Director, Partner Programs – Enablement and Operations

This is a fully remote position, open to applicants in Colorado.

📋 Description

• Design and oversee a cohesive partner-program framework that encompasses recruitment, onboarding, activation, specialization, co-selling, services readiness, incentives, recognition, and lifecycle management.

• Develop principles for partner segmentation, prioritization, investment, strategic access, and lifecycle progression.

• Formulate program requirements, benefits, governance, operational guidelines, communications, joint business planning frameworks, partner commitments, mutual action plans, strategic partner agreements, and measurable outcomes.

• Collaborate with Legal, Finance, Product, Marketing, Sales, Services, and Operations to scale economically viable programs that align with company priorities.

• Define partner-ready packages for key products and initiatives, including messaging, use cases, demos, pricing and SKU guidance, sales plays, presales support, delivery readiness, and customer proof.

• Develop role-based enablement journeys and calendars that encompass onboarding, training, certification, launches, and reinforcement.

• Enhance enablement through feedback on adoption, field utilization, win/loss evidence, and customer outcomes.

• Coordinate cross-functional teams to eliminate redundancy and address readiness gaps.

• Establish annual, quarterly, and weekly operating cadences, which include planning, execution reviews, pipeline and forecast inspections, executive readouts, and action follow-up.

• Translate strategic priorities into integrated plans with designated owners, milestones, dependencies, decisions, and escalation paths.

• Prepare for leadership meetings, QBRs, business reviews, and executive partner engagements.

• Maintain visibility into strategic initiatives, commitments, risks, dependencies, and blocked actions.

• Create dashboards and metrics that link partner activity to pipeline, sourced and influenced revenue, activation, enablement adoption, delivery readiness, customer outcomes, and ROI.

• Enhance partner attribution, field rules of engagement, investment decisions, incentives, and direct-sales/partner handoffs.

• Foster executive and cross-functional alignment across Channel Alliances, Sales, Marketing, Product, Solutions Engineering, Professional Services, Customer Experience, Finance, Legal, and Revenue Operations.

• Facilitate complex decision-making and provide data-driven recommendations to senior leadership.

• Lead through influence within a distributed global organization and cultivate a high-accountability, partner-first culture.

• Develop programs, enablement, and operational capabilities through hiring, coaching, role design, reusable processes, and cross-functional collaborations.

• Within the first 12 months, launch the partner-program and enablement operating model, establish a prioritized partner portfolio, deliver measurable enablement plans, enhance pipeline/forecasting/reporting, create a reliable operating cadence, and strengthen partner engagement and business contribution.

⛳️ Requirements

• Bachelor's degree or equivalent practical experience.

• Approximately 9–11 years of experience in partner programs, channel strategy, alliances, revenue operations, sales enablement, business operations, or a related field.

• Experience in a software, cloud, cybersecurity, identity, or other technology ecosystem with intricate partner motions.

• Proven success in designing and scaling partner programs, enablement programs, or cross-functional operational models.

• Strong program management and operational rhythm skills, including planning, prioritization, dependency management, metrics, and executive communication.

• Ability to transition between strategy and execution: define the model, create the plan, align stakeholders, and ensure delivery.

• Exceptional written, verbal, facilitation, influencing, and relationship-building skills.

• Strong business acumen and comfort in making recommendations with incomplete information.

• Experience collaborating across Sales, Marketing, Product, Services, Finance, Legal, and Operations.

• High ownership, follow-through, and capability to manage multiple priorities in a fast-paced environment.

• Willingness to travel domestically and internationally as necessary.

• Preferred: Experience with global system integrators, regional system integrators, distributors, resellers, cloud marketplaces, or technology partners.

• Preferred: Experience in developing partner tiering, specialization, incentives, investment, onboarding, certification, or co-selling programs.

• Preferred: Experience converting product launches into partner-ready go-to-market and delivery motions.

• Preferred: Experience managing executive operating cadences, QBRs, leadership reviews, or chief-of-staff/business-operations functions.

• Preferred: Familiarity with CRM, partner relationship management, analytics, planning, and collaboration tools.

• Preferred: Experience in identity and access management, cybersecurity, SaaS, or enterprise infrastructure.

• Preferred: MBA or other relevant advanced degree.

🏝️ Benefits

• A company culture that empowers you to perform at your best.

• Employee Resource Groups that foster a sense of belonging for all.

• Regular company and team bonding activities.

• Competitive benefits and perks.

• Global volunteering and community initiatives.

• Generous PTO & Holiday Schedule.

• Parental Leave.

• Progressive Healthcare Options.

• Retirement Programs.

• Opportunities for Education Reimbursement.

• Commuter Offset (specific locations).

• Flexible, collaborative work environment.