Director of Alliances

Zoomcar; Austin (TX); On-site; USD 240,000 - 300,000; Full time

Benefits offered by this job

Health benefits

Stock options

Unlimited PTO

Job summary

SecurityScorecard is seeking a Director of Alliances to own execution across high‑priority partner motions, including OEM data licensing and GSI solution partnerships. This quota-carrying role emphasizes driving deals and not just managing accounts.

The role collaborates with Product, Architecture, and Sales to activate integrations, negotiate licensing terms, and convert partner relationships into partner-sourced ARR. You will operate on a defined roadmap with clear pipeline targets.

Qualifications

• 5–8 years in strategic alliances, technology partnerships, or partner sales within enterprise SaaS.
• Cybersecurity domain familiarity and understanding of security operations and risk management.
• Track record managing GSI, AWS, or OEM partner relationships against quota.

Responsibilities

• Own OEM data licensing and GSI partnerships with a defined roadmap and revenue targets.
• Negotiate licensing terms with Legal and Finance and drive renewals/expansions.
• Drive partner-sourced pipeline and co-sell motions tied to quota and revenue buckets.
• Run quarterly business reviews, forecasting, and pipeline hygiene for alliances/sales leadership.

Skills

Strategic alliances

GSI partnerships

OEM licensing

Forecasting

Partner sales

Data/API licensing

Education

Bachelor's degree

Tools

AWS

Job description

About SecurityScorecard

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint.

Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace," by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

About the Role

SecurityScorecard is looking for a Director of Alliances to own execution across our highest-priority partner motions: OEM data licensing and GSI solution partnerships. This is a quota-carrying ecosystem revenue role, not a channel-marketing or relationship-management function — you drive deals, not just manage accounts.

This role is scoped deliberately narrow: rather than owning an open-ended, four-bucket alliances mandate, you'll execute against a defined roadmap and a small number of active plays already in motion, with clear pipeline and revenue targets attached to each. You'll partner closely with Product, Architecture, and Sales to activate integrations, negotiate licensing terms, and convert partner relationships into partner-sourced ARR.

What You’ll Own

OEM Data Licensing

• Manage and grow existing OEM data/API licensing relationships (e.g., embedded datasets, ratings, field-enrichment products)
• Execute commercial renewals and expansions; support new deal negotiation with Legal and Finance
• Identify and validate new OEM use cases against the active roadmap

GSI Partnerships

• Run the active GSI relationships (e.g., EY, Deloitte) against the agreed playbook — practice enablement, joint offer definition, and pipeline tracking
• Drive partner‑sourced pipeline and co‑sell motions tied to MAX/SCDR
• Flag and elevate gaps between partner capacity and deal flow rather than absorbing them silently

Revenue Ownership & Reporting

• Own a partner‑sourced/influenced quota tied to the active buckets above
• Run partner QBRs, forecasting, and pipeline hygiene
• Deliver monthly reporting on partner‑sourced revenue, pipeline coverage, and program‑tier status to alliances/sales leadership

Who You Are

• An execution‑oriented alliances professional, not a strategy‑first builder — you take a defined roadmap and run it hard
• Direct experience with OEM/data licensing motions — you've negotiated or managed embedded data/API commercial agreements
• Working knowledge of the cybersecurity ISV landscape (CrowdStrike, Wiz, Okta, ServiceNow, Tanium, Snowflake, Snyk, etc.)
• Hands‑on AWS co‑sell and Marketplace experience
• Comfortable operating with limited engineering support and pushing partners to self‑serve on integration work
• Strong forecasting and pipeline discipline; comfortable being held to a number

Required Qualifications

• 5–8 years in strategic alliances, technology partnerships, or partner sales within enterprise SaaS
• Cybersecurity domain familiarity — security operations, threat intelligence, vulnerability/risk management, and how security teams buy
• Track record managing GSI, AWS, or OEM partner relationships against quota
• Strong cross‑functional collaboration skills (Product, Architecture, Sales, Legal)
• Bachelor’s degree required

Benefits

Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!

The estimated total compensation range for this position is $240,000 - $300,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance‑based incentive compensation awards and equity, among other company benefits.

SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law.

We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact [e-mail].

Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law.

SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI