Senior Product Manager, Partner Solutions & Ecosystem

Position Overview:   

Entrust’s Cryptographic Security Platform helps organizations protect the keys, certificates, and sensitive data their business runs on across on-premises, hybrid, and cloud environments. Increasingly, customers rely on global systems integrators (GSIs), managed service providers (MSPs), hyperscalers, technology partners, and channel partners to design, deliver, and operate these solutions.

The Senior Product Manager, Partner Solutions & Ecosystem will make Entrust’s cryptographic security products fully operable by partners: sold, deployed, upgraded, and supported at scale.  A capability Entrust can deploy is one thing. A capability a partner can confidently price, deliver, operate, and stand behind is another. Closing that gap for a small number of high-value opportunities is the central mission of this role.

This role owns the path from partner opportunity to partner-ready offer. You will decide which partner opportunities are worth productizing, define what ready means, work with core Product Management and Engineering to build the required capabilities, prove them through real deployments, and feed what you learn back into the roadmap. You will also recommend what Entrust should not build. This is a hands-on product management role. It is not channel sales, alliance management, or delivery management for individual customer implementations.

Responsibilities: 

Choose the Partner Opportunities Worth Pursuing — 20%

• Use evidence from named customers and partners, rather than general interest, to define the buyer, use case, deployment model, commercial route, and specific friction to remove.

• Build decision-ready business cases covering expected outcomes, investment, cost to operate, opportunity cost, and how success will be measured.

• Recommend whether Entrust should build the capability, enable partners to build it, deliver it through services, or decline.

• Maintain a written record of product investment and prioritization decisions.

• Use strong discovery and business-case skills to distinguish directional interest from validated demand.

• Recommend against work that will not scale or does not support the strategic direction of the Cryptographic Security Platform.

Make Selected Offers Ready for Partners to Run — 30%

• Define the target customer, supported configurations, dependencies, integrations, exclusions, and responsibilities for selected partner offers.

• Translate partner requirements into requirements across interfaces and automation, installation, upgrades and rollback, licensing and entitlement, reporting and audit evidence, documentation, training, support, and escalation.

• Partner with core Product Managers and Engineering to convert requirements into prioritized work, acceptance criteria, and release plans.

• Own the readiness standard and the release recommendation for approved partner offers.

• Ensure capabilities can be priced, installed, upgraded, supported, and operated by partners at scale.

• Influence product roadmaps through evidence, clearly defined requirements, and transparent technical and commercial tradeoffs.

Prove Partner Offers Through Real Delivery — 25%

• Design validation and pilot engagements with explicit hypotheses, success criteria, and exit decisions agreed upon in advance.

• Test the full delivery path end to end, including deployment, first customer outcome, day-two administration, upgrades, rollback, and support.

• Measure time to first customer success, use of the standard delivery path, partner and Entrust effort per deployment, engineering intervention required, and early escalations.

• Turn validation results into clear decisions to scale, adjust, hold, or stop an offer.

• Route unresolved product, engineering, services, support, or commercial gaps to the appropriate owner.

• Confirm that a second partner team can repeat the delivery motion before recommending broader investment.

Own the Lifecycle and Close the Feedback Loop — 25%

• Maintain a current view of Entrust’s partner-facing cloud and marketplace offers, including ownership, applicable product release, use cases, support model, and lifecycle status.

• Recommend when offers should be updated, consolidated, or retired.

• Treat technical delivery, purchasing route, and partner go-to-market support as separate product decisions.

• Add capabilities only when they remove a barrier that has been directly observed and validated.

• Feed evidence from pilots, deployments, support activity, and partner feedback into product strategy and roadmap decisions.

• Lead the cross-functional plan across Product, Engineering, Professional Services, Support, Sales, Alliances, Marketing, Enablement, Finance, and Legal.

• Establish named owners, decision points, dependencies, risks, readiness gates, and concise executive updates.

