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About Britive

Britive is a cloud-native Privileged Access Management (PAM) platform designed to protect human, machine, and agentic identities within multi-cloud and hybrid environments. Built on a Zero Standing Privileges (ZSP) model, the platform replaces static entitlements with just-in-time, ephemeral access, significantly reducing identity-related security risks that traditional PAM and IAM tools cannot address. Recognized as a leader in Third-Gen PAM, Britive is API-first and focuses on serving as the identity security control plane for modern cloud-first businesses.

Role Overview

We are seeking a Director of Technology Alliances to lead and expand our partnerships across the identity and security technology landscape. This revenue-driven position emphasizes forming alliances with vendors in IAM, IGA, SIEM/SOAR, cloud security, DevOps, ITSM, and related fields that align with Britive's customer base and drive considerable pipeline and revenue growth. The ideal candidate will bring in-depth knowledge of the identity and security ecosystem and a strong network of executives in alliance, product, and business development roles.

Core Responsibilities

Maintain and prioritize a detailed understanding of the identity and security technology marketplace, identifying vendors that provide the greatest strategic alliance potential.
Evaluate potential partners based on commercial viability, including customer overlap, co-selling opportunities, deal magnitude, and revenue potential; reject technically interesting but commercially weak partnerships.
Develop clear value propositions and joint business cases defining customer benefits, competitive differentiators, and integration requirements in collaboration with product and engineering teams.
Negotiate partnership agreements, including monetization models such as co-sell, referral, OEM, marketplace presence, or technology royalties, ensuring mutual commercial success.
Execute go-to-market initiatives that include creating joint marketing materials, co-sell playbooks, and enablement programs, while collaborating closely with sales leadership to drive pipeline generation and revenue tracking.
Serve as the main liaison between Britive and partner alliance, product, and business development teams, advocating for integration investments where they directly facilitate revenue growth.
Represent Britive at relevant industry events, maintain strong executive relationships, and provide regular updates to sales and executive teams concerning alliance health and performance.

Success Indicators

Establishment of a focused portfolio of strategic technology partnerships with well-defined use cases, integration plans, and monetization strategies.
Generation of measurable partner-driven pipeline and revenue within the first 6 to 12 months of employment.
Development of robust professional relationships with key alliance and business development leaders in identity and security technology sectors.

Required Qualifications

Minimum 7 years of experience in technology alliances, business development, or partnership roles, with at least 3 years concentrating on identity, security, or closely related enterprise technology sectors.
Comprehensive expertise in identity and security systems including IAM, PAM, IGA, SIEM/SOAR, CNAPP/CSPM, and their integration with cloud infrastructure and DevOps.
An active, established network among alliance, product, and business development leaders at technology vendors relevant to Britive's scope.
Proven track record in commercial evaluation of partnerships, prioritizing opportunities based on revenue potential and strategic fit, with discernment to decline unsuitable partnerships.
Experience collaborating with product and engineering teams to outline integration requirements and co-develop joint solutions.
Background in solution design or architecture, capable of translating client needs into technically viable integration plans.
Strong verbal and written communication skills, comfortable presenting to senior leadership internally and externally.
Willingness to travel approximately 20-30% for partner and industry events.

Preferred Qualifications

Previous experience working within cybersecurity or identity-focused SaaS companies, preferably in high-growth or startup environments.
Demonstrated success in building technology alliances from inception.
Familiarity with cloud-native models and Zero Standing Privileges or just-in-time access concepts.
Existing relationships with major hyperscaler marketplaces and partner teams (AWS, Azure, GCP).

Compensation and Benefits

The estimated base salary for this position ranges from 140000 to 180000 USD annually, supplemented by variable compensation linked to the performance of technology partnerships. Salaries are individualized based on candidate experience, expertise, and location.

Additional Perks

Work remotely from anywhere within the United States.
Competitive salary coupled with significant equity participation.
Comprehensive medical, dental, and vision coverage.
Paid parental leave benefits.
401(k) retirement savings plan available for U.S. employees.
Flexible and unlimited paid time off policies.
Opportunities for career advancement and personal development.
Home office and connectivity stipends to support remote working.
Regular team social events and company offsites.

Director, Technology Alliances