Director of Technology Alliances

This is a fully remote position, open to applicants in United States.

📋 Description

• Establish Gray Swan's OEM strategy along with target platforms, model providers, security vendors, and SaaS companies.

• Create target lists, business cases, and a pipeline for OEM collaborations.

• Oversee negotiations related to licensing models, white-label and embedded terms, revenue sharing, minimum commitments, SLAs, and support obligations.

• Collaborate with Legal and Finance on deal structuring, and with Product and Engineering on integration scope.

• Cultivate executive and field-level relationships across AWS, Microsoft Azure, and Google Cloud Platform.

• Manage marketplace listings, co-sell initiatives, private offers, and alignment on committed spending.

• Develop joint solution briefs, enable partners, align with the field, co-market, and engage in shared account planning.

• Ensure that partner sellers are informed about when and how to involve Gray Swan in opportunities.

• Integrate partner and integration requirements into the product roadmap.

• Collaborate with Engineering on APIs, SDKs, and deployment models for the embedding of Gray Swan.

• Define and report on metrics such as partner-sourced and partner-influenced pipeline, OEM ARR, marketplace revenue, time-to-first-deal, and partner productivity.

• Assist in developing a broader partner program that encompasses resellers, MSSPs, and technology alliances.

• Work closely with founders, and teams in Product, Engineering, Research, Legal, and Marketing.

⛳️ Requirements

• Minimum of 8 years in partnerships, alliances, or business development within cybersecurity, cloud infrastructure, or enterprise software, with direct responsibility for partner-driven revenue.

• Proven success in sourcing, negotiating, and finalizing OEM, embedded, or white-label agreements, with deals characterized by structure, size, and revenue impact.

• Practical experience with at least one hyperscaler (AWS, Microsoft, or Google Cloud), including marketplace listings, co-sell programs, or private offers.

• Established network within hyperscalers and among security or platform vendors.

• Comfortable with technical products, capable of explaining APIs, integrations, and deployment models to both engineers and business leaders.

• Experience in an early-stage or high-growth company environment.

• Nice-to-have: Experience with OEM agreements involving security vendors or AI and model-platform providers.

• Nice-to-have: Understanding of AI security and safety, encompassing LLM red teaming, prompt injection, agent security, AI governance, and emerging regulations.

• Nice-to-have: Background in building a partner function from the ground up, including initial hires, programs, and compensation structures.

• Nice-to-have: Experience at a company that has successfully scaled through significant growth phases.

• Authorization to work in the United States.

🏝️ Benefits

• Meaningful equity participation.

• 401k with up to 4% matching.

• 28 days of annual leave (vacation + holidays).

• Health, dental, and vision coverage.

• Catered lunches (Pittsburgh office).

• Flexible work arrangements.

• Performance-based compensation.

• Opportunity for significant earnings driven by high inbound interest and large deal sizes.