{"id":52079,"url":"https://alion.io/job/britive-director-technology-alliances","title":"Director, Technology Alliances","company":{"id":12148,"name":"Britive","domain":"britive.com","url":"https://alion.io/company/britive","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":75,"open_postings":8,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":null,"computed_at":"2026-10-13T05:45:00Z"}},"role":"Leadership","role_family":"Leadership","seniority":"head","employment_type":null,"work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":140000,"max":180000,"currency":"USD","period":"year","gross":null,"usd_annual":180000},"salary_estimate":null,"experience_years_min":7,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false},{"name":"CI/CD","optional":false},{"name":"IAM","optional":false},{"name":"ITSM","optional":false},{"name":"SIEM","optional":false},{"name":"AWS","optional":true},{"name":"Azure","optional":true},{"name":"GCP","optional":true}],"status":"live","first_seen_at":"2026-07-09T22:48:21Z","employer_posted_date":"2026-07-09","last_verified_at":"2026-10-13T13:42:34Z","board_verified":true,"closed_at":null,"days_open":95,"trust":{"level":"stale","repost_count":0,"flags":["stale"],"days_open":95},"description":"Identity has become a critical to an organizations security posture. This is true across their entire digital landscape include cloud, traditional on prem and emerging technologies like agentic ai. Britive is at the forefront of a modern approach to delivering identity security with the only modern privileged access management platform that provides unified Privileged Access Visibility, Dynamic Privilege Management and Secrets Governance across infrastructure, platforms & SaaS.\nOur patent-pending technology is deployed at companies of all sizes around the world, including Fortune 500 companies. We have repeatedly ranked among the hottest Cloud Security startups. Britive is founded by CyberSecurity industry veterans with a successful prior exit and is backed by top-tier VCs.\nAbout Britive\nBritive is the cloud-native Privileged Access Management (PAM) platform built to secure human, machine, and agentic identities across multi-cloud and hybrid environments. Founded on a Zero Standing Privileges (ZSP) model, Britive replaces static, standing entitlements with just-in-time, ephemeral access - closing off the identity attack surface that traditional PAM and IAM tools leave exposed. Recognized as an architect of Third-Gen PAM, Britive is API-first and built to serve as the identity security control plane for modern, cloud-first enterprises.\nRole Summary\nBritive is hiring a Director, Technology Alliances to build and lead our technology partner ecosystem across the identity and security landscape. This is a revenue-focused role: the mandate is to identify, prioritize, and build partnerships with technology vendors (IAM, IGA, SIEM/SOAR, cloud security, DevOps/CI-CD, ITSM, and adjacent categories) whose customer bases, integrations, and go-to-market motions can generate measurable pipeline and revenue for Britive - not partnerships that are simply interesting from a technology standpoint.\nThe ideal candidate brings deep, credible knowledge of the identity and security technology landscape and an established network of relationships with alliance, product, and BD leaders at relevant vendors. They will independently evaluate partnership opportunities against commercial criteria, build the business case and integration requirements for the partnerships worth pursuing, and work cross-functionally with product, engineering, marketing, and sales to bring those partnerships to market.\nKey Responsibilities\nPartnership Strategy & Prioritization\nMaintain a prioritized view of the identity and security technology landscape (IAM/IGA, PAM, SIEM/SOAR, CSPM/CNAPP, ITSM, DevOps/CI-CD, cloud service providers) and identify which vendors represent the highest-value alliance opportunities for Britive.\nScore and rank prospective partners against clear commercial criteria - overlapping customer base, co-sell motion, deal size influence, and pipeline/revenue potential - rather than technical novelty alone.\nSay no to partnerships that lack a credible path to revenue, even when they are technically compelling, and be able to articulate why.\nDeal Development & Business Casing\nFor each prioritized partner, define and document the value proposition: what joint problem is solved, why customers would buy the combined solution, and how the partnership differentiates Britive competitively.\nAuthor the business requirements for how the two platforms should integrate - use cases, API/data touchpoints, deployment model, and shared customer workflows - in partnership with product and engineering.\nDefine the monetization model for each partnership (co-sell, referral, OEM/embed, marketplace, technology royalty, etc.) and the commercial terms needed to make it work for both parties.\nNegotiate and close partnership agreements, working with legal and finance as needed.\nGo-To-Market Execution\nTranslate signed partnerships into active go-to-market programs: joint solution briefs, co-sell playbooks, enablement for sales and SEs, and marketing campaigns.\nPartner with sales leadership to build pipeline generation motions with alliance partners and track sourced/influenced revenue.