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SecurityScorecard, the global leader in cybersecurity ratings with 12+ million companies continuously rated across 64 countries, is seeking a Senior Manager of Alliances to drive execution on two core partner motions: OEM data licensing and GSI solution partnerships.
This is a quota-carrying revenue role focused on deal execution, not relationship management or channel marketing. You'll own a deliberately scoped mandate with a defined roadmap and active plays already in motion, each with clear pipeline and revenue targets.
OEM Data Licensing: You'll manage and grow existing OEM data/API licensing relationships (embedded datasets, ratings, field-enrichment products). You'll execute commercial renewals and expansions, support new deal negotiations with Legal and Finance, and identify/validate new OEM use cases against the active roadmap.
GSI Partnerships: You'll run active GSI relationships (e.g., EY, Deloitte) against an agreed playbook, including practice enablement, joint offer definition, and pipeline tracking. You'll drive partner-sourced pipeline and co-sell motions tied to MAX/SCDR, and flag gaps between partner capacity and deal flow to leadership.
Revenue Ownership: You own a partner-sourced/influenced quota tied to the active buckets above. You'll run partner QBRs, forecasting, and pipeline hygiene, delivering monthly reporting on partner-sourced revenue, pipeline coverage, and program-tier status.
You are an execution-oriented alliances professional with 5–8 years in strategic alliances, technology partnerships, or partner sales within enterprise SaaS. You have direct experience with OEM/data licensing motions and working knowledge of the cybersecurity ISV landscape (CrowdStrike, Wiz, Okta, ServiceNow, Tanium, Snowflake, Snyk). You're comfortable with AWS co-sell and Marketplace, can operate with limited engineering support, and have strong forecasting discipline. Cybersecurity domain familiarity—security operations, threat intelligence, vulnerability/risk management—is essential. Bachelor's degree required.
