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Operant AI · 2 months ago

Director of Strategic Alliances

San Francisco, CA

Full-time

Onsite

Director/Executive

10+ years exp

Operant AI is seeking a results-oriented Director of Strategic Alliances to join their GTM team, focusing on building and scaling strategic technology partnerships and ecosystem alliances. The role involves negotiating complex alliance agreements, enabling technology integration, and collaborating cross-functionally to drive alliance performance and growth.

Cloud Data ServicesCloud SecurityCyber SecurityNetwork SecuritySoftware

Responsibilities

Build and execute a comprehensive strategic alliance strategy spanning technology partnerships, ecosystem integrations, and co-innovation programs with top-tier hyperscalers (AWS, Azure, GCP), AI platform providers (Anthropic, OpenAI, Hugging Face), and cloud-native leaders

Identify, evaluate, and prioritize strategic alliance opportunities that accelerate market expansion, enhance product capabilities, and create differentiated customer value

Negotiate and structure complex alliance agreements including technology partnerships, joint development agreements, co-marketing arrangements, and revenue-sharing models

Develop and manage alliance roadmaps, business plans, and success metrics across the portfolio of strategic partnerships

Work closely with engineering, product, and technical teams to define and execute technical integration roadmaps with strategic partners, ensuring seamless product interoperability and joint solution development

Champion co-innovation initiatives that combine Operant's 3D AI and MCP security capabilities with partner technologies to create industry-leading solutions for AI security, cloud-native protection, and application defense

Establish technical advisory boards and joint engineering councils with key alliance partners to align product roadmaps and identify mutual innovation opportunities

Partner with sales, channel partnerships, marketing, product, and engineering teams to align strategic alliance efforts with overall company objectives and ensure alliance value realization

Provide insights and feedback to engineering, product and marketing teams to enhance product offerings, integrations, and joint value propositions

Represent Operant at key industry events, partner executive briefings, technology summits, and alliance advisory councils

Enable the field sales and channel teams with alliance-related content, joint solution positioning, and competitive intelligence

Track and analyze alliance metrics including joint pipeline generation, co-selling wins, technical integration adoption, and ecosystem influence

Prepare and present regular strategic alliance reports and business reviews to the executive team and board of directors

Utilize data-driven insights to continuously improve alliance strategies, identify expansion opportunities, and optimize partner investments

Cultivate C-level and VP-level relationships at strategic partner organizations, serving as an executive sponsor for alliance programs and strategic initiatives

Navigate complex partner organizations to identify and engage key decision-makers and influencers across business development, product, engineering, and go-to-market functions

Build trust and credibility by demonstrating deep understanding of partner business models, strategic priorities, and market challenges

As the company grows, recruit, train, and mentor alliance managers and partner engineers to support expanding portfolio of strategic partnerships

Establish alliance management frameworks, playbooks, and best practices to ensure consistent execution and partner experience

Foster a collaborative, innovative, and results-oriented alliance culture aligned with Operant's values and mission

Qualification

Strategic alliancesCybersecurity experienceCloud computingAI/MLKubernetesBusiness developmentNegotiation skillsRelationship buildingStartup experienceCommunication skillsTeam mentoring

Required

10+ years of experience in strategic alliances, corporate development, business development, or partnerships with growing responsibility in technology companies, with a strong track record of success in building and scaling strategic alliance programs

Cybersecurity experience required

Proven track record of structuring and closing complex strategic alliance deals with top-tier technology companies (hyperscalers, AI platforms, security vendors, or enterprise software companies)

Hands-on experience interacting with partner portals, marketplace setups, and working with product and engineering to prioritize and meet partner needs for presence on strategic marketplaces

Personal experience negotiating multi-faceted alliance agreements including technology partnerships, joint development programs, and go-to-market collaborations, with a proven track record of driving measurable business outcomes through strategic partnerships

Exceptionally strong technical acumen in cloud computing, AI/ML, Kubernetes, and cybersecurity with the ability to engage credibly with technical executives and engineering leaders on complex integration and product strategy topics

Deep understanding of alliance business models, partnership economics, and ecosystem dynamics in the cloud-native and AI security markets

Outstanding relationship-building and executive presence with the ability to cultivate trust and influence at the C-level and VP-level across partner organizations

Exceptional written and spoken communication skills with impeccable judgment and the ability to navigate complex organizational dynamics while advancing Operant's strategic interests

Strategic mindset combined with hands-on execution mentality - able to think big picture while rolling up sleeves to drive alliance programs forward

Experience working in a fast-paced startup environment with the agility to adapt to rapidly changing market conditions and partner priorities

Open, curious and receptive to new ideas and creative approaches to alliance building

Willing to mentor and develop team members as the alliance function grows