Senior Product Manager, Partner Solutions & Ecosystem (United States)

Reporting to: Director, Partner Product Management

Position overview:

Entrust’s Cryptographic Security Platform helps organizations protect the keys, certificates, and sensitive data their business depends on across on-premises, hybrid, and cloud environments. Customers increasingly rely on global systems integrators, managed service providers, cloud and marketplace partners, technology partners, and channel partners to commercialize, integrate, deliver, and support these solutions.

As an early member of Partner Product Management, you will lead productization for a small number of strategic ecosystem routes to market. You will translate partner and customer evidence into clear offers, product requirements, readiness standards, and recommendations for investment. Working closely with Core Product Management and Engineering, you will help make selected partner motions repeatable, commercially viable, and scalable.

This is a hands-on Product Management role for a builder who combines strong product judgment, technical and commercial fluency, and cross-functional leadership. You will influence product roadmaps through evidence and clear tradeoffs, help establish reusable productization standards, and create a feedback loop that improves Entrust’s partner-facing offers over time.

This is not a channel-sales, alliance-management, or individual-customer delivery-management role.

What you will do:

Shape strategic partner product opportunities:

• Identify and develop a small number of high-value partner opportunities into clear product and offer theses.
• Define the target customer, use case, customer value, partner role, deployment model, and commercial path for each priority motion.
• Build decision-ready business cases that articulate customer and partner evidence, expected outcomes, product investment, operating implications, opportunity cost, and measures of success.
• Recommend where Entrust should invest in reusable capabilities, where a partner or Services-led approach is appropriate, and where the evidence does not justify additional product work.
• Maintain a clear record of product-investment decisions, assumptions, outcomes, and learnings.

Make selected offers partner-ready:

• Define the supported offer, including target customers, use cases, configurations, integrations, dependencies, exclusions, responsibilities, and success criteria.
• Translate route and field evidence into reusable product requirements across interfaces, automation, installation, upgrades, rollback, entitlement, licensing, reporting, audit evidence, documentation, training, support, and escalation.
• Partner with Core Product Management and Engineering to convert requirements into prioritized roadmap work, acceptance criteria, and release decisions.
• Establish product readiness standards and make evidence-based recommendations on whether selected offers are ready to scale.
• Help ensure selected capabilities can be commercialized, deployed, upgraded, supported, and—where applicable—operated by partners with predictable quality.

Validate and improve repeatable motions:

• Design product validation with explicit hypotheses, success criteria, and exit decisions.
• Use deployment, customer, partner, and support evidence to test the path from initial implementation through first customer outcome, day-two administration, upgrades, and support.
• Measure leading indicators of repeatability, including time-to-first-success, standard-path adoption, deployment effort, Engineering intervention, partner and customer experience, and early commercial outcomes.
• Convert evidence into clear recommendations to scale, adjust, hold, or stop an offer.
• Feed learning from pilots, partner feedback, and support activity into product strategy and Core Product roadmaps.

Lead cross-functional product outcomes:

• Bring together Product, Engineering, Sales, Alliances, Professional Services, Support, Marketing, Finance, and Legal around clear product decisions and readiness standards.
• Communicate technical and commercial tradeoffs clearly to senior stakeholders and drive timely decision closure.
• Help establish reusable productization frameworks, evidence models, and readiness criteria that can be applied across multiple partner routes.
• Maintain a current product view of partner-facing offers and recommend when they should be improved, consolidated, or retired.

Basic qualifications:

• Seven or more years of Product Management, Technical Product Management, or closely related experience, including full-lifecycle ownership of a complex B2B product, platform, or technical capability.
• Direct product ownership of a capability commercialized, integrated, delivered, or operated through at least one external partner model, with evidence of product decisions and measurable outcomes.
• Demonstrated ability to translate customer, partner, commercial, and technical evidence into product investment and prioritization recommendations.
• Technical fluency in enterprise software or platforms, including APIs, integrations, cloud or hybrid deployment, releases and upgrades, security, and supportability.
• Experience leading complex cross-functional work without direct authority.
• Strong written and verbal communication skills, including the ability to explain product, technical, and commercial tradeoffs clearly to technical and executive audiences.
• Authorization to work in the United States or Canada.
• Ability to travel approximately 15–25%, including international travel.

Preferred qualifications:

• Experience in enterprise cybersecurity, identity, cryptographic data security, PKI, certificate lifecycle management, key management, encryption, secrets management, or adjacent infrastructure software.
• Experience productizing through one or more GSI, MSP, cloud marketplace, hyperscaler, technology-partner, channel, or other indirect routes to market.
• Experience with cloud platforms or marketplaces; commercial packaging or entitlement; partner-ready releases; reference architectures; or partner-operated services.
• Experience building in regulated or mission-critical enterprise environments.
• A record of using design partners, pilots, readiness gates, and operational metrics to improve adoption and repeatability.
• Strong product discovery and business-case development skills, including the ability to distinguish interest from validated demand and recommend against work that will not scale.

Location : Hybrid in Ottawa, Ontario or Sunrise, Florida, with Tuesday through Thursday onsite.

About Entrust

Entrust keeps the world moving safely by enabling trusted experiences for identities, payments, and digital infrastructure. Our solutions help organizations protect what matters most across cloud, hybrid, and on-premises environments.

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