Technical Alliances Director

Fortra•US-VIRGINIA, VA

2d•$180,000 - $190,000

About The Position

The Technology Alliances Manager is responsible for developing and executing strategic partnerships with cybersecurity technology vendors, cloud providers, platform companies, and ecosystem partners. This role drives joint go-to-market initiatives, solution integrations, partner enablement, and revenue growth through alliances that strengthen the company's cybersecurity market position. The ideal candidate combines cybersecurity industry expertise, alliance management experience, business development skills, and executive relationship management to create mutually beneficial partnerships that accelerate customer acquisition and market expansion. This position works cross-functionally with Sales, Marketing, Product Management, Engineering, Channel, and Executive Leadership teams to build scalable alliance programs that deliver measurable business outcomes to increase revenue.

Requirements

Bachelor's degree in Business, Technology, Cybersecurity, or related field.
8–15 years of experience in technology alliances, business development, channel leadership, or strategic partnerships.
Experience within the cybersecurity industry.
Proven track record building and scaling strategic technology partnerships.
Experience developing joint GTM programs and driving measurable revenue outcomes.
Strong executive presence and relationship management skills.

Nice To Haves

Experience working for a cybersecurity vendor, cloud provider, GSI, or SaaS company.
Familiarity with data security, identity security, cloud security, threat detection, vulnerability management, or offensive security.
Understanding of cybersecurity ecosystems and alliance frameworks.
Experience negotiating partnership agreements and managing executive sponsorship.

Responsibilities

Develop and execute a cybersecurity technology alliance strategy aligned with corporate growth objectives.
Define the basis for Fortra's multi-year technology ecosystem strategy, shaping corporate partnership priorities based on product, market, partner, and customer trends.
Identify, evaluate, and prioritize strategic technology partners including cloud providers, security vendors, and platform companies.
Build business cases for new partnership opportunities and present recommendations to executive leadership.
Negotiate partnership agreements, joint business plans, and strategic initiatives.
Establish and maintain executive-level relationships with alliance partners.
Serve as the primary liaison between internal stakeholders and partner organizations.
Conduct quarterly business reviews and executive alignment meetings.
Manage alliance performance against revenue, pipeline, and strategic objectives.
Create and execute joint GTM plans with ecosystem partners.
Drive partner-led demand generation, co-marketing campaigns, and sales plays.
Coordinate partner enablement activities including training, certifications, and field engagement.
Facilitate joint customer engagements and strategic account planning.
Collaborate with Product Management and Engineering teams on integrations and technical partnerships.
Identify opportunities for solution interoperability and marketplace inclusion.
Gather market intelligence and partner feedback to influence product strategy.
Support technology validation, reference architectures, and solution positioning.
Drive alliance-sourced and alliance-influenced pipeline development.
Work with sales teams to identify, qualify, and close strategic opportunities.
Track partnership performance through KPIs and executive reporting.
Develop scalable motions that accelerate growth through technology partnerships.