Senior Manager, Alliances

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

👔 Manager

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SecurityScorecard

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2013

💼 Consulting

🏥 Healthcare

🛡️ Insurance

💰 $180M Series E on 2021-03

Consulting • Healthcare • Insurance

SecurityScorecard is a company that focuses on cybersecurity and risk management. It provides solutions for supply chain detection and response, third-party cyber risk management, and external attack surface management. By leveraging AI and security ratings, SecurityScorecard helps organizations improve their cybersecurity postures and manage risks effectively. The company's platform allows for monitoring and remediation of vulnerabilities, collaboration with vendors, and compliance with regulatory mandates. SecurityScorecard serves a diverse range of industries, including public sector, technology, healthcare, financial services, and more. Its comprehensive suite of tools and services, such as Security Ratings and MAX, empower organizations to proactively manage cyber risks and enhance their overall security structures.

📋 Description

• Own execution across OEM data licensing and GSI solution partnerships • Drive partner deals and convert partner relationships into partner-sourced ARR • Manage and grow existing OEM data/API licensing relationships • Execute commercial renewals and expansions, supporting new deal negotiations with Legal and Finance • Identify and validate new OEM use cases against the active roadmap • Run active GSI relationships against the agreed playbook, including practice enablement, joint offer definition, and pipeline tracking • Drive partner-sourced pipeline and co-sell motions tied to MAX/SCDR • Flag and escalate gaps between partner capacity and deal flow • Own a partner-sourced/influenced quota • Run partner QBRs, forecasting, and pipeline hygiene • Deliver monthly reporting on partner-sourced revenue, pipeline coverage, and program-tier status to alliances/sales leadership • Partner closely with Product, Architecture, and Sales to activate integrations and negotiate licensing terms

🎯 Requirements

• 5–8 years in strategic alliances, technology partnerships, or partner sales within enterprise SaaS • Direct experience with OEM/data licensing motions, including negotiating or managing embedded data/API commercial agreements • Working knowledge of the cybersecurity ISV landscape • Hands-on AWS co-sell and Marketplace experience • Comfortable operating with limited engineering support and pushing partners to self-serve on integration work • Strong forecasting and pipeline discipline; comfortable being held to a number • Cybersecurity domain familiarity, including security operations, threat intelligence, vulnerability/risk management, and how security teams buy • Track record managing GSI, AWS, or OEM partner relationships against quota • Strong cross-functional collaboration skills with Product, Architecture, Sales, and Legal • Bachelor's degree required • No immigration sponsorship is provided for this position

🏖️ Benefits

• Competitive salary • Stock options • Health benefits • Unlimited PTO • Parental leave • Tuition reimbursements • Annual performance-based incentive compensation awards • Equity • Other company benefits • Reasonable accommodations for qualified individuals with disabilities