• Own end-to-end readiness for approved partner offers, including which opportunities to pursue, what ready means, whether the standard has been met, and what should happen next.

Basic Qualifications: 

• Bachelor’s degree or equivalent practical experience.

• Substantial product management or technical product management experience, including full-lifecycle ownership of a complex B2B product or platform capability.

• Minimum of 7 years of experience in product management, technical product management, enterprise software, platform products, cybersecurity, cloud products, or a related field.

• Technical fluency in enterprise software or platforms, including application programming interfaces (APIs), integrations, cloud and hybrid deployment, release and upgrade processes, security, and supportability.

• Experience with products delivered through global systems integrators, managed service providers, hyperscalers, technology alliances, distributors, resellers, channel partners, or cloud marketplaces.

• Ability to travel approximately 15–25%, including international travel.

• Must be able to lawfully work within the United States or Canada and have unrestricted work authorization for the applicable country of employment.

Preferred Qualifications: 

• Experience in enterprise cybersecurity or cryptographic data security, including hardware security modules (HSMs), public key infrastructure (PKI), certificate lifecycle management (CLM), key management, encryption, or secrets management.

• Experience productizing solutions that span software, hardware, cloud infrastructure, integrations, services, and support.

• Familiarity with Amazon Web Services, Microsoft Azure, or Google Cloud marketplace and partner programs, including private offers, entitlement, committed spend, co-sell, or channel models.

• Experience building partner-ready releases, reference architectures, validation or certification programs, or partner-operated services.

• Experience serving regulated industries.

• Experience using design partners, readiness gates, operational metrics, and structured pilot programs to move an offer from initial validation to repeatable scale.

• Experience defining supported configurations, integrations, deployment models, licensing, entitlement, documentation, training, support, and escalation requirements.

• Experience managing the lifecycle of partner-facing cloud, marketplace, or platform offers.

• Experience working directly with engineers and translating technical concepts, dependencies, and tradeoffs for executives and go-to-market stakeholders.

• Strong product discovery and business-case development skills, including the ability to distinguish directional interest from validated customer and partner demand.

• Demonstrated ability to recommend against work that will not scale or does not provide sufficient customer or business value.

• A track record of leading complex cross-functional work without direct authority across Product, Engineering, Professional Services, Support, Sales, Alliances, Marketing, Enablement, Finance, and Legal.

• Executive-level written and verbal communication skills, with the ability to explain technical and commercial tradeoffs clearly to mixed audiences.

Location: Hybrid in Ottawa, ON or Sunrise, FL. Tuesday–Thursday on site.

About Entrust
Entrust keeps the world moving safely by enabling trusted experiences for identities, payments, and digital infrastructure. We offer an unmatched breadth of solutions that are critical to enabling trust for multi-cloud deployments, mobile identities, hybrid work, machine identity, electronic signatures, encryption, and more. With more than 2,800 colleagues, a network of global partners, and customers in over 150 countries, it’s no wonder the world’s most entrusted organizations trust us. For more information, visit www.entrust.com.

For more information, visit www.entrust.com.  Follow us on, LinkedIn, Facebook, Instagram, and YouTube. Entrust Corporation is an EOE/AA/Veteran/People with Disabilities employer.

                                                                                    Updated 12/22/2022

NO AGENCIES, NO RELOCATION

#LI-GR1

#ENT123

Compensation Range:

The pay range for this position is $132,500 - $182,500 per year. This position is also eligible for the company's discretionary annual incentive plan. Actual compensation will be determined based on education, skills and experience. In addition to your pay, Entrust offers eligible colleagues and their dependents comprehensive benefits, vacation, paid time off and paid holidays. Please speak with the recruiter for more details. Note: Benefit and Compensation programs are subject to eligibility requirements and other terms of the applicable plan or program. Entrust has the right to end, suspend or amend any of its plans at any time in whole or in part.

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.

If you require an accommodation, contact accessibility@entrust.com.

Recruiter:

Grace Rusingiza

Grace.Rusingiza@entrust.com