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Strategic Alliance Manager



Sales & Business Development
United States
Posted on Friday, June 7, 2024

Career Growth, Flexibility and Collaboration!

Entrust is dedicated to keeping the world moving safely by enabling trusted identities, payments, and data protection around the globe. Headquartered in Minnesota, we offer our colleagues the ability to work globally, in a flexible and collaborative environment. Our team makes an impact!!

The Company: Entrust relies on curious, dedicated and innovative individuals whom anticipate the future and provide solutions for a more connected, mobile and secure world. Entrust’s technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers.

We Believe: Securing identities is most effective when we value all identities. We are committed to ensuring that, through diversity and inclusion, the many voices that make up our communities are heard. From unconscious bias training for managers to global affinity groups that create connections both within and across our enterprise, Entrust expects and encourages all individuals to accept and respect one another. And, of course, to be themselves.

The Strategic Alliances Manager will create, execute, and manage technology partnerships in key areas of Entrust’s digital security portfolio including hardware security modules (HSMs), key management, public key infrastructure (PKI), and identity management. As a subject matter expert, the individual in this role will assess specific target market opportunities, a partner’s strategy and market position, and the ability to integrate a partner’s application(s) with Entrust products. You will work with new and existing alliance partners to engage and develop specific strategies to grow business and expand the Entrust footprint. This role will work with the Entrust marketing organization on go-to-market activities and the Entrust sales center of excellence to align partnership activities with sales focus and customer demand.


  • Understand the market and technology/application landscape that Entrust operates in, with strong background and understanding of cyber security, cryptography, public key infrastructure, and identity management.

  • Identify new and existing technology partners that will benefit from Entrust offerings and strategy as part of an overall solution and develop the business case (including definition of strategic value) and execute on the agreed overall integration and go-to-market strategy.

  • Develop and maintain go-to-market relationships with strategic alliance partners to increase the sales of our combined solutions. Drive impact by working in close co-operation with all relevant Entrust departments (channel, solution/field/channel marketing, solution engineering, etc.).

  • Manage the entire recruitment and relationship development process of new alliance partners into the Entrust strategic alliances partner program.

  • Derive the maximum benefit from a partnership. Advocate for partners within Entrust by promoting the partner relationship, integrations, capabilities, activities, channel partners and overall priorities with all relevant Entrust departments to obtain their support and collaboration.

  • Represent the company at trade shows and customer/partner events.

Basic Qualifications

  • Bachelor’s Degree

  • 5+ years of technology alliances experience, including technology partnership development and co-selling relationships

  • 5+ years experience in cyber security technology, an understanding of cyber security ecosystems, and the ability to sell and present to both technical and business buyers

  • A strong understanding of hardware security modules (HSMs), key management, public key infrastructure (PKI), and identity management

  • Ability to travel domestically and internationally up to 20% of the time

  • Must be able to lawfully work within the USA

Preferred Qualifications:

  • MBA a plus

  • Strong analytical, communication and presentation skills

  • Team player with outstanding interpersonal skills

  • Results-oriented, customer focused and effective decision-making skills with the ability to prioritize multiple objectives and meet aggressive deadlines

  • Ability to think/work/act strategically combined with detailed management of tactical day-to-day activities

Compensation Range:

The pay range for this position is 125,000 - 190,000 Pay ranges will vary and will be set in the applicable currency. Actual compensation will be determined based on geographic location, education, skills and experience. Please speak with the recruiter for more details.

For US roles, or where applicable:

Entrust is an EEO/AA/Disabled/Veterans Employer

For Canadian roles, or where applicable:

Entrust values diversity and inclusion and we are committed to building a diverse workforce with wide perspectives and innovative ideas. We welcome applications from qualified individuals of all backgrounds, and we strive to provide an accessible experience for candidates of all abilities.

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