About the Role: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.
What You'll OwnOEM Data Licensing- 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
GSI Partnerships- 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
Revenue Ownership & Reporting- 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
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
Required Qualifications:- 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
Benefits:Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!
The estimated total compensation range for this position is $240,000 - $300,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits.
