Technology Partnership Manager

Your Responsibilities

• Partner Ecosystem Strategy: Build and maintain a strategic map of technology partners relevant to OpenCTI, OpenAEV, and XTM One based on customer demand, competitive gaps, and market trends.
• Own the end-to-end lifecycle of technical alliances: outreach, technical scoping, partnership agreements (co-marketing, co-sell, OEM/embedded, joint connector development), and ongoing relationship management.
• Connector Delivery & Pipeline Alignment: Act as the primary liaison between Revenue/Solution Engineering and partner engineering teams to translate active deal requirements into connector specifications. Maintain a prioritized, transparent connector backlog (tied to pipeline value, renewal risk, and strategic accounts) shared with Product/Engineering and published via XTM Hub. Drive partners (and, where needed, internal engineering) to deliver connectors on committed timelines — unblocking active opportunities tied to committed or forecasted revenue. Ensure connectors meet Filigran's quality bar (STIX compliance, documentation, XTM Hub listing, support commitments) before go-live.
• Commercial Enablement: Package technical alliances into sellable value propositions: joint solution briefs, battlecards, and reference architectures for Sales and Solution Engineering. Support pre-sales and Solution Engineering with partner-related technical objections and integration proof-points during the sales cycle. Negotiate co-marketing and co-sell terms with partners to generate sourced/influenced pipeline.
• Governance & Reporting: Track and report on ecosystem health: number of active partners, connectors in development vs. shipped, cycle time, and pipeline impact. Present quarterly ecosystem business reviews to Revenue and Product leadership. Maintain accurate records in CRM/partner systems (HubSpot/Planhat) linking connectors to opportunities and accounts.

Profile

• 5+ years in technical alliances, partner engineering, sales engineering, or channel/BD roles ideally in cybersecurity, SaaS, or open-source ecosystems.
• Demonstrated ability to manage technical integration projects with external vendors (APIs, SDKs, data models — STIX/TAXII knowledge is a strong plus).
• Comfortable reading/scoping technical requirements (connector specs, API docs) without being a full-time developer; some hands-on scripting (Python) helpful.
• Strong commercial instincts: able to prioritize based on revenue impact, not just technical elegance.
• Excellent cross-functional program management able to align Sales, Product, Engineering, and external partners toward shared deadlines.
• Experience with the cybersecurity vendor landscape (SIEM, SOAR, EDR/XDR, CTI, exposure management) strongly preferred.
• Fluent English; additional languages a plus given Filigran's global partner base.