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Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # Director, Technology Alliances - **Company:** Britive, Inc. - **Location:** New York, NY, United States (Remote available) - **Experience:** Experienced - **Salary:** $140,000 - $180,000 - **Contract:** Permanent contract - **Skills:** Application Programming Interfaces (APIs), Artificial Intelligence, Amazon Web Services, Microsoft Azure, Software as a Service, Cloud Computing, Cloud Engineering, Continuous Integration, DevOps, Identity and Access Management, Internet Security, Cloud Services, Security Information and Event Management, Google Cloud, Multiplatform - **Published:** November 7, 2026 - **Apply:** https://www.careerbuilder.com/job-details/director-technology-alliances-new-york-ny--b13c5224-4a94-430e-ad04-04982d560811 ## About the Role Emerging Technology, Cloud Computing, Artificial Intelligence (AI), Software as a Service (SaaS), Multiplatform/Cross-Platform, Patents, Fortune 500 Customers, Internet Security, Startup, Just in Time (JIT), * 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.