Senior Manager of Alliances, SecurityScorecard
$240-300k
OTE
More information about location
Cybersecurity ratings & risk management
Be an early applicant
Cybersecurity ratings & risk management
501-1000 employees
Be an early applicant
$240-300k
OTE
More information about location
501-1000 employees
Company mission
To make the world a safer place by transforming the way organisations understand, mitigate, and communicate cybersecurity risk to their boards, employees and vendors.
Role
Who you are
- An execution-oriented alliances professional, not a strategy-first builder — you take a defined roadmap and run it hard
- Direct experience with OEM/data licensing motions — you've negotiated or managed embedded data/API commercial agreements
- Working knowledge of the cybersecurity ISV landscape (CrowdStrike, Wiz, Okta, ServiceNow, Tanium, Snowflake, Snyk, etc.)
- Hands-on AWS co-sell and Marketplace experience
- Comfortable operating with limited engineering support and pushing partners to self-serve on integration work
- Strong forecasting and pipeline discipline; comfortable being held to a number
- 5–8 years in strategic alliances, technology partnerships, or partner sales within enterprise SaaS
- Cybersecurity domain familiarity — security operations, threat intelligence, vulnerability/risk management, and how security teams buy
- Track record managing GSI, AWS, or OEM partner relationships against quota
- Strong cross-functional collaboration skills (Product, Architecture, Sales, Legal)
- Bachelor's degree required
What the job involves
- SecurityScorecard is looking for a Senior Manager, Alliances to own execution across our highest-priority partner motions: OEM data licensing and GSI solution partnerships. This is a quota-carrying ecosystem revenue role, not a channel-marketing or relationship-management function — you drive deals, not just manage accounts
- This role is scoped deliberately narrow: rather than owning an open-ended, four-bucket alliances mandate, you'll execute against a defined roadmap and a small number of active plays already in motion, with clear pipeline and revenue targets attached to each
- You'll partner closely with Product, Architecture, and Sales to activate integrations, negotiate licensing terms, and convert partner relationships into partner-sourced ARR
- Manage and grow existing OEM data/API licensing relationships (e.g., embedded datasets, ratings, field-enrichment products)
- Execute commercial renewals and expansions; support new deal negotiation with Legal and Finance
- Identify and validate new OEM use cases against the active roadmap
- Run the active GSI relationships (e.g., EY, Deloitte) against the agreed playbook — practice enablement, joint offer definition, and pipeline tracking
- Drive partner-sourced pipeline and co-sell motions tied to MAX/SCDR
- Flag and escalate gaps between partner capacity and deal flow rather than absorbing them silently
- Own a partner-sourced/influenced quota tied to the active buckets above
- Run partner QBRs, forecasting, and pipeline hygiene
- Deliver monthly reporting on partner-sourced revenue, pipeline coverage, and program-tier status to alliances/sales leadership
Our take
Organisations understand the value of data, and the business partnerships that will help them leverage it. However, involving more companies increases the risk of vulnerabilities and, therefore, costly data breaches. SecurityScorecard is a cloud-based enterprise SaaS solution that helps organisations assess and manage cybersecurity risks, offering analyses of potential partner companies using A-F security ratings.
SecurityScorecard looms over its competitors as it covers millions of companies, offering near-instant cybersecurity analyses and an array of capabilities. It has a large, global, and big-name customer base, including 9 of the top 10 pharmaceutical companies and 9 of the top 10 banking institutions - and it is likely to go public in the next few years.
The company has consolidated an impressive lead in a sector that will certainly continue to grow. It continues to bolster its offering, for example with the release of its supply chain cyber risk management platform, MAX, as well as through the acquisition of internet scanning startup Driftnet.
Freddie
Company Specialist at Welcome to the Jungle
Insights
62% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2021
$180m
SERIES E
Jun 2019
$50m
SERIES D
Total funding: $292.2m
Company benefits
- Stock options
- 12 weeks of paid maternity leave / 4 weeks paid paternity leave
- Work from home opportunities
- Medical, dental, and vision coverage
- Unlimited PTO
- 401K
- $3k annual education stipend per employee
- Full access to our learning platform and company professional development events
- Up to $10K referral bonus
Company HQ
Midtown South, New York, NY
Leadership
Aleksandr Yampolskiy
(CEO & Co-Founder)Worked at Oracle and Goldman Sachs, before serving for 2 years as CISO of Gilt Group. Founded NYC Technology Startup, Meetup, in 2012 and then worked as CTO of Cinchcast.
Sam Kassoumeh
(COO & Co-Founder)Progressed from Technology Compliance Manager to Head of Security and Compliance at Gilt Groupe within 4 years, and worked as Cyber Security Advisor for Billy.
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