Senior Manager, Alliances
$240,000–$300,000 year
Remote
Job Summary
Manage OEM data/API licensing relationships and execute commercial renewals, expansions, and new deal negotiations with Legal and Finance. Run active GSI partnerships against a defined playbook, driving partner-sourced pipeline and co-sell motions tied to MAX/SCDR while flagging capacity gaps. Own a partner-sourced quota, leading QBRs, forecasting, and pipeline hygiene to deliver monthly revenue and program-tier status reports to leadership. This execution-focused role requires direct experience with OEM/data licensing and cybersecurity ISV landscapes, operating with limited engineering support to push partners toward self-serve integrations.
Required Qualifications
- 5–8 years in strategic alliances, technology partnerships, or partner sales within enterprise SaaS
- Cybersecurity domain familiarity — security operations, threat intelligence, vulnerability/risk management, and how security teams buy
- Track record managing GSI, AWS, or OEM partner relationships against quota
- Strong cross-functional collaboration skills (Product, Architecture, Sales, Legal)
- Bachelor's degree required
Desired Qualifications
- Direct experience with OEM/data licensing motions — you've negotiated or managed embedded data/API commercial agreements
- Working knowledge of the cybersecurity ISV landscape (CrowdStrike, Wiz, Okta, ServiceNow, Tanium, Snowflake, Snyk, etc.)
- Hands-on AWS co-sell and Marketplace experience
- Comfortable operating with limited engineering support and pushing partners to self-serve on integration work
- Strong forecasting and pipeline discipline; comfortable being held to a number
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