Director, Technology Alliances

🔥 20 hours ago

🇺🇸 United States – Remote

💵 $140k - $180k / year

⏰ Full Time

🔴 Lead

👔 Director

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Britive

WebsiteLinkedInAll Job Openings

11 - 50 employees

🔒 Cybersecurity

💰 $20.5M Series B on 2023-03

Cybersecurity

Britive is a company providing technology solutions that enable seamless and secure access for humans and non-human identities (NHIs).

📋 Description

• Maintain a prioritized view of the identity and security technology landscape and identify which vendors represent the highest-value alliance opportunities for Britive. • Score and rank prospective partners against clear commercial criteria. • Say no to partnerships that lack a credible path to revenue. • For each prioritized partner, define and document the value proposition. • Author the business requirements for how the two platforms should integrate. • Define the monetization model for each partnership and the commercial terms needed to make it work for both parties. • Negotiate and close partnership agreements, working with legal and finance as needed. • Translate signed partnerships into active go-to-market programs. • Partner with sales leadership to build pipeline generation motions with alliance partners. • Represent Britive at partner and industry events, and build/maintain executive relationships with key alliance contacts. • Act as the primary interface between Britive and partner alliance, product, and BD teams. • Brief product and engineering leadership on partner-driven integration requirements.

🎯 Requirements

• 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%).

🏖️ Benefits

• Work from anywhere in the US! We are 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