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: you will 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; execute 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 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 gaps between partner capacity and deal flow. Revenue Ownership & Reporting Own a partner-sourced/influenced quota; 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 With direct experience in OEM/data licensing motions and familiarity with cybersecurity ISV landscape Hands-on AWS co-sell and Marketplace experience Comfortable operating with limited engineering support and pushing partners to self-serve on integration Strong forecasting and pipeline discipline Required Qualifications 5–8 years in strategic alliances, technology partnerships, or partner sales within enterprise SaaS Cybersecurity domain familiarity Track record managing GSI, AWS, or OEM partner relationships against quota Bachelor’s degree.