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.