\nRepresent Britive at partner and industry events, and build/maintain executive relationships with key alliance contacts.\nCross-Functional Leadership\nAct as the primary interface between Britive and partner alliance, product, and BD teams.\nBrief product and engineering leadership on partner-driven integration requirements and advocate for roadmap investment where it unlocks revenue.\nReport regularly to sales and executive leadership on alliance pipeline, partnership health, and revenue impact.\nWhat Success Looks Like\nA short list of active, well-documented technology partnerships - each with a clear value proposition, integration requirements, and monetization model - rather than a long list of loosely-defined technical integrations.\nMeasurable partner-sourced and partner-influenced pipeline and revenue within the first 6-12 months.\nStrong working relationships with key alliance and BD leaders across the identity and security ecosystem.\nWhat You’ll Need\nRequired Qualifications\n7+ years in technology alliances, business development, or partnerships, with at least 3 years focused on identity, security, or adjacent enterprise infrastructure categories.\nDeep working knowledge of the identity and security technology landscape - IAM, PAM, IGA, SIEM/SOAR, CNAPP/CSPM, and how these categories intersect with cloud infrastructure and DevOps.\nAn existing, active network of contacts among alliance, product, and BD leaders at relevant technology vendors.\nDemonstrated ability to evaluate partnerships commercially - building business cases, prioritizing against revenue potential, and saying no to low-value opportunities.\nExperience defining integration requirements and working directly with product/engineering teams to scope joint solutions.\nExperience in a solution design / architecture role listening to and translating client requirements into proposed designs including those with integrations to other products.\nExcellent written and verbal communication skills; comfortable presenting to executives internally and externally.\nWillingness to travel for partner and industry events (estimated 20-30%).\nPreferred Qualifications\nPrior experience at a cybersecurity or identity-focused SaaS company, ideally in a high-growth or startup environment.\nExperience building tech alliances from the ground up.\nFamiliarity with cloud-native and Zero Standing Privileges / just-in-time access concepts.\nExisting relationships with hyperscalers (AWS, Azure, GCP) marketplace and partner teams.\nHow to Apply\nInterested candidates should submit a resume and a brief note describing a technology partnership they built or led - including the commercial rationale, integration scope, and revenue outcome.\nThe estimated base salary for this role is $140,000 - $180,000 annually. This position is also eligible for variable compensation tied to the performance of technology partnerships. Individual compensation packages are based on various factors unique to each candidate, including experience, expertise, location, and other factors.\nPerks + Benefits:\nWork from anywhere in the US! We are fully remote (US only, other areas are subject to review).\n\nCompetitive compensation and meaningful equity\nMedical, dental, and vision insurance\nPaid parental leave benefits\n401k (U.S.)\nFlexible + Unlimited PTO (U.S.)\nCareer development opportunities and paths\nHome office and connectivity stipends\nTeam socials + Offsites","description_format":"text","description_chars":7520,"description_truncated":false,"requirements":{"experience_years_min":7,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["401k plan","Equity","Home office","Parental leave","Unlimited PTO","Vision insurance"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Identity Management","Cloud Security"],"lifecycle":[{"event":"open","at":"2026-07-09T22:48:21Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"Filed H-1B visas in the last two years","filings_12m":0,"filings_prev_12m":2,"green_card_filings_12m":0,"median_offered_wage_usd":null,"route":null,"cap_exempt":false,"checked_at":"2026-10-03T21:08:04+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)"],"filings_for_role_12m":0}],"liveness":{"score":16,"band":"cold","label":"Long shot","p_open":1,"p_active":0.564,"p_room":0.28,"age_days":95,"expected_fill_days":36,"reasons":["conf:2","win:tail","crowd:"],"computed_at":"2026-10-13T05:45:00Z"},"pay":{"stated_usd_annual":180000,"is_top_pay":false},"html_url":"https://alion.io/job/britive-director-technology-alliances","json_url":"https://alion.io/job/britive-director-technology-alliances.json","meta":{"generated_at":"2026-10-13T16:43:51Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":25425,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-14T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":12148},"rest":"https://alion.io/mcp/rest/get_company?id=12148"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fbritive-director-technology-alliances"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fbritive-director-technology-alliances"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fbritive-director-technology-alliances"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/britive-director-technology-alliances\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fbritive-director-technology-alliances"}]}