Full-Time

Director – Technical and Strategic Partnerships

Posted on 5/28/2024

DigiCert

DigiCert

1,001-5,000 employees

Provides digital trust and encryption services

Data & Analytics
Consulting
Venture Capital
Energy
Cybersecurity
Real Estate

Senior

United States

Required Skills
Sales
Communications
Marketing
Requirements
  • Minimum 10 years of experience owning strategic technology and product-centric partnerships
  • Proven track record of successfully taking complex, multi-faceted partnerships from ideation to commercialization
  • Strong analytical skills to build solid business cases including investments and commercial models
  • Technical fluency and depth to engage in technical discussions, design/give demos, and message technical value propositions
  • Excellent communication, presentation, influencing, relationship, and negotiation skills
  • Willingness to roll up sleeves and wear multiple hats with a “get-things-done” mindset
  • Ability to build and leverage cross-functional relationships
  • Strong existing industry network; ability to nurture key stakeholders at prospective partners
  • Prior experience with security, cryptography, infosec, infra, IoT and/or adjacent spaces
  • Proficiency with cloud and modern software dev (DevOps, SaaS, PaaS and related tooling)
Responsibilities
  • Develop a comprehensive strategy and operating framework to evaluate, prioritize, and operationalize partnerships that maximize long-term value to DigiCert
  • Articulate a compelling value proposition for potential partnerships and build a robust pipeline in collaboration with PM, Eng/CTO, Marketing, Sales, and other functions
  • Shape and drive partnerships from ideation to commercialization (e.g., integration points, PoCs, demos, product roadmaps, business plans) using a strong blend of technical and business acumen as well as excellent influencing and relationship skills
  • Establish a strong sense of joint success as well as accountability via KPIs/metrics, governance, and a dash of inspiration
  • Lead complex negotiations and the contracting process along the way, including IP (Intellectual Property), GTM, and commercial considerations
  • Create early wins and establish market traction via demos, customer deployments, industry conferences/events, demand gen, and other strategies
  • Partner with and coach Sales and GTM teams at the appropriate juncture to programmatically bring partnerships to market
  • Stay on top of industry and technology trends/disruptions, competitive landscape, and overall market evolution to refine partnerships strategy and/or execution

DigiCert specializes in digital trust solutions, offering secure encryption and authentication technologies such as digital certificate management, IoT device security, and preparations for post-quantum cryptography. Their product range includes DigiCert® Trust Lifecycle Manager, DigiCert CertCentral® TLS Manager, DigiCert® IoT Trust Manager, and DigiCert® Software Trust Manager.

Company Stage

Private

Total Funding

N/A

Headquarters

Lehi, Utah

Founded

2003

Growth & Insights
Headcount

6 month growth

5%

1 year growth

4%

2 year growth

20%