Technical Alliances Manager

Kai•San Jose, CA

About The Position

Kai is seeking a Technical Alliances Manager to build its technology partner ecosystem from the ground up. This hands-on role combines technical integration work with business development. The manager will develop strategic partnerships, coordinate integration work with engineering, and translate partner capabilities into value for Kai customers. The role works across Kai’s product, engineering, sales, and marketing teams and partner organizations, aligning stakeholders and driving initiatives to completion without direct authority.

Requirements

At least 8 years of experience in technology alliances, partnerships, or business development within cybersecurity.
Technical credibility in security operations, exposure management, detection engineering, and remediation workflows, with the ability to earn trust from engineers and product teams.
Strong partnership and business development instincts, including the ability to structure mutually valuable alliances.
Comfort working with APIs, SDKs, and technical integration requirements.
Strong communication and operational skills, with the ability to influence without authority.
A startup mindset: comfort with ambiguity, ability to prioritize ruthlessly, and willingness to do hands-on work without a large team.

Nice To Haves

Experience with security ecosystems such as SIEM, SOAR, cloud providers, EDR, or identity.
Prior experience at a high-growth security startup.

Responsibilities

Build Kai’s technology alliances program by identifying, prioritizing, and signing strategic partners.
Structure partnerships that create mutual value, including joint go-to-market motions, co-sell agreements, integration partnerships, and technology certifications.
Negotiate partnership terms that work for both parties while protecting Kai’s interests.
Scope connector and integration requirements and work with Kai’s engineering team to deliver them.
Build trust through peer-level discussions with technical leaders, engineers, and product teams at partner companies.
Translate partner capabilities into meaningful value for Kai customers.
Coordinate across Kai’s product, engineering, sales, and marketing teams and partner organizations, aligning stakeholders and driving work to completion without direct authority.