Director, Technology Alliances

About the role

The company is hiring a Director, Technology Alliances to build and lead its technology partner ecosystem across the identity and security landscape. This is a revenue-focused role; the mandate is to identify, prioritize, and build partnerships with technology vendors (IAM, IGA, SIEM/SOAR, cloud security, DevOps/CI-CD, ITSM, and adjacent categories) whose customer bases, integrations, and go-to-market motions can generate measurable pipeline and revenue for the company — not partnerships that are simply interesting from a technology standpoint.

Key Responsibilities

• Partnership Strategy & Prioritization

• Maintain a prioritized view of the identity and security technology landscape (IAM/IGA, PAM, SIEM/SOAR, CSPM/CNAPP, ITSM, DevOps/CI-CD, cloud service providers) and identify which vendors represent the highest-value alliance opportunities for the company.
• Score and rank prospective partners against clear commercial criteria — overlapping customer base, co-sell motion, deal size influence, and pipeline/revenue potential — rather than technical novelty alone.
• Say no to partnerships that lack a credible path to revenue, even when they are technically compelling, and be able to articulate why.

• Deal Development & Business Casing

• For each prioritized partner, define and document the value proposition: what joint problem is solved, why customers would buy the combined solution, and how the partnership differentiates the company competitively.
• Author the business requirements for how the two platforms should integrate — use cases, API/data touchpoints, deployment model, and shared customer workflows — in partnership with product and engineering.
• Define the monetization model for each partnership (co-sell, referral, OEM/embed, marketplace, technology royalty, etc.) and the commercial terms needed to make it work for both parties.
• Negotiate and close partnership agreements, working with legal and finance as needed.

• Go-To-Market Execution

• Translate signed partnerships into active go-to-market programs: joint solution briefs, co-sell playbooks, enablement for sales and SEs, and marketing campaigns.
• Partner with sales leadership to build pipeline generation motions with alliance partners and track sourced/influenced revenue.
• Represent the company at partner and industry events, and build/maintain executive relationships with key alliance contacts.

• Cross-Functional Leadership

• Act as the primary interface between the company and partner alliance, product, and BD teams.
• Brief product and engineering leadership on partner-driven integration requirements and advocate for roadmap investment where it unlocks revenue.
• Report regularly to sales and executive leadership on alliance pipeline, partnership health, and revenue impact.

What You’ll Need

• Required Qualifications

• 7+ years in technology alliances, business development, or partnerships, with 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; comfortable presenting to executives internally and externally.
• Willingness to travel for partner and industry events (estimated 20–30%).

• Preferred 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.

Additional Information

• The estimated base salary for this role is $140,000 - $180,000 annually. This position is also eligible for variable compensation tied to the performance of technology partnerships.

• Individual compensation packages are based on various factors unique to each candidate, including experience, expertise, location, and other factors.

• The company is fully remote (US only, other areas are subject to review).

• Competitive compensation and meaningful equity

• Medical, dental, and vision insurance

• Paid parental leave benefits

• 401k (U.S.)

• Flexible + Unlimited PTO (U.S.)

• Career development opportunities and paths

• Home office and connectivity stipends

• Team socials + Offsites

The hiring company is an equal opportunity employer committed to building a diverse and inclusive team.