Senior Manager, Alliances

9 hours, 48 minutes ago
Full-time
Senior
Sales and Business Development
SecurityScorecard

SecurityScorecard

SecurityScorecard is a cybersecurity company that provides a powerful AI-driven platform to identify and eliminate cyber risks across all attack surfaces.

IT Services
251-1K
Founded 2014
$292M raised

Description

  • Manage and grow existing OEM data/API licensing relationships, including embedded datasets, ratings, and field-enrichment products.
  • Execute commercial renewals and expansions and support new deal negotiation with Legal and Finance.
  • Identify and validate new OEM use cases against the active roadmap.
  • Run active GSI relationships such as EY and Deloitte using the agreed playbook.
  • Drive partner-sourced pipeline and co-sell motions tied to MAX/SCDR.
  • Own a partner-sourced and partner-influenced quota for the active partnership motions.
  • Run partner QBRs, forecasting, and pipeline hygiene.
  • Deliver monthly reporting on partner-sourced revenue, pipeline coverage, and program-tier status.
  • Partner with Product, Architecture, and Sales to activate integrations and support deal execution.
  • Escalate gaps between partner capacity and deal flow when needed.

Requirements

  • 5–8 years of experience in strategic alliances, technology partnerships, or partner sales within enterprise SaaS.
  • Experience managing GSI, AWS, or OEM partner relationships against quota.
  • Direct experience with OEM/data licensing motions, including embedded data/API commercial agreements.
  • Cybersecurity domain familiarity, including security operations, threat intelligence, and vulnerability/risk management.
  • Working knowledge of the cybersecurity ISV landscape, such as CrowdStrike, Wiz, Okta, ServiceNow, Tanium, Snowflake, and Snyk.
  • Hands-on AWS co-sell and Marketplace experience.
  • Strong cross-functional collaboration skills with Product, Architecture, Sales, and Legal.
  • Comfort operating with limited engineering support and pushing partners to self-serve on integration work.
  • Strong forecasting and pipeline discipline.
  • Bachelor's degree required.

Benefits

  • Competitive salary.
  • Estimated total compensation of $240,000–$300,000 (base plus bonus).
  • Stock options and equity eligibility.
  • Annual performance-based incentive compensation awards.
  • Health benefits.
  • Unlimited PTO.
  • Parental leave.
  • Tuition reimbursement.

Interested in this position?

Apply directly on the company website

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