Partner Accelerator Manager ~ Cybersecurity

Job Description:

Key Responsibilities

Partner Strategy and Ecosystem Leadership

• Define and execute the cybersecurity partner and alliance strategy aligned to the overall offerings roadmap and engineering priorities.

• Identify, prioritize, and manage strategic security technology partners that complement the services portfolio.

• Develop joint value propositions and standardized solution patterns with each strategic partner to support enterprise client requirements.

Offering and Solution Development

• Collaborate with engineering, architecture, and product managers to shape modular and scalable cybersecurity offerings that incorporate partner technology.

• Translate partner capabilities and roadmaps into concrete service blueprints, reference architectures, and delivery models.

• Ensure offerings are technically feasible, supportable at scale, and aligned to financial and delivery targets.

Alliance Governance, SLAs, and MSAs

• Own the governance model for the Cyber Intelligence organization’s alliances, including SLAs, MSAs, support models, and operational requirements.

• Partner with legal, finance, and delivery teams to negotiate and maintain terms that support reliability, availability, and support for joint solutions.

• Monitor performance against SLAs and coordinate corrective actions when necessary.

• Facilitate regular business reviews with partners to evaluate KPIs, pipeline, and delivery performance.

Sales Plays, Pipeline Generation, and Funding

• Develop and refine sales plays that connect partner technology, services, and customer outcomes.

• Collaborate with sales, solution architects, and marketing to help create go-to-market assets such as pitch decks, battlecards, case studies, and value propositions.

• Own the strategy and execution of partner funding, including forecasting, proposal creation, approvals, and tracking of outcomes.

• Track and report partner-sourced and partner-influenced pipeline and bookings, and support activities to accelerate opportunity progression.

Training, Certifications, and Enablement

• Define certification and enablement requirements for engineering, delivery, sales, and architecture teams across the Cyber Intelligence organization’s strategic partners.

• Create and maintain a structured training plan, including bootcamps, hands-on labs, and defined learning paths.

• Track certification achievement and skill development to ensure compliance with partner program requirements.

Cross-Functional Collaboration

• Serve as a liaison between engineering, product management, delivery, sales, marketing, and partner account teams to ensure alignment and execution.

• Help support complex client pursuits as the alliance subject matter expert, guiding solution development and commercial constructs.

• Work with operational and finance teams to ensure scalable processes, accurate forecasting, and margin management for partner-related offerings.

Market, Competitive, and Program Intelligence

• Monitor competitive alliance strategies, partner program updates, and changes in the security technology landscape.

• Provide insight and recommendations to internal stakeholders on emerging opportunities and program enhancements.

• Stay current on partner product roadmaps and releases across all cybersecurity domains, including new features and capabilities, and communicate relevant impacts to offerings, sales plays, and delivery teams.

• Incorporate partner and market insights into the Offerings roadmap and engineering backlog.

Operational Excellence and Reporting

Key Performance Indicators

• Partner/offering pipeline growth.

• Partner-sourced or influenced pipeline contributions.

• Utilization and return on investment of partner funding.

• Cross-functional go-to-market initiatives.

• Training and certification coverage across key roles.

• Satisfaction of internal stakeholders and partner teams.

Core Skills

• Strong understanding of cybersecurity technologies including cloud security, identity and access management, zero trust, endpoint security, SIEM, and data protection.

• Experience working within major security vendor partner programs, including competency requirements and incentives.

• Knowledge of managed security services, consulting-led offerings, and modular service architectures.

• Understanding of commercial constructs including SLAs, MSAs, statements of work, pricing models, and partner rebate structures.

• Proficiency with SFDC, Power BI, and partner portals for tracking performance metrics.

Analytical and Business Skills

• Ability to build business cases for joint investments, funding proposals, and new partner-led offerings.

• Financial acumen related to revenue, margin, and profitability.

• Experience using analytics and reporting tools to support strategic decisions.

• Ability to segment partner and customer opportunities by industry, use case, and solution category.

Leadership, Communication, and Collaboration Skills

• Demonstrated experience leading cross-functional initiatives in a matrixed organization.

• Strong communication and presentation skills, with the ability to articulate technical offerings in business terms.

• Effective stakeholder management and negotiation skills with vendors and internal teams.

• Comfort presenting to executive leadership, partner executives, and strategic customers.

Soft Skills and Personal Attributes

• Strategic thinker with the ability to balance partner needs, customer requirements, and internal business goals.

• Collaborative and action-oriented, with strong follow-through.

• Adaptable and resilient in a dynamic cybersecurity environment.

• Commitment to continuous learning and professional development.

Experience and Qualifications

• More than 5 years of experience in cybersecurity, partner management, product strategy, and go-to-market leadership, with a strong background operating inside a Global Systems Integrator, MSP, and MSSP environments.

• Proven ability to build and scale strategic alliances, co-develop offerings, and drive measurable pipeline growth in partnership with leading security technology vendors.

• Demonstrated success collaborating with engineering, product, delivery, and sales teams to design repeatable, revenue-generating cybersecurity capabilities.