate partnership risks and blockers with clear recommended actions and owners.

• Deliver quarterly partnership scorecards measuring integration adoption, partnership health, and present a consolidated Technology Partnerships business review to the executive leadership team.

• Execution Excellence. Disciplined operator who turns strategy into measurable outcomes by tracking commitments, driving follow-through, and delivering results on time.

• Integration Fluency. Comfort engaging in technical discussions on integrations, APIs, MCP, AI Skills, and agentic workflows with the Director, Partner Architecture, Product, and Engineering, with the ability to shape practical joint solutions and identify where these patterns unlock real customer value.

• Relationship Building. Skill in developing deep, trust-based relationships across multiple levels of partner organizations, up to and including the C-suite.

• Cross-Functional Leadership. Ability to align and mobilize internal teams across Product, Engineering, Partner Operations, Marketing, Legal, Finance, GSI Partnerships, and Sales/Channel Alliances around partnership objectives.

• Business Acumen. Understanding of enterprise software economics, partner business models, and how technology partnerships translate to ecosystem value and pipeline.

• 12+ years of experience in technology alliances, strategic partnerships, or business development, with a minimum of 5 years leading strategic technology partnerships at a Director or Sr. Director level.

• Demonstrated track record in enterprise software, cybersecurity, or data protection of executing strategic technology partnerships and driving joint integrations and solution development, ideally with partners such as CrowdStrike, ServiceNow, Palo Alto Networks, AWS, or Microsoft.

• Strong technical fluency; experience with API-based integrations, cloud architectures, and modern AI/agent frameworks (MCP, AI Skills) is highly preferred.

• Bachelor's degree or equivalent experience; MBA or advanced degree preferred.

• 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.

• Annual Base Salary Range: $250,000 – $280,000

• 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.

• 3 Cigna plans (PPO, EPO, HDHP)

• 90% covered (PPO/EPO) + $0 premium HDHP

• $1,200–$2,400 HSA contribution

• 100% covered dental & vision

• FSA + Dependent Care FSA

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

• 16 weeks (birthing) / 8 weeks (non-birthing)

• $10Klifetimereimbursementfertility benefit

• Unlimited PTO + 10 holidays

• 10 work-from-anywhere days