Senior Manager, Alliances

SecurityScorecard
United States
Workplace: RemoteFull timeUSD 240,000 - 300,000 annuallyFunction: Business Development & PartnershipsEducation: bachelorsSkills: ["Cross-functional collaboration","Forecasting","Pipeline discipline","Partner enablement","Negotiation"]

Own execution of prioritized partner motions, including OEM data/API licensing and GSI solution partnerships. Drive deal-making and partner-sourced ARR by activating integrations, negotiating licensing terms, and converting partner relationships into revenue. Manage renewals and expansions, run partner QBRs and forecasting, and deliver monthly reporting on quota performance, pipeline coverage, and program tier status while partnering closely with Product, Architecture, Sales, Legal, and Finance.

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FursaFursa
SecurityScorecard
SecurityScorecard
4 days ago

Senior Manager, Alliances

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Source: Company careers pageValidated by: Fursa AI
Last checked: 18 hours agoStatus: Live

Job Summary

Own execution of prioritized partner motions, including OEM data/API licensing and GSI solution partnerships. Drive deal-making and partner-sourced ARR by activating integrations, negotiating licensing terms, and converting partner relationships into revenue. Manage renewals and expansions, run partner QBRs and forecasting, and deliver monthly reporting on quota performance, pipeline coverage, and program tier status while partnering closely with Product, Architecture, Sales, Legal, and Finance.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Manager level

Key Responsibilities

  • •Manage and grow OEM data/API licensing relationships, executing renewals, expansions, and new deal negotiations with Legal and Finance.
  • •Identify and validate new OEM use cases aligned to an active roadmap.
  • •Run GSI partnerships against an agreed playbook, including practice enablement, joint offer definition, and pipeline tracking.
  • •Drive partner-sourced pipeline and co-sell motions tied to MAX/SCDR, and escalate gaps between partner capacity and deal flow.
  • •Own partner-sourced/influenced quota, run partner QBRs and forecasting, maintain pipeline hygiene, and deliver monthly partner revenue and program-tier reporting.

Pay and Benefits

Salary: USD 240,000 - 300,000 annually
Equity and Bonus:Equity
Perks:EquityHealth InsurancePaid LeaveParental Leave

Key Requirements

  • •5–8 years in strategic alliances, technology partnerships, or partner sales within enterprise SaaS.
  • •Cybersecurity domain familiarity, including security operations, threat intelligence, and vulnerability/risk management.
  • •Track record managing GSI, AWS, or OEM partner relationships against quota.
  • •Strong cross-functional collaboration skills with Product, Architecture, Sales, and Legal.
  • •Bachelor's degree required.
Experience:Enterprise SaaSCybersecurityTechnology partnershipsPartner sales
Education:Bachelor's
Skills:Cross-functional collaborationForecastingPipeline disciplinePartner enablementNegotiation
Languages:English
Tech Stack:AWSMarketplaceAPISnowflakeServiceNowOktaCrowdStrikeWizTaniumSnyk

Eligibility

Work Authorization:Authorization required. Sponsorship not provided.

Company Brief

SecurityScorecard
Provides a cybersecurity ratings platform that continuously assesses and monitors organizations' and third-party vendors' security posture using external data and analytics to help enterprises manage risk, prioritize remediation, and inform vendor risk decisions.
Industry: Cybersecurity
Company Size: Enterprise (1,001+ employees)
Growth: Scaleup
Headquarters: New York, United States
Founded: 2013
WebsiteLinkedIn