Partnerships and Alliances Lead

Space Executive; California (MO); On-site; USD 120,000 - 180,000; Full time

Job summary

Space Executive is partnering with a client to appoint a Partnerships & Alliances Lead for a pioneering AI security platform. This remote US role focuses on creating and scaling the partner ecosystem, aligning with security vendors, MSSPs, and cloud ecosystems to accelerate growth.

You will own the strategy, drive joint GTM initiatives, and ensure partner-driven pipeline and revenue through cross-functional collaboration with Sales, Marketing, and Product.

Qualifications

• Deep cybersecurity partnerships and alliances experience across security vendors, MSSPs, and cloud ecosystems.
• Proven track record of building partnerships that generated measurable pipeline and revenue.
• Fluency in how identity, SIEM/SOAR, XDR, and cloud security connect in co-sell motions.
• Experience building partner programs and joint GTM with hands-on execution.

Responsibilities

• Own and execute the partnerships and alliances strategy, building the partner ecosystem from the ground up.
• Identify, prioritize, and land the partners that matter: security vendors, cloud ecosystems, MSSPs, and AI/identity players.
• Develop joint GTM and co-sell motions, marketplace listings, and integrations.
• Build scalable partner programs with segmentation, onboarding and enablement.
• Collaborate with Sales, Marketing, Product and leadership to maintain engagement and ROI.

Skills

Partnerships management

Negotiation

Cross-functional collaboration

Relationship building

Strategic thinking

AI security interest

Job description

Partnerships & Alliances Lead — Agentic AI Security

Location: Remote - United States

On behalf of our client:

We are recruiting on behalf of an established enterprise identity and access management company that also runs a newer, fast-scaling platform purpose-built for the agentic enterprise. Already in production with global enterprises, the platform discovers every AI agent, brokers every connection, and governs every action in real time — in under 30 milliseconds — so enterprises can put AI agents to work without losing control over what they're allowed to do. Agentic AI is moving faster than the controls around it, and an entire security ecosystem (SIEM, SOAR, XDR, EDR, identity and access, cloud and data security, and the system integrators/MSSPs who deliver it) is forming to catch up. Our client sits at the center of that shift.

The Role

This is a founding partnerships role for a fast-scaling product in a brand-new category, with the backing, customers, and credibility of an established company behind it. We're looking for a Partnerships & Alliances Lead to build the ecosystem around this platform and turn it into a real growth engine.

What You'll Do

• Own and execute the partnerships and alliances strategy, building the partner ecosystem from the ground up.
• Identify, prioritize, and land the partners that matter most: security technology vendors, cloud ecosystems and marketplaces, system integrators and MSSPs, and strategic AI and identity players.
• Get the platform designed into partner solutions, technology ecosystems, and reference architectures — so it's part of how the market builds, not an afterthought.
• Build joint GTM and co-sell motions that generate partner-sourced and partner-influenced pipeline, and stand up marketplace listings and integrations that make them real.
• Build structured, scalable partner programs: segmentation, incentives, onboarding, and enablement.
• Build trust with partner sales teams and leadership, create internal champions, and keep engagement alive long after the initial announcement.
• Evaluate existing partnerships — double down on the ones with real mutual upside, and cut the ones that aren't moving.
• Partner with Marketing on joint campaigns, content, and events that drive measurable pipeline.
• Own the numbers: partner-sourced pipeline, revenue contribution, and ROI, reported clearly and continuously.

What We're Looking For

• Deep cybersecurity partnerships and alliances experience — you've built and scaled alliances inside the security ecosystem and know how security vendors actually co-sell: marketplace listings, integrations, reference architectures, joint pipeline, and the SI/MSSP channels that carry cyber deals. This is the core of the role, not a bonus.
• A proven track record of building partnerships that generated measurable pipeline and revenue, not just logos and MOUs.
• Fluency in the security landscape and how its pieces connect: identity and access, SIEM/SOAR, endpoint/XDR, cloud security, and the hyperscaler ecosystems.
• Experience building partner programs and joint GTM motions, with a bias for hands‑on execution over theory.
• Strong commercial instinct for structuring deals where both sides genuinely win.
• Excellent relationship-building and negotiation skills, comfortable across partner sales reps and senior executives alike.
• Strong cross-functional collaboration skills with Sales, Marketing, Product, and leadership.
• A real interest in AI, agents, and where security is heading — you want to help define a category, not just work an existing one.

What Success Looks Like

Within your first year, you will have built a focused, scalable partner ecosystem around this platform and the emerging AI security market, stood up repeatable co-sell and marketplace motions, landed the platform in the reference architectures that matter, and made partnerships a measurable, growing contributor to pipeline and revenue.