National Partner Business Manager, Darktrace
SHI
More information about location
AI cybersecurity solutions
Be an early applicant
AI cybersecurity solutions
1001+ employees
Be an early applicant
More information about location
1001+ employees
Company mission
To free the world from cyber disruption.
Role
Who you are
- Channel and Partner Expertise: Minimum 5+ years in partner/channel management within IT, enterprise storage, security, cloud/data management, or professional services—ideally supporting or with a focus on SHI
- Strategic & Analytical Thinking: Able to develop joint business plans, perform forecasting, and adjust tactics based on KPI performance
- Relationship Builder: Proven ability to forge executive-level relationships and credibility with partner leadership, global engineering, sales, and marketing teams
- Communication & Presentation Skills: Comfortable presenting to large audiences—webinars, events, executive meetings—and enabling field teams
- Program Management & Team Orientation: Strong at coordinating multi-faceted programs—MDF, certifications, partner enablement—and working closely with internal teams
- Industry & Technology Insight: Familiarity with SHI’s GTM, positioning and ecosystem vendors
- Travel Readiness: Typically 30–60% national travel to support events, enablement, strategy sessions, and executive engagements
What the job involves
- As a SHI Partner Business Manager, you will build and manage strategic relationships with SHI across North America
- You’ll collaborate closely with cross-functional SHI teams—Field Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances, and Sales Operations—to help drive adoption, pipeline and exceed revenue goals
- Strategic Partner Leadership: Build and own SHI channel strategy and execution across North America
- Business Planning & Pipeline Growth: Work closely with the territory channel team to set strategy, build relationships and drive execution of the plan across the territories
- Sales & Technical Enablement: Lead regional and national enablement sessions—training both partner sales teams and technical staff with a focus on technical adoption, demand generation and opportunity acceleration
- Account Mapping & Territory Planning: Facilitate focused mapping sessions and drive collaboration between SHI and Darktrace account teams
- Cross‑Functional Collaboration: Work with internal teams—Sales, Engineering, Marketing, Operations—to deliver campaigns, events, MDF programs, and enablement initiatives
- Performance Tracking & Reporting: Monitor and report on KPIs—pipeline growth, bookings, technical readiness, MDF usage—communicating progress to internal and partner leadership
- Thought Leadership & Events: Represent Darktrace at partner and industry events, delivering presentations, webinars, and briefings
Our take
With the rise of sophisticated cyberattacks, the need for cutting-edge defence mechanisms has never been more critical. Darktrace addresses this challenge by leveraging AI-enabled threat detection technology, enabling organisations to swiftly identify and respond to abnormal network activity.
By utilising machine learning algorithms, Darktrace allows businesses to combat a wide range of cyber threats, from data breaches to insider attacks. This safeguards their digital assets and helps them maintaining operational resilience.
The company's recent acquisition by private equity giant Thoma Bravo marks a significant milestone in its journey. The acquisition provides Darktrace with access to a strong financial partner and deep software sector expertise, positioning it to further enhance its capabilities as a leading AI cybersecurity business.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Sep 2018
$50m
SERIES E
Jul 2017
$75m
SERIES D
Total funding: $230.5m
Company HQ
Cambridge, UK
Leadership
Jack Stockdale
(CTO)Co-founded Darktrace in 2013 and has served as the CTO since.
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