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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 ecosystem revenue role focused on deal execution rather than account 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), execute commercial renewals and expansions, support new deal negotiation 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, and deliver monthly reporting on partner-sourced revenue, pipeline coverage, and program-tier status.
You are an execution-oriented alliances professional with direct experience in OEM/data licensing motions and hands-on AWS co-sell and Marketplace experience. You have working knowledge of the cybersecurity ISV landscape (CrowdStrike, Wiz, Okta, ServiceNow, Tanium, Snowflake, Snyk, etc.), strong forecasting discipline, and comfort operating with limited engineering support.
Required: 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; strong cross-functional collaboration skills; Bachelor's degree.
