Britive - Director, Technology Alliances

• Partnership Strategy & Prioritization • 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. • Strong working relationships with key alliance and BD leaders across the identity and security ecosystem.