Director, Technology Alliances
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Job Description
Director of Technology Alliances driving revenue by building partnerships across the identity and security landscape. Leading go-to-market strategies with technology vendors for Britive’s PAM platform.
Responsibilities:
- 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
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