8+ years of experience in technology alliances, partnerships, or business development within cybersecurity
Deep technical credibility in security operations and related workflows
Strong instincts for structuring mutually beneficial partnerships
Comfortable with APIs, SDKs, and technical integration requirements
Excellent communication skills with the ability to influence without authority
Startup mindset, adaptable to ambiguity and hands-on work
Responsibilities
Build Kai's technology alliances program from the ground up
Structure partnerships that deliver value through joint go-to-market motions
Negotiate favorable terms for partnerships
Scope and collaborate with engineering on integrations
Engage in peer-level conversations with technical leaders at partner companies
Transform partner capabilities into meaningful customer solutions
Collaborate across product, engineering, sales, and marketing teams without direct authority
Benefits
Opportunity to build a partner ecosystem from scratch
Hands-on role with significant impact on company direction
Collaborative environment across multiple teams
Engagement with cutting-edge technology in cybersecurity
Potential for professional growth in a high-growth startup setting
Full Job Description
About The Role
We're looking for a Technical Alliances Manager to build Kai's technology partner ecosystem from the ground up. You won't inherit a mature partner program; you'll build it. You'll structure and close strategic partnerships, scope and drive integrations with our engineering team, and turn partner capabilities into real value for Kai customers.
This is a hands-on, builder role that blends technical depth with business development, from scoping integrations with partner engineers to negotiating co-sell agreements.
What You'll Do
Build Kai's technology alliances program: identify, prioritize, and sign the partners that matter most.
Structure partnerships that create value for both sides, including joint go-to-market motions, co-sell agreements, integration partnerships, and technology certifications.
Negotiate terms that work for both sides without giving away the house.
Scope what it takes to build a connector or integration, and work with Kai's engineering team to get it done.
Hold peer-level conversations with technical leaders at partner companies, and earn trust in the room with their engineers and product teams.
Turn partner capabilities into something meaningful for Kai customers.
Work across Kai's product, engineering, sales, and marketing teams, as well as partner organizations, without direct authority, aligning stakeholders and driving work to completion.
What You'll Bring
8+ years of experience in technology alliances, partnerships, or business development within cybersecurity
Deep technical credibility in security operations, exposure management, detection engineering, and remediation workflows. You can't just speak the business language; you earn trust in the room with engineers and product teams.
Strong partnership and business development instincts, including knowing how to structure alliances that create value for both sides
Comfort working across APIs, SDKs, and technical integration requirements
A strong communicator and operator who can influence without authority
A startup mindset: comfortable with ambiguity, able to prioritize ruthlessly, and willing to do hands-on work without a large team behind you
Nice to Have
Experience with security ecosystems (SIEM, SOAR, cloud providers, EDR, identity) is a strong plus.
Prior experience at a high-growth security startup is a significant advantage.
