Senior Manager, Alliances

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

📋 Description

• Take charge of execution for OEM data licensing and GSI solution partnerships

• Foster partner agreements and transform partner relationships into partner-sourced ARR

• Oversee and expand existing OEM data/API licensing partnerships

• Implement commercial renewals and expansions, aiding in new deal negotiations alongside Legal and Finance

• Identify and validate new OEM use cases in alignment with the active roadmap

• Manage active GSI relationships following the established playbook, including practice enablement, joint offer definition, and pipeline monitoring

• Propel partner-sourced pipeline and co-selling initiatives related to MAX/SCDR

• Identify and raise concerns regarding discrepancies between partner capacity and deal flow

• Maintain a partner-sourced/influenced quota

• Conduct partner QBRs, forecasting, and ensure pipeline cleanliness

• Provide monthly updates on partner-sourced revenue, pipeline coverage, and program-tier status to alliances/sales leadership

• Collaborate closely with Product, Architecture, and Sales to facilitate integrations and negotiate licensing agreements

⛳️ Requirements

• 5–8 years of experience in strategic alliances, technology partnerships, or partner sales within the enterprise SaaS sector

• Direct experience with OEM/data licensing processes, including the negotiation or management of embedded data/API commercial contracts

• Familiarity with the cybersecurity ISV landscape

• Practical experience with AWS co-selling and Marketplace

• Comfortable working with limited engineering assistance and encouraging partners to independently manage integration tasks

• Strong discipline in forecasting and pipeline management; capable of meeting quantitative targets

• Understanding of cybersecurity domains, such as security operations, threat intelligence, vulnerability/risk management, and the purchasing behaviors of security teams

• Proven ability to manage GSI, AWS, or OEM partner relationships against set quotas

• Excellent cross-functional collaboration skills with teams in Product, Architecture, Sales, and Legal

• Bachelor's degree is mandatory

• This position does not offer immigration sponsorship

🏝️ Benefits

• Competitive salary

• Stock options

• Health benefits

• Unlimited PTO

• Parental leave

• Tuition reimbursements

• Annual performance-based incentive compensation awards

• Equity

• Additional company benefits

• Reasonable accommodations for qualified individuals with disabilities