ABOUT THE ROLEWe are seeking a high-energy and experienced Director of Strategic Alliances to lead and execute our technology partnership strategy. Reporting directly to the VP Global Partnerships, this role will initially operate as an individual contributor while rapidly building and managing a team of Alliances Development Representatives. The role will focus on building, managing, and accelerating a diverse portfolio of strategic technology alliances that drive significant partner-influenced revenue, unlock discrete revenue streams through these partnerships, and deliver mutual growth. You will identify and develop high-impact joint Go-To-Market (GTM) plays, technical integrations, and co-selling/marketing initiatives with leading technology vendors that expand Black Kite's ecosystem and accelerate market adoption.
The ideal candidate will have deep experience in technology alliances within cybersecurity/SaaS, a proven track record of driving meaningful GTM strategies, strong executive relationship management and team leadership skills.
KEY RESPONSIBILITIES: - Alliance Strategy & Portfolio Leadership: Define and execute the overall technology alliances strategy. Identify, recruit, onboard, and manage a diverse portfolio of strategic technology partners across categories including Governance, Risk, and Compliance (GRC), SecOps (SIEM/XDR), Third-Party Risk Management (TPRM), Vendor Management Systems (VMS), Cloud Service Providers (CSPs), Automation, Supply Chain, Procurement Cloud Security, Identity, and Risk Intelligence platforms.
- Team Leadership & Development: Initially contribute as an individual performer while building, hiring, and managing a high-performing team of Alliances Development Representatives. Provide coaching, enablement, and leadership to scale support across a large number of technology partners.
- Joint GTM Development & Execution: Lead the identification and development of joint go-to-market plays, integrated solutions, co-selling programs, and new revenue streams (including discrete opportunities) that drive mutual growth and expand Black Kite's market reach.
- Partner Development & Management: Build and deepen executive relationships with technology partners. Develop joint business plans (JBPs), align on success metrics, and expand sales opportunities through co-marketing, enablement, and field collaboration.
- Revenue Growth & Pipeline Management: Drive partner-sourced pipeline and revenue growth, including both influenced and discrete revenue streams. Build and manage comprehensive alliance plans, accurately forecast partner contributions, and achieve quarterly/annual targets for partner-influenced bookings and new revenue opportunities.
- Solution & Technical Alignment: Collaborate with partners to understand their business models and position Black Kite's platform to enhance their offerings. Oversee technical integrations, joint solution development, and enablement programs that support new revenue creation.
- Cross-Functional Collaboration: Partner closely with Sales, SE, Product, Marketing, and Professional Services teams to ensure seamless alignment, field readiness, and customer success through alliances.
- Strategic Planning & Forecasting: Develop and execute jointly crafted business plans. Accurately forecast alliance-driven growth (including discrete revenue streams), report on performance/trends, and provide strategic insights to leadership.
- Market Influence & Enablement: Represent Black Kite at industry events and partner conferences. Deliver compelling presentations on strategy and vision to partner teams. Provide comprehensive partner onboarding, training, and ongoing enablement.
QUALIFICATIONS: - Experience: 6+ years of experience in technology alliances, strategic partnerships, or business development within cybersecurity, SaaS, or enterprise software, including building and managing alliance teams (or strong readiness to scale a team from IC to people-leader).
- Proven track record of identifying and developing new revenue streams through alliances, while consistently meeting/exceeding targets.
- Strong existing relationships and network within relevant technology ecosystems, including GRC, SIEM/XDR, procurement platforms, VMS, CSPs, SecOps, automation, corporate/geo risk, and related platforms.
- Sales and technical acumen with solid business knowledge. Experience in partner ecosystems within a SaaS/recurring revenue model.
- Demonstrated ability to create market demand, develop joint solutions, and foster cross-functional collaboration.
- Excellent presentation and communication skills, with proficiency in delivering business and technical content to executive and technical audiences.
- Familiarity with cybersecurity, third-party risk management (TPRM), and related domains.
- Self-motivated with the ability to thrive in a fast-paced, high-growth environment and transition effectively from individual contributor to team leader.
The expected base compensation range for this role is $190,000-$215,000, commensurate with demonstrated skills and experience. Compensation at Black Kite extends well beyond base pay - our total rewards program includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings. This range reflects a nationwide market spectrum and will vary based on qualifications, role scope, complexity, and location.
