Director of Technology Alliances, Britive

• 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%)

Desirable

• Britive is hiring a Director, Technology Alliances to build and lead our technology partner ecosystem across the identity and security landscape
• This is a revenue-focused role: the mandate is to identify, prioritize, and build partnerships with technology vendors (IAM, IGA, SIEM/SOAR, cloud security, DevOps/CI-CD, ITSM, and adjacent categories) whose customer bases, integrations, and go-to-market motions can generate measurable pipeline and revenue for Britive — not partnerships that are simply interesting from a technology standpoint
• The ideal candidate brings deep, credible knowledge of the identity and security technology landscape and an established network of relationships with alliance, product, and BD leaders at relevant vendors
• They will independently evaluate partnership opportunities against commercial criteria, build the business case and integration requirements for the partnerships worth pursuing, and work cross-functionally with product, engineering, marketing, and sales to bring those partnerships to market
• 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
• 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
• 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
• 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

• How to Apply:
• Interested candidates should submit a resume and a brief note describing a technology partnership they built or led — including the commercial rationale, integration scope, and revenue outcome