Director, Alliances at SecurityScorecard UK Ltd

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Full Time

Start Date

Immediate

Expiry Date

20 Jun, 26

Salary

350000.0

Posted On

22 Mar, 26

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

OEM Data Licensing, GSI Partnerships, AWS Marketplace Co-Sell, Deal Execution, Negotiation, API Integration, Partner Roadmapping, Forecasting, GTM Strategy, Cybersecurity Domain Expertise, Risk Management, Sales, Strategic Alliances, SaaS Sales, Technical Fluency, Commercial Thinking

Industry

Data Security Software Products

Description

About SecurityScorecard: SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital. About the Role: SecurityScorecard is looking for a high-impact, individual-contributor dealmaker to own and scale our OEM data licensing, GSI solution partnerships, and AWS Marketplace co-sell motions. We are looking for a "Hunter" who excels at progressing and closing large, complex deals within the cybersecurity ecosystem. Whether your background is in Strategic Alliances or a pure Sales motion, your mission is the same: Turn SSC’s third-party risk data into a high-revenue embedded product that partners sell, build on, and monetize. You will be the primary driver behind high-value partnerships across OEM data buyers, global system integrators (GSIs), and cybersecurity ISVs. You will negotiate licensing models, activate partner field teams, and deliver partner-sourced ARR. You will work closely with Product, Architecture, and Sales to ensure partners can use SSC APIs, build integrations, and take joint solutions to market. You own the number, the deal cadence, and the partner roadmap. What You Will Own OEM Data Licensing & Deal Execution: Hunt and close data licensing deals (APIs, datasets, ratings) with partners like Snowflake, Tanium, and cyber risk platforms. Negotiate commercial terms and revenue-sharing models for embedded datasets and partner-offer bundles. GSI Partner Revenue: Build and execute GSI solutions around MAX/SCDR and data licensing. Drive partner-sourced pipeline by mapping SSC value to SI practice economics (billable hours, transformation programs, and risk offerings). AWS Marketplace Co-Sell: Grow revenue through the AWS Marketplace channel by engaging AWS PDMs and executing Private Offers. Move SSC into top AWS program tiers by hitting aggressive revenue milestones ($10M+). Ecosystem Activation: Prioritize inbound partner integration requests and work with SSC architects to support partner-built integrations. Maintain the top 20–25 integrations that are critical for ecosystem growth. Quota Accountability: Own a personal partner-sourced/influenced quota. Run partner QBRs and maintain disciplined forecasting, tracking, and reporting. Who You Are A Dealcloser: You have a proven track record of hunting and closing large, complex deals with GSIs, MSSPs, or OEMs. Ecosystem Savvy: You have deep exposure to cybersecurity ISVs and security workflows (CrowdStrike, Wiz, ServiceNow, Tanium, Snowflake, etc.). Hunter Mentality: You drive revenue and run deals down yourself; you are an executor who thrives in high-change, resource-constrained environments. Strategic Negotiator: You can navigate complex commercial terms and communicate crisply with C-suite executives and partner leadership. Qualifications 8+ years of experience in strategic alliances, technology partnerships, or complex enterprise sales within SaaS. Proven ability to close large deals and drive them to completion, specifically with GSIs, MSPs, MSSPs, or cloud providers. Deep cybersecurity domain expertise required (SecOps, Threat Intel, Vulnerability/Risk Management). Proven success driving partner-influenced pipeline and executing complex joint GTM motions. Strong understanding of GSI operating models and partner practice structures. Technical Fluency: Ability to balance technical discussions (APIs/Integrations) with commercial thinking. Benefits: Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more! The estimated total compensation range for this position is $300,000 - 350,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives . We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact talentacquisitionoperations@securityscorecard.io. Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law. SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI

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Responsibilities

This role involves owning and scaling OEM data licensing, GSI solution partnerships, and AWS Marketplace co-sell motions by acting as a dealmaker to turn third-party risk data into a high-revenue embedded product. Responsibilities include hunting and closing large, complex deals, negotiating commercial terms, activating partner field teams, and driving partner-sourced Annual Recurring Revenue (ARR).