Technical Alliances Manager

Kai; San Francisco, San Jose (CA, CA); Vor Ort; USD 140.000 - 210.000; Vollzeit

Zusammenfassung

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.

Qualifikationen

• 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.

Aufgaben

• 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.

Kenntnisse

Tech alliances

Cybersecurity partnerships

APIs & SDKs

Business development

Influence without authority

Startup mindset

Tools

APIs

SDKs

Jobbeschreibung

Kai is the AI company rebuilding cybersecurity for the machine-speed era. Founded bysecond timefounders and trusted by Fortune 500 enterprises,Kai is building a future where security has nocategories, no silos, and nohumanspeed bottlenecks.TheKaiAgentic AI Platformreplaces fragmented, human-limited workflows with agentic AI systems that continuously contextualize, assess, reason,and execute security work atmachine speed-makinghuman defenders, superhuman.

Why Join Kai

• Well-funded: With $125M raised, we have the capital, runway, and resolve to rebuild cybersecurity from first principles.
• Proven: We've earned the trust of Fortune 500 and Global 1000 companies, and we're just getting started. Their confidence in Kai reflects what we've built: an AI-powered cybersecurity platform that performs at the scale and speed the enterprise demands.
• Experienced founders: Our founding team consists of second-time entrepreneurs, each with over 20 years of experience in the cybersecurity industry. Their proven expertise and vision drive our ambitious goals.
• World-class leadership team: Our Heads of AI, Engineering, and Product bring extensive experience from some of the world’s most influential companies, ensuring top-tier mentorship, direction, and vision.
• Frontier AI Applied Research Team: Our researchers operate at the leading edge of agentic AI systems, translating breakthrough capabilities into real-world cybersecurity applications.
• Generous compensation: We offer highly competitive salaries, equity options, and a supportive work environment. Your contributions will be valued and rewarded as we grow together.

About The Role

We’re looking for a Technical Alliances Manager to build Kai’s technology partner ecosystem from the ground up. You won’t inherit a mature partner program; you’ll build it. You’ll structure and close strategic partnerships, scope and drive integrations with our engineering team, and turn partner capabilities into real value for Kai customers.

This is a hands-on, builder role that blends technical depth with business development, from scoping integrations with partner engineers to negotiating co-sell agreements.

What You’ll Do

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

What You’ll Bring

• 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. You can’t just speak the business language; you earn trust in the room with engineers and product teams.
• 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

Nice to Have

• Experience with security ecosystems (SIEM, SOAR, cloud providers, EDR, identity) is a strong plus.
• Prior experience at a high-growth security startup is a significant advantage.

Kai is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.

By submitting your application, you acknowledge that Kai will process your personal data in accordance with Kai's Privacy Policy.

This role requires working onsite five days per week at our San Jose, CA office.

Are you legally authorized to work in the United States?

Will you now or in the future require sponsorship for employment (e.g., visa sponsorship such as H-1B)?