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
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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.
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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.
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Deal Cycle Orchestration: Align partners proactively across the deal cycle, ensuring technical readiness and delivery capabilities before deal close.
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Partner Management & Accountability: Co-own partner business plans with channel sales; drive technical accountability, certification progress, delivery readiness, and measurable KPIs by region.
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Post-Sales Delivery Success: Ensure partner-led deployments succeed; establish delivery QA processes, customer success checkpoints, and partner remediation plans as needed.
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Certification Program: Collaborate with technical enablement with formal certification programs aligned to partner technologist roles and technical readiness levels.
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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)
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Partner time-to-ready at each stage of the enablement ladder.
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Number of certified partner technical resources globally.
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Partner-sourced and influenced pipeline aligned to GEO-specific quotas.
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Partner-led deployment success rate and customer satisfaction scores.
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Global coverage of partner enablement capacity across key industries and geographies.
Qualifications
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Proven SE leadership experience (3–5+ years), with global or regional partner/channel alignment.
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Deep expertise in cybersecurity, ideally across data security, privacy, or AI governance domains.
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Strong partner ecosystem experience with GSIs, RSIs, and hyperscaler-aligned practices.
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Demonstrated success building and executing business and GTM plans around channel technical enablement.
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Accomplished communicator and speaker, confident engaging with executives, partners, and large audiences.
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Ability and willingness to travel globally (20–35%, primarily North America and Europe).
Compensation & Incentives
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Competitive base salary plus commission based on segment-specific GEO quotas.
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Additional incentives tied to technical enablement, certification progress, and delivery success metrics.
Bonus Attributes
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Experience developing and rolling out partner certification programs with labs and practical assessments.
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Familiarity with privacy, compliance, and AI regulatory frameworks (GDPR, CCPA, AI-specific regulations).
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Experience with partner PRM systems, LMS platforms, or enablement content management solutions.
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