VP, Alliances

About SecurityScorecard

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. 

Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.”  SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

About the Role

The Vice President of Alliances will report to the Chief Sales Officer and will develop and execute strategic alliance go-to-market plans. The role will focus on revenue-driving initiatives, evangelizing SecurityScorecard’s value proposition among strategic partners and building technical plans with measures of success. The Vice President of Alliances will drive revenue through partnerships with key strategic alliances by creating new and innovative revenue streams, and to help structure strategic technical deals.

You must have unique mastery and industry recognized expertise on relevant subject matter including business processes, KPIs, standards, technologies, value chains, and/or integrations. You will contribute to the development of innovative principles, ideas and provide cutting-edge solutions for strategic alliances. Success in this role will require you to routinely exercise independent judgment in developing methods, techniques and criteria for achieving objectives as well as develop and propose technical alignment strategies and directions.

Cross-functional stakeholders will include sales, product, engineering, marketing, and operations.

The ideal candidate will be extremely organized and convey a sense of urgency.  You must have demonstrated the ability to use creative and clever approaches to secure multiple complex lucrative partnerships. You will have had significant demonstrable success building and architecting solutions for technology alliances. This role is highly visible inside the organization.  

Key Responsibilities

• Develop and execute strategic technical plans to drive alliance portfolio business, including the technical architecture and design of unified solutions.
• Act as executive champion for partner integrations within Alliance opportunities.
• Communicate value of initiatives and deal pipeline to executives through dashboards and metrics
• Lead the evangelism of SecurityScorecard’s offering with C-suite and senior executives from partner organizations to drive technology adoption through agreed roadmap and achievements
• Thoroughly understand the current SecurityScorecard product and GTM roadmap and how this affects deliverables for Alliance-requested technical requirements.
• Evaluate, structure and negotiate deals with selected alliance partners
• Serve as a trusted advisor internally and within the alliance ecosystem
• Design go to market value propositions that serve the interest of SecurityScorecard and alliance organization strengths
• Serve as trusted advisor externally as the strategic voice for SecurityScorecard within alliance and complex customer conversations
• Represent SecurityScorecard at conferences as security evangelist, potentially serving as a speaker or panelist

Qualifications:

• 10+ years experience successfully securing and supporting deals with SaaS alliance partners
• Ability to deliver a compelling solution overview and demonstration
• Possesses in-depth technical knowledge in one or more domains relevant to security, and creating innovative solution architectures.
• Demonstrated capability within technical disciplines such as solutions architecture and/or sales engineering
• Track record of achievement against targets
• Bachelor’s degree required
• Global Alliances experience in a cybersecurity company 

Benefits

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