Strategic Alliances Marketing Manager (Product & Partner)

Job Description About Kiteworks Kiteworks empowers organizations by ensuring secure and compliant data exchanges across all channels, including email, file sharing, APIs, and A.I. Agents. To this end, we created a platform that delivers data governance, compliance, and protection to customers. The platform controls, monitors, and protects every data interaction between people, machines, and systems across user collaboration, automated workflows, and enterprise AI. Job description The Strategic Alliances Marketing Manager (Product & Partner) is responsible for building and scaling Kiteworks’ joint marketing strategy, including the product marketing narrative behind it, with some of the company’s most strategic technology and Global Systems Integrator (GSI) partners, including ServiceNow, Crowdstrike, Palo Alto, Nvidia, Google, AWS, Salesforce, Anthropic, Accenture, Deloitte, Leidos, and Booz Allen. Reporting into the Marketing organization and partnering closely with the Strategic Partnerships team, this person is both the marketing lead behind Kiteworks’ partnership-driven growth strategy and the product marketer responsible for how each partnership is positioned, messaged, and differentiated in the market. We are looking for an inventive, entrepreneurial marketer who brings fresh ideas, challenges conventional approaches, and enjoys building from the ground up. There is no established playbook for this role. This person will be expected to ideate and develop creative, differentiated marketing approaches that strengthen both Kiteworks and its strategic partners in the market. This is a highly strategic, cross-functional role that combines partner marketing, product marketing, demand generation, executive engagement, strategic partner events, and AI/cybersecurity storytelling. The ideal candidate is both strategic and execution-oriented, with experience building co-marketing programs and product-level positioning that strengthen partner relationships, increase market visibility, and drive measurable pipeline impact. This is intentionally a hybrid mandate, and a rare one. Most partner marketing roles hand positioning and messaging off to a separate product marketing function; this one owns both. Kiteworks is looking for a candidate who brings genuine, hands‑on depth in product marketing (positioning, messaging frameworks, competitive differentiation) alongside genuine, hands‑on depth in partner and channel marketing (co‑marketing execution, event presence, partner enablement), not a partner marketer with light exposure to messaging, and not a product marketer unfamiliar with channel dynamics. That combination is what makes this role hard to fill and high-impact once filled. This role demands a marketer who uses AI tools fluently and instinctively to accelerate their work, from content creation and campaign planning to research, analysis, and execution. Hybrid role This is a hybrid role based out of our San Mateo office. Employees are expected to be in office on Tuesday, Wednesday, and Thursday. What you’ll do Own the product marketing foundation for each strategic partnership, developing positioning, messaging frameworks, and competitive differentiation for joint solutions in close coordination with Kiteworks’ core Product Marketing team, so every partner narrative ladders up to Kiteworks’ broader platform story. Develop and execute joint marketing plans with strategic technology and GSI partners, including campaign strategy, target audiences, growth goals, and partner engagement initiatives. Lead the creation of co-branded marketing assets, including solution briefs, case studies, webinars, presentations, launch materials, blogs, customer-facing collateral, press releases, and partner trainings, using AI tools to accelerate production quality and speed. Partner closely with Demand Generation, Events, Brand, Product Marketing, Communications, and Field Marketing teams to execute integrated partner campaigns. Drive Kiteworks’ presence at strategic partner events, including AWS re:Invent, Salesforce Dreamforce, ServiceNow Knowledge, and other flagship partner conferences and programs. Build and execute partner-focused demand generation initiatives, including webinars, ABM campaigns, nurture programs, and partner-influenced pipeline campaigns. Support executive engagement initiatives including advisory boards, executive briefings, partner summits, dinners, and strategic relationship-building programs. Create partner enablement content including battlecards, solution decks, integration overviews, and go-to-market playbooks for internal field teams, clearly articulating how Kiteworks integrates with partner platforms and the measurable business value and differentiation those integrations deliver. Develop and maintain deep fluency in how Kiteworks integrates with partner technologies, such as ServiceNow workflows, AWS infrastructure, Salesforce data flows, and Anthropic AI models, translating technical integration details into compelling product marketing narratives and joint value propositions for both technical and business audiences. Collaborate with strategic partners to align messaging around AI security, compliance, governance, and secure data exchange within regulated industries. Track and analyze campaign performance, pipeline contribution, engagement metrics, and ROI across partner marketing programs. Understand and use joint marketing budgets and available funds from partner programs to maximize marketing opportunities and impact. Ensure all data used in campaigns is collected and processed in compliance with GDPR, with appropriate consent and secure storage practices. What you’ll bring 5 to 8 years of experience spanning both product marketing and partner, channel, or alliance marketing within enterprise software, cybersecurity, AI, or data protection industries. This role does not have a separate product marketing counterpart to hand positioning work to, so both disciplines need to be real, applied strengths, not one primary skill set with passing exposure to the other. Demonstrated experience developing product or solution positioning and messaging frameworks, with the ability to translate technical capabilities into a differentiated market narrative for both technical and business audiences. An inventive, entrepreneurial mindset with a demonstrated ability to develop fresh ideas, challenge traditional marketing approaches, and build programs in a greenfield environment. A creative approach to partner marketing, with the ability to identify differentiated ways to position Kiteworks and its partners in the market. Keen technical acumen for partner integrations, the ability to understand, at a meaningful depth, how Kiteworks integrates with partner platforms and translate those integrations into clear, differentiated value propositions that resonate with both technical buyers and business decision-makers. Experience working with large enterprise technology partners, cloud providers, cybersecurity vendors, or GSIs. Ability to thrive in a fast-paced, high-growth environment with evolving priorities and emerging technologies. Bachelor’s degree in Marketing, Business, Communications, or a related field preferred. The values that define us Execution – We deliver results with focus, ownership, and consistency. Our teams take initiative, solve challenges proactively, and continuously optimize how we work to create meaningful impact for our customers. Transparency – We communicate openly and clearly, ensuring stakeholders have the information they need to make informed decisions. We foster a culture of trust, welcome feedback, and embrace accountability in everything we do. Integrity – We uphold the highest standards of honesty and responsibility. Our teams act ethically, consistently honor commitments, and build trust through principled, reliable actions. Compensation range Annual Base Salary Range of $140,000 – $180,000 Base pay depends on many factors, such as location, education, experience, and skills. Base pay is only one part of Kiteworks competitive Total Rewards package that can include benefits, perks, equity, and bonuses. The base pay range is subject to change and may be modified in the future. Benefits & perks Equity - stock options to share in company success Healthcare 3 Cigna plans (PPO, EPO, HDHP) 90% covered (PPO/EPO) + $0 premium HDHP $1,200–$2,400 HSA contribution 100% covered dental & vision Savings & retirement FSA + Dependent Care FSA 401(k) with 100% match (up to $5K), immediate vesting Coverage - Fully paid life & disability insurance Family benefits 16 weeks (birthing) / 8 weeks (non-birthing) $10K lifetime reimbursement fertility benefit Care & support One Medical membership + EAP counseling Time off & flexibility Unlimited PTO + 10 holidays 10 work-from-anywhere days Perks - Catered lunches + in-office massage days Commitment to equal opportunity & inclusion Kiteworks is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. Other requirements Ability to meet Kiteworks, customer, and/or government security screening requirements for this role. These requirements include, but are not limited to, the following specialized security screenings Kiteworks Background Check This position requires passing the Kiteworks background check upon hire/transfer and every two years thereafter. Please note that this role is open to individuals who already have U.S. work authorization. Visa sponsorship is not available for this position. #J-18808-Ljbffr