Senior Director of Partnerships and Business Development

Lead partnership and go-to-market strategies by building strategic alliances with global industrial OEMs, cybersecurity integrators, and resellers. Negotiate partner contracts, develop sales enablement and training programs, expand channel sales, monitor partner performance, conduct market research, and provide insights to senior leadership.

Responsibilities

• Identify, negotiate, and establish strategic alliances with global industrial OEMs and cybersecurity integrators
• Develop and execute partnership strategies aligned with business goals
• Foster partner relationships to drive mutual business growth
• Expand sales channels through resellers and integrators
• Collaborate with sales and marketing on partnership initiatives
• Drive contracts, sales enablement, and incentive programs
• Develop partner sales enablement strategies
• Create and manage partner training programs
• Monitor partner performance metrics
• Lead contract negotiations and ensure compliance
• Oversee partnership agreements and contracts
• Conduct industrial and cybersecurity market research
• Provide strategic recommendations to senior leadership
• Monitor industry developments and competitor activity

Requirements

• Bachelor's degree in Business, Marketing, or related field; MBA preferred
• Minimum 10 years of business development, partnership management, or related experience
• Track record forming and managing strategic partnerships with global industrial OEMs
• Experience with cybersecurity integrators and resellers
• Strong industrial and cybersecurity sector network
• Excellent negotiation, communication, and interpersonal skills
• Strategic thinking with tactical execution ability
• Strong analytical and problem-solving skills
• Ability to travel as needed