Director, Technology Alliances Remote, US

Britive, Inc; United States; On-site; USD 140,000 - 180,000; Full time

Benefits offered by this job

Competitive compensation and equity

Health, dental, vision insurance

Parental leave

Job summary

Britive, Inc. is hiring a Director, Technology Alliances to lead our partner ecosystem across IAM, IGA, PAM, and cloud security. This revenue-focused role requires evaluating commercial potential, negotiating terms, and collaborating with product, engineering, marketing, and sales to bring partnerships to market.

The ideal candidate has deep identity/security exposure, a network of alliance leaders, and a track record of building joint value propositions and monetization models with vendors.

Qualifications

• 7+ years in technology alliances or partnerships.
• Deep knowledge of identity and security landscape.
• Network of alliance, product and BD leaders.
• Ability to evaluate partnerships commercially, build business cases and prioritize by revenue.
• Experience defining integration requirements with product/engineering teams.
• Willingness to travel 20–30%.

Responsibilities

• Maintain a prioritized view of the identity and security landscape to identify high-value alliance opportunities.
• Score and rank partners against commercial criteria and focus on revenue-generation.
• Articulate reasons to decline partnerships lacking revenue potential.

Skills

Technology alliances

Strategic partnerships

Business development

Contract negotiation

Job description

Identity has become a critical to an organization's 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.

Our 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.

About Britive

Britive 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.

Role Summary

Britive 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.

The 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.

Key Responsibilities

• Maintain 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.
• Score 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.
• Say no to partnerships that lack a credible path to revenue, even when they are technically compelling, and be able to articulate why.

Deal Development & Business Casing

• For 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.
• Author 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.
• Define 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.
• Negotiate and close partnership agreements, working with legal and finance as needed.

Go‑To‑Market Execution

• Translate signed partnerships into active go‑to‑market programs: joint solution briefs, co‑sell playbooks, enablement for sales and SEs, and marketing campaigns.
• Partner with sales leadership to build pipeline generation motions with alliance partners and track sourced/influenced revenue.
• Represent Britive at partner and industry events, and build/maintain executive relationships with key alliance contacts.

Cross‑Functional Leadership

• Act as the primary interface between Britive and partner alliance, product, and BD teams.
• Brief product and engineering leadership on partner‑driven integration requirements and advocate for roadmap investment where it unlocks revenue.
• Report regularly to sales and executive leadership on alliance pipeline, partnership health, and revenue impact.

What Success Looks Like

• A 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.
• Measurable partner‑sourced and partner‑influenced pipeline and revenue within the first 6–12 months.

What You'll Need

Required Qualifications

• 7+ years in technology alliances, business development, or partnerships, with at least 3 years focused on identity, security, or adjacent enterprise infrastructure categories.
• Deep 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.
• An existing, active network of contacts among alliance, product, and BD leaders at relevant technology vendors.
• Demonstrated ability to evaluate partnerships commercially — building business cases, prioritizing against revenue potential, and saying no to low‑value opportunities.
• Experience defining integration requirements and working directly with product/engineering teams to scope joint solutions.
• Experience in a solution design / architecture role listening to and translating client requirements into proposed designs including those with integrations to other products.
• Excellent written and verbal communication skills; comfortable presenting to executives internally and externally.
• Willingness to travel for partner and industry events (estimated 20–30%).

Preferred Qualifications

• Prior experience at a cybersecurity or identity‑focused SaaS company, ideally in a high‑growth or startup environment.
• Experience building tech alliances from the ground up.
• Familiarity with cloud‑native and Zero Standing Privileges / just‑in‑time access concepts.
• Existing relationships with hyperscalers (AWS, Azure, GCP) marketplace and partner teams.

How to Apply

Interested 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.

The 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.

Benefits

• Work from anywhere in the US. We are fully remote (US only, other areas are subject to review).
• Competitive compensation and meaningful equity
• Medical, dental, and vision insurance
• Paid parental leave benefits
• 401k (U.S.)
• Flexible + Unlimited PTO (U.S.)
• Career development opportunities and paths
• Home office and connectivity stipends

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For government reporting purposes, we ask candidates to respond to the below self‑identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Britive’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

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Why are you being asked to complete this form? We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

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