Director, Technology Alliances
$140,000–$180,000 year
RemoteUnited States
Job Summary
Build and lead the technology partner ecosystem across the identity and security landscape by identifying, prioritizing, and closing alliances with vendors in IAM, SIEM/SOAR, cloud security, and DevOps/CI-CD. Score prospective partners against commercial criteria to generate measurable pipeline and revenue, defining value propositions, integration requirements, and monetization models. Translate signed agreements into active go-to-market programs including joint briefs, co-sell playbooks, and enablement for sales and security engineers. Act as the primary interface between Britive and partner alliance, product, and BD teams to advocate for roadmap investment and report regularly on partnership health and revenue impact.
Required Qualifications
- 7+ years in technology alliances, business development, or partnerships
- at least 3 years focused on identity, security, or adjacent enterprise infrastructure categories
- Deep working knowledge of the identity and security technology landscape — IAM, PAM, IGA, SIEM/SOAR, CNAPP/CSPM, and how these categories intersect with cloud infrastructure and DevOps
- An existing, active network of contacts among alliance, product, and BD leaders at relevant technology vendors
- Demonstrated ability to evaluate partnerships commercially — building business cases, prioritizing against revenue potential, and saying no to low-value opportunities
- Experience defining integration requirements and working directly with product/engineering teams to scope joint solutions
- Experience in a solution design / architecture role listening to and translating client requirements into proposed designs including those with integrations to other products
- Excellent written and verbal communication skills
- Willingness to travel for partner and industry events (estimated 20–30%)
Desired Qualifications
- Prior experience at a cybersecurity or identity-focused SaaS company
- ideally in a high-growth or startup environment
- Experience building tech alliances from the ground up
- Familiarity with cloud-native and Zero Standing Privileges / just-in-time access concepts
- Existing relationships with hyperscalers (AWS, Azure, GCP) marketplace and partner teams
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