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.
Strong partnership and business development instincts for structuring mutually beneficial alliances.
Comfortable working with APIs, SDKs, and technical integration requirements.
Excellent communication skills with the ability to influence without authority.
Startup mindset: adaptable to ambiguity, skilled at prioritizing, and willing to engage in hands-on work.
Responsibilities
Build Kai's technology alliances program by identifying and signing key partners.
Structure partnerships that deliver value, including joint go-to-market motions and co-sell agreements.
Negotiate favorable terms for partnerships without compromising value.
Scope integration requirements and collaborate with the engineering team to implement them.
Engage in peer-level discussions with technical leaders at partner companies to build trust.
Transform partner capabilities into meaningful offerings for Kai customers.
Collaborate across product, engineering, sales, and marketing teams to align stakeholders and drive projects to completion.
Benefits
Opportunity to build a technology partner ecosystem from the ground up.
Hands-on role that combines technical depth with business development.
Work in a dynamic startup environment with a focus on innovation.
Collaborate with cross-functional teams to drive impactful projects.
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.
