Director of Alliances

Zafran Security

About The Position

Zafran is looking for a Director of Alliances to build and own the company's alliances strategy from scratch. This role will focus on Global Systems Integrators (GSIs), cloud partners (CSPs), and technology partners (ISVs). The Director will design programs, negotiate frameworks, and initially manage the alliance motion themselves before scaling the team. The goal is to make partnerships a significant revenue channel by working closely with Sales, Marketing, and Product teams.

Requirements

8+ years in partnerships, alliances, or channel roles in cybersecurity or enterprise SaaS, with experience building a program.
Deep expertise in one alliance motion: GSI, CSP, or ISV.
Proven track record driving measurable pipeline and revenue through partnerships.
Existing relationships across GSIs, technology platforms, MSSPs/VARs, and cloud marketplaces.
Commercial instincts to structure partner agreements and co-sell frameworks from scratch.
0-to-1 builder mentality.
Strong cross-functional collaborator.
Comfortable with Salesforce/PRM tooling.
Willingness to travel.

Responsibilities

Lead Zafran's GSI strategy, building relationships with practice leads at major firms and converting them into co-sell pipeline.
Extend the alliances strategy to cloud partners (AWS/Azure/GCP) and ISVs, with clear pipeline targets for each.
Own the alliances function end to end and build the case for specialist hires as the function scales.
Embed alliances into the sales motion and build co-marketing and enablement programs with Marketing and Sales.
Own partner performance reporting and represent Zafran at partner and industry events.