Director of Strategic Alliances

Key Responsibilities

• Develop and execute a global alliance strategy across: Frontier AI platforms and AI-driven cybersecurity ecosystems Cyber risk management and cyber insurance carriers, brokers, and underwriting platforms Cloud hyperscalers (AWS, Azure, GCP) and cloud marketplace channels Global Systems Integrators (GSIs), MSSPs, and consulting partners
• Lead and scale a high-performing global team: Manage teams of business development leaders, domain experts, and GTM strategists
• Foster strong cross-functional collaboration across sales, product, engineering, marketing, and operations
• Drive alignment between partner strategy, field execution, and product roadmap
• Build scalable managed services and cyber risk operations offerings
• Embed Qualys into partner-led service portfolios
• Accelerate recurring revenue through co-sell and co-delivery models
• Expand cyber risk insurance partnerships: Align Qualys capabilities with underwriting, risk scoring, and loss modeling frameworks
• Develop joint offerings that connect security posture to insurability and financial risk
• Leverage customer cloud commitments and credits to accelerate deal cycles
• Expand marketplace-driven ARR and partner-led transactions
• Lead end-to-end partnership lifecycle: Identify, negotiate, and operationalize strategic alliances
• Drive joint solutions, integrations, and GTM execution
• Activate ecosystem demand through events, campaigns, and co-selling
• Own alliance performance metrics, including: Partner-sourced and influenced pipeline Marketplace revenue and transaction volume Adoption of integrations and joint solutions MSSP/GSI-delivered services growth Ecosystem-driven ARR tied to AI and risk outcomes

Required Experience

• 10+ years in strategic alliances, partnerships, or business development in cybersecurity, cloud, AI, or risk-based technology environments
• 5+ years of people leadership experience, including: Leading global teams of business development, domain, and GTM strategy professionals Driving execution through cross-functional collaboration (sales, product, marketing, engineering, operations) Managing performance, prioritization, and alignment across distributed teams
• Proven track record building and scaling MSSP and GSI ecosystems, including: Services-led GTM and managed offerings Co-sell and co-delivery models across regions Large, complex enterprise partnerships
• Deep expertise in: Cyber risk operations, exposure management, and risk quantification Cyber risk insurance ecosystems, including carriers, brokers, underwriting processes, and risk scoring models Cloud marketplaces and hyperscaler GTM models (AWS, Azure, GCP), including private offers, co-sell, and consumption-based pricing
• Strong understanding of: Frontier AI applications in cybersecurity, including AI-driven prioritization, automation, and analytics Governance, compliance, and emerging AI and cyber risk regulations
• Demonstrated ability to: Build executive-level relationships (C-suite across partners and customers) Translate technical capabilities into financial and risk-based value propositions Drive measurable outcomes across pipeline, ARR, and ecosystem growth