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SecurityScorecard is seeking a Senior Manager, Alliances to drive execution on two core partner motions: OEM data licensing and GSI solution partnerships. This is a quota-carrying ecosystem revenue role focused on converting partner relationships into partner-sourced ARR, not a relationship-management or channel-marketing function.
You will own a deliberately scoped mandate with a defined roadmap and active plays already in motion. Key responsibilities include managing and growing existing OEM data/API licensing relationships (embedded datasets, ratings, field-enrichment products), executing commercial renewals and expansions, and identifying new OEM use cases. You will also run active GSI relationships (e.g., EY, Deloitte) against an agreed playbook, drive partner-sourced pipeline and co-sell motions, and flag gaps between partner capacity and deal flow.
Revenue ownership is central: you will own a partner-sourced/influenced quota, run partner QBRs and forecasting, and deliver monthly reporting on partner-sourced revenue, pipeline coverage, and program-tier status to leadership.
You are an execution-oriented alliances professional who takes a defined roadmap and runs it hard. You have direct experience with OEM/data licensing motions and have negotiated or managed embedded data/API commercial agreements. You possess working knowledge of the cybersecurity ISV landscape (CrowdStrike, Wiz, Okta, ServiceNow, Tanium, Snowflake, Snyk, etc.), hands-on AWS co-sell and Marketplace experience, and comfort operating with limited engineering support while pushing partners to self-serve on integration work. You demonstrate strong forecasting and pipeline discipline and are comfortable being held to a number.
Required: 5–8 years in strategic alliances, technology partnerships, or partner sales within enterprise SaaS; cybersecurity domain familiarity (security operations, threat intelligence, vulnerability/risk management); track record managing GSI, AWS, or OEM partner relationships against quota; strong cross-functional collaboration skills; Bachelor's degree.
