Director, Alliances (OEM)

About the Company:
High-growth cybersecurity SaaS company delivering data-driven security insights to enterprises globally. Our platform enables organizations to better understand, measure, and reduce cyber risk across complex digital ecosystems.

Backed by leading institutional investors, we operate at global scale and serve thousands of enterprise customers across multiple industries. We are entering our next phase of indirect growth and ecosystem expansion.

Responsibilities:

• OEM Data Licensing & Deal Execution: Hunt and close data licensing deals (APIs, datasets, ratings) with partners like Snowflake, Tanium, and cyber risk platforms. Negotiate commercial terms and revenue-sharing models for embedded datasets and partner-offer bundles.
• GSI Partner Revenue: Build and execute GSI solutions around MAX/SCDR and data licensing. Drive partner-sourced pipeline by mapping SSC value to SI practice economics (billable hours, transformation programs, and risk offerings).
• AWS Marketplace Co-Sell: Grow revenue through the AWS Marketplace channel by engaging AWS PDMs and executing Private Offers. Move SSC into top AWS program tiers by hitting aggressive revenue milestones ($10M+).
• Ecosystem Activation: Prioritize inbound partner integration requests and work with SSC architects to support partner-built integrations. Maintain the top 20–25 integrations that are critical for ecosystem growth.
• Quota Accountability: Own a personal partner-sourced/influenced quota. Run partner QBRs and maintain disciplined forecasting, tracking, and reporting.

This is a hands-on operator role. Not a relationship manager.

Ideal Candidate Profile:

• Closed at least one 7–8 figure ecosystem or structured partnership deal • Experience structuring OEM/data embedding agreements,
• Experience monetizing GSIs, MSPs, MSSPs, or cloud providers. • Worked inside a $100M–$500M ARR enterprise SaaS business • Negotiated complex commercial terms with Fortune 500 stakeholders

You are:

• A hunter who closes
• Comfortable with ambiguity and limited engineering resources
• Commercially sharp and technically conversant
• Comfortable operating visibly with executive leadership