> Markdown version of [/jobs/ext/2720694-director-technology-alliances](https://www.wearedevelopers.com/jobs/ext/2720694-director-technology-alliances). Every page supports `.md` or `Accept: text/markdown`. Links point to the HTML versions so they work for humans too. Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # Director, Technology Alliances - **Company:** Britive, Inc. - **Location:** United States (Remote available) - **Experience:** Experienced - **Salary:** $140,000.0 - $180,000.0 - **Contract:** Permanent contract - **Skills:** Application Programming Interfaces (APIs), Amazon Web Services, Microsoft Azure, Software as a Service, Cloud Computing, Cloud Engineering, Continuous Integration, DevOps, Identity and Access Management, Cloud Services, Security Information and Event Management, Google Cloud - **Published:** September 4, 2026 - **Apply:** https://startup.jobs/director-technology-alliances-britive-8731503 ## About the Role * 7+ years in technology alliances, business development, or partnerships, with at least 3 years focused on identity, security, or adjacent enterprise infrastructure categories. * Deep working knowledge of the identity and security technology landscape - IAM, PAM, IGA, SIEM/SOAR, CNAPP/CSPM, and how these categories intersect with cloud infrastructure and DevOps. * An existing, active network of contacts among alliance, product, and BD leaders at relevant technology vendors. * Demonstrated ability to evaluate partnerships commercially - building business cases, prioritizing against revenue potential, and saying no to low-value opportunities. * Experience defining integration requirements and working directly with product/engineering teams to scope joint solutions. * Experience in a solution design / architecture role listening to and translating client requirements into proposed designs including those with integrations to other products. * Excellent written and verbal communication skills; comfortable presenting to executives internally and externally. * Willingness to travel for partner and industry events (estimated 20-30%)., * Prior experience at a cybersecurity or identity-focused SaaS company, ideally in a high-growth or startup environment. * Experience building tech alliances from the ground up. * Familiarity with cloud-native and Zero Standing Privileges / just-in-time access concepts. * Existing relationships with hyperscalers (AWS, Azure, GCP) marketplace and partner teams. ## Description Partnership Strategy & Prioritization * Maintain a prioritized view of the identity and security technology landscape (IAM/IGA, PAM, SIEM/SOAR, CSPM/CNAPP, ITSM, DevOps/CI-CD, cloud service providers) and identify which vendors represent the highest-value alliance opportunities for Britive. * Score and rank prospective partners against clear commercial criteria - overlapping customer base, co-sell motion, deal size influence, and pipeline/revenue potential - rather than technical novelty alone. * Say no to partnerships that lack a credible path to revenue, even when they are technically compelling, and be able to articulate why. Deal Development & Business Casing * For each prioritized partner, define and document the value proposition: what joint problem is solved, why customers would buy the combined solution, and how the partnership differentiates Britive competitively. * Author the business requirements for how the two platforms should integrate - use cases, API/data touchpoints, deployment model, and shared customer workflows - in partnership with product and engineering. * Define the monetization model for each partnership (co-sell, referral, OEM/embed, marketplace, technology royalty, etc.) and the commercial terms needed to make it work for both parties. * Negotiate and close partnership agreements, working with legal and finance as needed. Go-To-Market Execution * Translate signed partnerships into active go-to-market programs: joint solution briefs, co-sell playbooks, enablement for sales and SEs, and marketing campaigns. * Partner with sales leadership to build pipeline generation motions with alliance partners and track sourced/influenced revenue. * Represent Britive at partner and industry events, and build/maintain executive relationships with key alliance contacts. Cross-Functional Leadership * Act as the primary interface between Britive and partner alliance, product, and BD teams. * Brief product and engineering leadership on partner-driven integration requirements and advocate for roadmap investment where it unlocks revenue. * Report regularly to sales and executive leadership on alliance pipeline, partnership health, and revenue impact. What Success Looks Like * A short list of active, well-documented technology partnerships - each with a clear value proposition, integration requirements, and monetization model - rather than a long list of loosely-defined technical integrations. * Measurable partner-sourced and partner-influenced pipeline and revenue within the first 6-12 months. * Strong working relationships with key alliance and BD leaders across the identity and security ecosystem. ## Related Videos - [Leverage Cloud Computing Benefits with Serverless Multi-Cloud ML ](https://www.wearedevelopers.com/videos/78-leverage-cloud-computing-benefits-with-serverless-multi-cloud-ml) - [From DevOps to Scaled DevOps: How We’re Rebuilding Continuous Delivery as a Platform](https://www.wearedevelopers.com/videos/100018-from-devops-to-scaled-devops-how-we-re-rebuilding-continuous-delivery-as-a-platform) - [The Cloud is Calling: Answer with In-Demand Skills](https://www.wearedevelopers.com/videos/945-the-cloud-is-calling-answer-with-in-demand-skills) - [How to govern Vibe Coding for the Enterprise](https://www.wearedevelopers.com/videos/100290-how-to-govern-vibe-coding-for-the-enterprise) - [ZEISS & Microsoft - Building the Next Generation Medical Ecosystem in the Cloud](https://www.wearedevelopers.com/videos/424-zeiss-microsoft-building-the-next-generation-medical-ecosystem-in-the-cloud) - [#90DaysOfDevOps - The DevOps Learning Journey](https://www.wearedevelopers.com/videos/548-90daysofdevops-the-devops-learning-journey) ## Related Articles - [Events like RSAC Get You CISOs. Developers Decide What Actually Gets Deployed.](https://www.wearedevelopers.com/magazine/693-events-like-rsac-get-you-cisos-developers-decide-what-actually-gets-deployed) - [What Are The Top Skills Required For Azure Developers?](https://www.wearedevelopers.com/magazine/77-what-are-the-top-skills-required-for-azure-developers) - [Fully Remote Software Engineer Jobs](https://www.wearedevelopers.com/magazine/447-fully-remote-software-engineer-jobs) - [The Biggest German Tech Companies](https://www.wearedevelopers.com/magazine/424-the-biggest-german-tech-companies) - [Navigating the AI Shift](https://www.wearedevelopers.com/magazine/629-navigating-the-ai-shift) - [UK Business Culture and Etiquette](https://www.wearedevelopers.com/magazine/326-uk-business-culture-and-etiquette)