Cybersecurity Tech Alliances Lead

Kai

San Francisco, San Jose (CA, CA)

On-site

USD 140,000 - 210,000

Full time

3 days ago

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Job summary

Kai is seeking a Technical Alliances Manager to build its partner ecosystem from the ground up in San Jose, CA. You will structure strategic partnerships, drive integrations with our engineering team, and translate partner capabilities into tangible value for Kai customers.

This hands-on role blends technical depth with business development, requiring collaboration across product, engineering, sales, and marketing to close co-sell opportunities and ensure partner success.

Qualifications

5-8 years of experience in technology alliances or technical partnerships within cybersecurity.
Deep technical credibility in security operations, exposure management, detection engineering, and remediation workflows.
Comfort working across APIs, SDKs, and technical integration requirements.
Strong partnership and business development instincts, including knowing how to structure alliances that create value for both sides.
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.

Responsibilities

Build Kai’s technology alliances program: identify, prioritize, and sign the partners that matter.
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.