Director, Technology Alliances

Britive

Director of Technology Alliances driving revenue by building partnerships across the identity and security landscape. Leading go-to-market strategies with technology vendors for Britive’s PAM platform.

Posted 7/10/2026full-timeRemote • 🇺🇸 United StatesLead💰 $140,000 - $180,000 per yearWebsite

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Maintain a prioritized view of the identity and security technology landscape and identify which vendors represent the highest-value alliance opportunities for Britive.
Score and rank prospective partners against clear commercial criteria.
Say no to partnerships that lack a credible path to revenue.
For each prioritized partner, define and document the value proposition.
Author the business requirements for how the two platforms should integrate.
Define the monetization model for each partnership and the commercial terms needed to make it work for both parties.
Negotiate and close partnership agreements, working with legal and finance as needed.
Translate signed partnerships into active go-to-market programs.
Partner with sales leadership to build pipeline generation motions with alliance partners.
Represent Britive at partner and industry events, and build/maintain executive relationships with key alliance contacts.
Act as the primary interface between Britive and partner alliance, product, and BD teams.
Brief product and engineering leadership on partner-driven integration requirements.

Requirements

What you’ll need

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%).

Benefits

Comp & perks

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
Team socials + Offsites

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Business DevelopmentPartnership EvaluationIntegration Requirements DefinitionSolution DesignCommercial Criteria Scoring

Soft Skills

Excellent Communication SkillsRelationship BuildingNegotiation Skills