Integrations Partnerships Lead

🕒 il y a 7 jours

🌐 États-Unis, Canada – Distant

🇺🇸 États-Unis – Télétravail 🇨🇦 Canada – Télétravail

💵 $300 000 / an

⏰ Temps Plein

🟠 Senior

💰 Responsable de comptes

👻 Score fantôme 20%

Ce que ça veut dire : la probabilité que personne ne recrute vraiment pour cette offre.Comment le lire : 60 % ou plus, on pense que c'est une offre fantôme. Un score plus bas est moins inquiétant.Comment on la calcule : ancienneté, republications, postes ouverts vs taille de l'équipe, rapidité de clôture, et si le salaire est indiqué.À noter : une estimation à partir de données publiques, pas un jugement sur l'entreprise. De vraies offres peuvent avoir un score élevé, alors prenez-le comme un indice, pas comme un fait.

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Tailscale

Site WebLinkedInTous les Emplois

51 - 200 employés

Fondée en 2020

☁️ SaaS

🔐 Sécurité

📡 Télécommunications

💰 €100 000 000 Series B en 2022-05

SaaS • Security • Telecommunications

Tailscale est une entreprise qui propose une solution VPN moderne fondée sur la technologie WireGuard, simplifiant la mise en réseau en créant des réseaux sécurisés et définis par logiciel qui connectent utilisateurs, services et appareils en toute simplicité. En éliminant les complexités des VPN traditionnels, Tailscale offre un accès distant sécurisé, un réseau site-à-site et un réseau multi-cloud, tout en garantissant une mise en œuvre rapide et conviviale sans configurations complexes. Reconnu pour permettre des environnements de type zéro confiance et des flux de travail sans faille, Tailscale supporte des fonctionnalités de sécurité robustes telles que l'intégration automatique des utilisateurs, le chiffrement et les listes de contrôle d'accès (ACL). Cet outil est particulièrement populaire tant pour un usage professionnel que personnel, apprécié pour ses capacités d'intégration et sa facilité d'utilisation, rendant le réseau sécurisé accessible partout, quelle que soit l'infrastructure.

Description

• Identify and develop high-value technology and integration partnerships based on customer needs, product priorities, and market opportunities • Own partner opportunities from initial outreach and technical discovery through solution design, commercial alignment, launch, and ongoing adoption • Lead technical discovery with partners and customers covering architectures, APIs, authentication, security requirements, data flows, and integration use cases • Work with Product and Engineering to assess technical feasibility, define integration requirements, and determine implementation approaches • Build relationships across partner Product, Engineering, Sales, and Business Development teams as Tailscale's primary point of contact • Develop technical and business cases for integrations, including customer value, use cases, implementation requirements, and commercial opportunity • Partner with Legal and Finance on agreements, pricing, packaging, licensing, and revenue-sharing structures • Collaborate with Sales, Solutions Engineering, Marketing, and Customer Success to launch integrations and drive adoption • Bring customer, partner, and market feedback to Product and Engineering to inform integration priorities • Establish repeatable approaches for evaluating, building, launching, and scaling technology partnerships • Report to Kevin Kotecki, President and CRO, while working with Tailscale leadership, Product, Engineering, Sales, and Solutions Engineering

🎯 Exigences

• 7+ years of experience across Sales Engineering, Solutions Architecture, Technical Partnerships, Partner Engineering, Technology Alliances, Partner Sales, or technical Business Development in B2B software • Strong technical fluency across APIs, authentication, cloud infrastructure, networking, security, developer platforms, or modern SaaS integrations • Experience leading technical discovery and translating customer or partner requirements into practical integration solutions • Ability to explain complex technical concepts to engineering teams and business stakeholders • Experience developing technology partnerships from initial opportunity through technical validation, commercial agreement, and launch • Experience identifying customer value, building business cases, negotiating, and navigating complex partner organizations • Ability to influence Product and Engineering teams without formal authority while maintaining credibility with technical stakeholders • Ability to operate independently in a fast-moving environment • Nice to have: experience with developer infrastructure, networking, cybersecurity, identity, cloud infrastructure, AI/LLM platforms, or developer tools • Nice to have: experience with APIs, SDKs, OAuth/OIDC, SSO, identity providers, webhooks, connectors, or other common integration patterns • Nice to have: experience in a product-led or developer-first company • Nice to have: experience with ISV, technology alliance, marketplace, OEM, or cloud partner ecosystems • Nice to have: experience working with emerging technology companies and large enterprise partners

🏖️ Avantages

• An inclusive, flexible environment where you can be your authentic self • A competitive total compensation package including base salary, an equity incentive plan and variable commission (for quota-based roles) • Comprehensive group benefits with no waiting period, including health, vision, dental, and more for you and your family • Remote-first work environment • Virtual and in-person social events • Corporate co-working program • Employer-funded retirement contributions matching employee contributions dollar-for-dollar, up to a maximum annual employer contribution equal to 0.75% of eligible compensation • Annual company retreat and team off-sites • $1500 USD annually for professional development • Mentorship, coaching, and internal promotion opportunities • Flexible paid time off program • Company-owned laptop (Mac or PC) • Monthly home internet reimbursement • $500 USD home office customization allowance • Paid parental leave top-ups: 20 weeks for birthing parents and 16 weeks for non-birthing parents

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