Technical Alliances Manager

Airlock Digital•San Francisco, CO

6d•$144,000 - $180,000•Remote

About The Position

Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware. With rapid growth across Australia, North America, and EMEA. We are committed to our core values, respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity. The Technical Alliances Manager is responsible for globally developing and expanding strategic technology partnerships, driving new lines of business through OEM agreements, integrations, hyperscaler marketplaces, and other technical collaborations. This role works closely with internal stakeholders (engineering, product, sales, and marketing) and external partners to drive technical partnerships, joint go-to-market (GTM) initiatives, and interoperability efforts. The Technical Alliances Manager plays a key role in executing the vision of the Global Head of Partnerships & Alliances on a regional basis, ensuring strong partner engagement, technology adoption, and business growth. A successful candidate will have experience in cybersecurity technology partnerships, OEM business development, and technical go-to-market execution.

Requirements

7+ years of experience in technical alliances, business development, or OEM partnership management within the cybersecurity or SaaS industry.
Proven ability to develop and execute strategic technology partnerships that drive revenue and market expansion.
Strong understanding of cybersecurity ecosystems, technical integrations, and enterprise security architectures.
Ability to collaborate with engineering, product, and sales teams to develop and execute joint go-to-market strategies.
Experience managing OEM agreements, API integrations, and technical sales enablement.
Excellent communication, presentation and negotiation skills to influence both internal and external stakeholders at all levels.
Data-driven mindset with the ability to track and measure partnership impact and business growth.
Bachelor's degree in business, technology, or a related field.

Responsibilities

Identify, develop, and manage technology alliances and OEM partnerships to drive business expansion.
Work with product and engineering teams to define technical integration strategies and ensure seamless interoperability with partner solutions.
Execute joint go-to-market initiatives, working closely with sales and marketing teams to drive partner adoption and revenue growth.
Support technical co-selling efforts, ensuring partner solutions align with customer security needs and industry demands.
Manage regional execution of global partnership strategies, ensuring consistency and alignment with corporate objectives.
Develop and maintain partner enablement materials, sales training content, and technical documentation to support partner adoption.
Track and report on key performance indicators (KPIs) for partner-driven pipeline growth, solution adoption, and market impact.
Work with channel and field sales teams to integrate technical alliance-driven solutions into broader sales motions.
Represent Airlock Digital at partner events, cybersecurity conferences, partner activities and industry forums to strengthen partner relationships and market presence.
Gather voice-of-partner feedback to inform future product development and innovation strategies.
Develop and deliver executive-level presentations for enablement and business insights.