Head of Business Development
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Job Description
Head of Business Development overseeing partnerships to scale AI cybersecurity capabilities. Focused on strategic alliances and revenue generation in a high-growth environment.
Responsibilities:
- Develop and own Dropzone AI’s global OEM and strategic partnership roadmap.
- Identify key partnership opportunities aligned with product strategy and market demands.
- Evaluate, negotiate, and structure complex strategic deals, integrations, and joint offerings.
- Build the long-term ecosystem strategy that enables Dropzone AI to scale into new markets and customer segments.
- Source, engage, and manage relationships with top-tier technology vendors, cybersecurity platforms, cloud providers, and service partners.
- Lead partnership lifecycle end-to-end: discovery, evaluation, mutual value mapping, contracting, technical alignment, and GTM execution.
- Establish revenue-bearing OEM agreements and high-leverage channel/technology partnerships.
- Drive co-selling motions, joint marketing plans, and co-delivery efforts to accelerate pipeline and adoption.
- Work closely with Product and Engineering to prioritize and guide integration work, joint product roadmaps, and platform interoperability.
- Translate partner requirements into actionable product insights and drive alignment on technical feasibility.
- Ensure partner-enabled solutions deliver exceptional customer experience and measurable value.
- Partner with Sales to operationalize partner-sourced pipeline, co-selling, and referral motions.
- Collaborate with Marketing to design partner messaging, joint announcements, and co-marketing campaigns.
- Work with Finance and Legal to model deal structures, negotiate terms, and optimize contract frameworks.
- Define and track KPIs for partnership effectiveness, including sourced pipeline, OEM revenue, integration adoption, and ecosystem health.
- Build repeatable motions, processes, and governance to ensure partnerships scale efficiently.
Requirements:
- 8+ years in business development, strategic partnerships, alliances, or OEM leadership roles within SaaS or cybersecurity.
- Deep understanding of the cybersecurity ecosystem (SIEM, SOAR, EDR, MSSP, threat intel, cloud security, incident response tools).
- Demonstrated ability to structure, negotiate, and close complex commercial or OEM agreements.
- Experience building and scaling partnership programs from the ground up.
- Strong technical literacy—comfortable discussing architecture, integrations, APIs, and security workflows.
- Proven ability to collaborate cross-functionally while owning outcomes end-to-end.
- Excellent communication, negotiation, and executive relationship-management skills.
- High-energy, entrepreneurial mindset; thrives in a fast-paced, high-growth environment.
- Early-stage startup mindset.
Benefits:
- company paid health insurance
- 401K Plan with employer match
- Self-Managed PTO
- parental leave
- more
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