Technology Partnership Manager

Filigran

2d•Remote

About The Position

Filigran is seeking a Technical Alliance Manager (TAM) to own and scale its technology partner ecosystem end-to-end. This role involves identifying strategic software vendors, negotiating technical alliances, and driving the delivery of connectors that integrate with Filigran's solutions (OpenCTI, OpenAEV, and XTM One). The TAM will act as a bridge between business development and technical program management, working at the intersection of Revenue, Product/Engineering, Marketing, and external vendor partners to translate commercial needs into a prioritized roadmap of integrations.

Requirements

5+ years in technical alliances, partner engineering, sales engineering, or channel/BD roles ideally in cybersecurity, SaaS, or open-source ecosystems.
Demonstrated ability to manage technical integration projects with external vendors (APIs, SDKs, data models).
Comfortable reading/scoping technical requirements (connector specs, API docs) without being a full-time developer.
Strong commercial instincts: able to prioritize based on revenue impact.
Excellent cross-functional program management able to align Sales, Product, Engineering, and external partners toward shared deadlines.
Fluent English.

Nice To Haves

STIX/TAXII knowledge is a strong plus.
Some hands-on scripting (Python) helpful.
Experience with the cybersecurity vendor landscape (SIEM, SOAR, EDR/XDR, CTI, exposure management) strongly preferred.
Additional languages a plus given Filigran's global partner base.

Responsibilities

Build and maintain a strategic map of technology partners relevant to OpenCTI, OpenAEV, and XTM One.
Own the end-to-end lifecycle of technical alliances: outreach, technical scoping, partnership agreements (co-marketing, co-sell, OEM/embedded, joint connector development), and ongoing relationship management.
Act as the primary liaison between Revenue/Solution Engineering and partner engineering teams to translate active deal requirements into connector specifications.
Maintain a prioritized, transparent connector backlog tied to pipeline value, renewal risk, and strategic accounts.
Drive partners and internal engineering to deliver connectors on committed timelines, unblocking active opportunities tied to committed or forecasted revenue.
Ensure connectors meet Filigran's quality bar (STIX compliance, documentation, XTM Hub listing, support commitments) before go-live.
Package technical alliances into sellable value propositions: joint solution briefs, battlecards, and reference architectures for Sales and Solution Engineering.
Support pre-sales and Solution Engineering with partner-related technical objections and integration proof-points during the sales cycle.
Negotiate co-marketing and co-sell terms with partners to generate sourced/influenced pipeline.
Track and report on ecosystem health: number of active partners, connectors in development vs. shipped, cycle time, and pipeline impact.
Present quarterly ecosystem business reviews to Revenue and Product leadership.
Maintain accurate records in CRM/partner systems (HubSpot/Planhat) linking connectors to opportunities and accounts.