Head of Technology Alliances
New
Based in the United StatesFull-TimeManager
Salary$270,000 - $290,000 USD
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Job Details
- Experience
- 10+ years
- Required Skills
- Business DevelopmentCybersecurity
Requirements
- 10+ years of experience in Technology Alliances, Strategic Partnerships, or Business Development roles within B2B enterprise SaaS, cybersecurity, or IT ecosystems.
- Proven experience creating and executing partnership strategies involving technical integrations, product roadmaps, and go-to-market initiatives.
- Strong background negotiating and managing commercial partnership models, including OEM and reseller agreements.
- Demonstrated ability to lead cross-functional initiatives in complex, matrixed organizations.
- Experience managing and developing high-performing technology alliance teams.
- Strong understanding of enterprise technology platforms, security solutions, collaboration tools, or related markets.
- Ability to translate partner requirements into actionable product and user experience improvements.
- Excellent communication, negotiation, and executive relationship-building skills.
- Strategic mindset with strong business judgment and the ability to connect technical initiatives to revenue outcomes.
- Ability to travel up to 40% domestically and internationally for partner meetings, technical enablement, and industry events.
- MBA or advanced technical degree preferred.
- Experience delivering technical training and enablement programs for strategic enterprise partners is a plus.
Responsibilities
- Define and execute the technology alliances strategy by identifying high-value integration opportunities and developing business cases for product and leadership teams.
- Build and manage strategic partnerships with technology providers, ISVs, and marketplace partners to expand ecosystem reach and accelerate adoption.
- Develop and execute bilateral commercial models, including OEM, reseller, and revenue-sharing partnerships with strategic partners.
- Establish revenue targets, partnership objectives, and performance metrics to drive measurable business outcomes.
- Lead technical go-to-market strategies that align partner integrations with customer needs and market opportunities.
- Collaborate with sales, solution architecture, product, and engineering teams to create partner enablement programs and strengthen field relationships.
- Support account mapping initiatives and develop strategies that increase partner-driven pipeline generation and bookings.
- Manage, mentor, and scale a global technology alliances team while establishing clear goals and performance expectations.
- Influence product strategy by translating partner feedback and technical requirements into integration priorities and customer-focused improvements.
- Represent the organization at strategic partner meetings, industry events, and technical enablement sessions.
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