Technical Alliances Director

fortra; United States; On-site; USD 180,000 - 190,000; Full time

Benefits offered by this job

Health, dental, and vision coverage

Immediate enrollment in 401(k)

HSA and FSA plans

Flexible PTO policy

Tuition reimbursement

ID Theft Protection Program

Job summary

Fortra is seeking a Technology Alliances Manager to lead strategic partnerships with cybersecurity vendors, cloud providers, and ecosystem players. You will drive joint go-to-market initiatives, solution integrations, and revenue growth through alliances that position Fortra as a market leader.

The role requires extensive alliance management, cross-functional collaboration with Sales, Marketing, Product, Engineering, and Leadership, and a track record of delivering measurable business outcomes.

Qualifications

• 8–15 years of experience in technology alliances, business development, channel leadership, or strategic partnerships.
• Experience within the cybersecurity industry.
• Proven track record building and scaling strategic technology partnerships.

Responsibilities

• Develop and execute a cybersecurity technology alliance strategy aligned with growth objectives.
• Identify, evaluate, and prioritize strategic technology partners including cloud providers and security vendors.
• Negotiate partnership agreements, joint business plans, and strategic initiatives.
• Establish executive-level relationships and serve as the liaison between internal stakeholders and partners.
• Create and execute joint GTM plans with ecosystem partners and drive partner-led demand generation.

Skills

Cybersecurity alliances

Executive relationship mgmt

Strategic partnerships

Education

Bachelor's degree

Job description

Whether you're an experienced professional or just getting started, your contributions matter at Fortra. If you're passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more!

The Technology Alliances Manager is responsible for developing and executing strategic partnerships with cybersecurity technology vendors, cloud providers, platform companies, and ecosystem partners. This role drives joint go-to-market initiatives, solution integrations, partner enablement, and revenue growth through alliances that strengthen the company's cybersecurity market position.

The ideal candidate combines cybersecurity industry expertise, alliance management experience, business development skills, and executive relationship management to create mutually beneficial partnerships that accelerate customer acquisition and market expansion.

This position works cross-functionally with Sales, Marketing, Product Management, Engineering, Channel, and Executive Leadership teams to build scalable alliance programs that deliver measurable business outcomes to increase revenue.

WHAT YOU'LL DO

Alliance Strategy & Business Development

• Develop and execute a cybersecurity technology alliance strategy aligned with corporate growth objectives.
• Define the basis for Fortra's multi-year technology ecosystem strategy, shaping corporate partnership priorities based on product, market, partner, and customer trends.
• Identify, evaluate, and prioritize strategic technology partners including cloud providers, security vendors, and platform companies.
• Build business cases for new partnership opportunities and present recommendations to executive leadership.
• Negotiate partnership agreements, joint business plans, and strategic initiatives.

Partner Relationship Management

• Establish and maintain executive-level relationships with alliance partners.
• Serve as the primary liaison between internal stakeholders and partner organizations.
• Conduct quarterly business reviews and executive alignment meetings.
• Manage alliance performance against revenue, pipeline, and strategic objectives.

Joint Go-to-Market Execution

• Create and execute joint GTM plans with ecosystem partners.
• Drive partner-led demand generation, co‑marketing campaigns, and sales plays.
• Coordinate partner enablement activities including training, certifications, and field engagement.
• Facilitate joint customer engagements and strategic account planning.

Product & Technology Alignment

• Collaborate with Product Management and Engineering teams on integrations and technical partnerships.
• Identify opportunities for solution interoperability and marketplace inclusion.
• Gather market intelligence and partner feedback to influence product strategy.
• Support technology validation, reference architectures, and solution positioning.

Revenue & Pipeline Growth

• Drive alliance-sourced and alliance-influenced pipeline development.
• Work with sales teams to identify, qualify, and close strategic opportunities.
• Track partnership performance through KPIs and executive reporting.
• Develop scalable motions that accelerate growth through technology partnerships.

QUALIFICATIONS

Required

• Bachelor's degree in Business, Technology, Cybersecurity, or related field.
• 8-15 years of experience in technology alliances, business development, channel leadership, or strategic partnerships.
• Experience within the cybersecurity industry.
• Proven track record building and scaling strategic technology partnerships.
• Experience developing joint GTM programs and driving measurable revenue outcomes.
• Strong executive presence and relationship management skills.

Preferred

• Experience working for a cybersecurity vendor, cloud provider, GSI, or SaaS company.
• Familiarity with data security, identity security, cloud security, threat detection, vulnerability management, or offensive security.
• Understanding of cybersecurity ecosystems and alliance frameworks.
• Experience negotiating partnership agreements and managing executive sponsorship.

Compensation: 180,000 USD - 190,000 USD

At Fortra, we're breaking the attack chain. Ready to join us?

At Fortra, our compensation philosophy prioritizes fair market value and internal equity, aligning with your experience and specialized skill set.

As a full-time, exempt employee at Fortra, you'll enjoy a comprehensive benefits package that includes:

• Health, dental, and vision coverage as of hire
• Immediate enrollment in 401(k), HSA, and FSA plans
• Flexible PTO policy
• Tuition and personal enrichment reimbursement
• Option to enroll in ID Theft Protection Program

At Fortra, work is only part of the story. Explore what Life at Fortra is all about, from perks that support holistic wellbeing to a culture that keeps you connected and empowered to make an impact beyond the job.

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