Senior Director, Partner Programs (R6239)

Required

• 10+ years of experience building and managing global partner programs, channel programs, or strategic alliances in B2B technology, with direct, end-to-end ownership of named partner relationships.
• Proven experience designing partner incentives, margin structures, and rebate programs, with the ability to demonstrate their return through data.
• Experience managing global partnerships across both hardware and software, including relationships where the company resells OEM products and where partners resell the company's products.
• Defense, dual-use, or public-sector partnership experience strongly preferred, including familiarity with long sales cycles, complex stakeholder environments, export and compliance considerations, and program-driven buyers.
• Strong analytical capabilities, including hands-on experience building partner performance reporting and leveraging data to guide tiering, incentives, and investment decisions.
• Willingness and ability to travel internationally on a regular basis, approximately 40% of the working calendar.
• Skills and Disposition
• Executive Presence and Influence: Strong presentation and communication skills, with the ability to influence internal leadership and partner principals.
• Partner-First Mindset: Builds programs around how partners actually sell and deliver, rather than relying solely on predefined templates.
• Organized Operator: Effectively manages the onboarding of named partners on a predictable cadence across multiple regions and complex workstreams.
• Strong Builder and Negotiator: Translates strategy and partner input into practical agreements, incentive structures, and enablement programs that succeed in the field.
• Data-Driven and Results-Oriented: Defines meaningful partner KPIs and uses performance data to demonstrate results and continuously improve the program.