Director of Alliances

SecurityScorecard is looking for a Director of Alliances to own execution across our highest-priority partner motions: OEM data licensing and GSI solution partnerships. This is a quota-carrying ecosystem revenue role, not a channel-marketing or relationship-management function — you drive deals, not just manage accounts. This role is scoped deliberately narrow: rather than owning an open-ended, four-bucket alliances mandate, you'll execute against a defined roadmap and a small number of active plays already in motion, with clear pipeline and revenue targets attached to each. You'll partner closely with Product, Architecture, and Sales to activate integrations, negotiate licensing terms, and convert partner relationships into partner-sourced ARR. What You'll Own OEM Data Licensing Manage and grow existing OEM data/API licensing relationships (e.g., embedded datasets, ratings, field-enrichment products) Execute commercial renewals and expansions; support new deal negotiation with Legal and Finance Identify and validate new OEM use cases against the active roadmap GSI Partnerships Run the active GSI relationships (e.g., EY, Deloitte) against the agreed playbook — practice enablement, joint offer definition, and pipeline tracking Drive partner-sourced pipeline and co-sell motions tied to MAX/SCDR Flag and escalate gaps between partner capacity and deal flow rather than absorbing them silently Revenue Ownership & Reporting Own a partner-sourced/influenced quota tied to the active buckets above Run partner QBRs, forecasting, and pipeline hygiene Deliver monthly reporting on partner-sourced revenue, pipeline coverage, and program-tier status to alliances/sales leadership Who You Are An execution-oriented alliances professional, not a strategy-first builder — you take a defined roadmap and run it hard Direct experience with OEM/data licensing motions — you've negotiated or managed embedded data/API commercial agreements Working knowledge of the cybersecurity ISV landscape (CrowdStrike, Wiz, Okta, ServiceNow, Tanium, Snowflake, Snyk, etc.) Hands-on AWS co-sell and Marketplace experience Comfortable operating with limited engineering support and pushing partners to self-serve on integration work Strong forecasting and pipeline discipline; comfortable being held to a number Required Qualifications: 5–8 years in strategic alliances, technology partnerships, or partner sales within enterprise SaaS Cybersecurity domain familiarity — security operations, threat intelligence, vulnerability/risk management, and how security teams buy Track record managing GSI, AWS, or OEM partner relationships against quota Strong cross-functional collaboration skills (Product, Architecture, Sales, Legal) Bachelor's degree required