Director of Technology Alliances

🕒 Outubro 31

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $180.000 - $200.000 / ano

⏰ Tempo Integral

🔴 Especialista

👔 Diretor

👻 Score fantasma 17%

O que significa: a chance de ninguém estar realmente contratando para esta vaga.Como ler: 60% ou mais significa que achamos que é uma vaga fantasma. Pontuações mais baixas preocupam menos.Por que essa pontuação:

• Aberta há 12 dias.
• As vagas desta empresa costumam ser preenchidas em 42 dias.

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Gray Swan

SiteLinkedInTodas as Vagas

11 - 50 funcionários

Fundada em 2023

🤖 Inteligência Artificial

🔒 Cibersegurança

☁️ SaaS

Artificial Intelligence • Cybersecurity • SaaS

A Gray Swan é uma empresa de segurança em IA que desenvolve uma plataforma baseada em pesquisa para proteger implantações de IA ao longo de todo o ciclo de vida, oferecendo filtragem de entrada/saída, monitoramento contínuo, testes automatizados de vulnerabilidade e serviços de red-teaming voltados para empresas. A empresa combina pesquisa de ponta, benchmarks e competições de red-team em larga escala para descobrir ataques emergentes e fornecer proteções adaptativas e integráveis para agentes de IA, modelos e ferramentas conectadas. Os produtos e serviços da Gray Swan são destinados a empresas, laboratórios de IA e pesquisadores de segurança que buscam avaliações pré-implantação, monitoramento pós-implantação e defesas prontas para conformidade.

Descrição

• Define Gray Swan's OEM strategy and target platforms, model providers, security vendors, and SaaS companies • Build target lists, business cases, and pipeline for OEM partnerships • Lead negotiations involving licensing models, white-label and embedded terms, revenue share, minimum commitments, SLAs, and support obligations • Partner with Legal and Finance on deal structure and Product and Engineering on integration scope • Build executive and field-level relationships across AWS, Microsoft Azure, and Google Cloud Platform • Lead marketplace listings, co-sell programs, private offers, and committed-spend alignment • Develop joint solution briefs, partner enablement, field alignment, co-marketing, and shared account planning • Ensure partner sellers know when and how to bring Gray Swan into opportunities • Feed partner and integration requirements into the product roadmap • Work with Engineering on APIs, SDKs, and deployment models for embedding Gray Swan • Define and report on partner-sourced and partner-influenced pipeline, OEM ARR, marketplace revenue, time-to-first-deal, and partner productivity • Help build the broader partner program covering resellers, MSSPs, and technology alliances • Collaborate with founders, Product, Engineering, Research, Legal, and Marketing teams

🎯 Requisitos

• 8+ years in partnerships, alliances, or business development in cybersecurity, cloud infrastructure, or enterprise software, including direct ownership of partner-driven revenue • Track record of sourcing, negotiating, and closing successful OEM, embedded, or white-label agreements, with deals describable in terms of structure, size, and revenue impact • Hands-on experience with at least one hyperscaler (AWS, Microsoft, or Google Cloud), including marketplace listings, co-sell programs, or private offers • Existing network at the hyperscalers and at security or platform vendors • Comfort with technical products, including explaining APIs, integrations, and deployment models to engineers and business leaders • Experience operating in an early-stage or high-growth company • Nice-to-have: OEM deals with security vendors or AI and model-platform providers • Nice-to-have: Familiarity with AI security and safety, including LLM red teaming, prompt injection, agent security, AI governance, and emerging regulation • Nice-to-have: Experience building a partner function from zero, including first hires, programs, and compensation plans • Nice-to-have: Experience at a company that scaled through major growth stages • Authorization to work in the United States

🏖️ Benefícios

• Meaningful equity participation • 401k with up to 4% matching • 28 days annual leave (vacation + holidays) • Health, dental, and vision coverage • Catered lunches (Pittsburgh office) • Flexible work arrangements • Performance-based compensation • Opportunity for outsized earnings driven by high inbound interest and large deal sizes

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