Partnerships & Alliances Manager

Accountabilities:

Help develop and prioritize the technology alliance roadmap across identity and access management (SSO, SCIM, IAM/IGA), SIEM/SOAR, ITSM, HRIS, and cloud security platforms, evaluating partners based on customer overlap, integration opportunities, and co-selling potential.
Collaborate with Product and Engineering teams to develop, launch, and maintain strategic integrations and joint use cases, including automated user enrollment and deprovisioning, HR-driven onboarding, and security alert-based exposure remediation.
Translate technical integrations into compelling joint go-to-market opportunities by developing shared value propositions, reference architectures, and integration-led sales strategies.
Create co-selling frameworks that enable partner sales representatives to effectively position solutions alongside existing products and introduce them into relevant customer opportunities.
Drive marketplace partnership strategies across major cloud marketplaces, including AWS, Microsoft Azure, and Google Cloud, as well as specialized integration marketplaces such as the Okta Integration Network.
Establish successful partnership models within an initial technology ecosystem and replicate proven strategies across additional platforms and partner networks.
Design and deliver comprehensive partner enablement programs, including technical and sales training, solution briefs, demonstration environments, and practical sales playbooks.
Build and maintain strong relationships with partner executives, alliance leaders, solution architects, and field sales representatives to strengthen collaboration and increase partner-led opportunities.
Coordinate joint go-to-market initiatives with Sales, Marketing, Product, and Customer Success teams, including co-marketing campaigns, webinars, security conferences, and joint customer references.
Represent the organization at partner events, industry conferences, security summits, and joint customer engagements.
Establish performance reporting and measurement frameworks to track alliance-generated and influenced pipeline, integration adoption, co-selling success rates, and overall program return on investment.
Analyze partnership performance and market opportunities to identify growth areas, optimize resource allocation, and continuously improve alliance strategies.
Requirements:
At least 5 years of professional experience in technology partnerships, strategic alliances, or channel management within a B2B SaaS environment.
Previous experience in cybersecurity, identity and access management, enterprise IT, or adjacent technology sectors is strongly preferred.
Strong understanding of enterprise security and IT architecture, including single sign-on (SSO), provisioning protocols such as SAML, OIDC, and SCIM, SIEM/SOAR solutions, IT service management (ITSM), and human resources information systems (HRIS).
Ability to engage confidently in technical discussions with security architects, engineers, and other technical stakeholders.
Demonstrated experience building and scaling integration-led partner programs, including joint go-to-market strategies, co-selling initiatives, and technology marketplace listings.
Familiarity with major cloud marketplaces and ecosystems, particularly AWS, Microsoft Azure, and/or Google Cloud.
Strong operational and program management skills, with the ability to establish processes, align cross-functional stakeholders, and build scalable partnership playbooks from the ground up.
Experience collaborating with engineering teams to prioritize integration roadmaps and translate technical capabilities into clear business value for non-technical audiences.
Excellent communication, presentation, and relationship-building skills, with the ability to engage effectively with partner executives, architects, engineers, sales teams, and internal stakeholders.
Strong strategic thinking combined with a hands-on execution mindset and the ability to manage multiple priorities in a fast-moving, evolving business environment.
Entrepreneurial attitude, adaptability, initiative, and a proactive approach to identifying and developing new partnership opportunities.
A collaborative personality, positive attitude, and sense of humor.
Experience working with public sector technology partners, particularly State, Local, and Education (SLED) or Federal (FED) markets, is a plus.
Familiarity with cybersecurity channel partners and technology distributors such as GuidePoint Security, Carahsoft, SHI, Evotek, VLCM, Tech Data, or similar organizations is an additional advantage.
Willingness and availability to travel domestically and internationally for partner meetings, industry events, conferences, and customer engagements. Standard travel expenses are reimbursed in accordance with the applicable travel policy.
Benefits:
Comprehensive healthcare coverage, including medical, dental, and vision insurance.
401(k) retirement savings plan with employer matching contributions.
20 days of paid time off annually.
15 paid sick days.
12 company-paid holidays each year.
Childcare expense reimbursement.
Fitness expense reimbursement to support employee wellness.
Cell phone expense reimbursement.
Additional paid time off on your birthday.
Coverage of standard business travel expenses in accordance with the applicable reimbursement policy.
Opportunities to develop strategic relationships across the cybersecurity, identity, cloud, and enterprise technology ecosystems.
Dynamic working environment within a growing international B2B SaaS organization.