Technical Alliances Director at Fortra

Job description

Whether you’re an experienced professional or just getting started, your contributions matter at Fortra. If you’re passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more! 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. WHAT YOU LL DO Alliance Strategy & Business Development 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. Partner Relationship Management 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. Joint Go-to-Market Execution 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. Product & Technology Alignment 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. Revenue & Pipeline Growth 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. QUALIFICATIONS Required 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. Preferred 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. Compensation: 180,000 USD - 190,000 USD At Fortra, we’re breaking the attack chain. Ready to join us? At Fortra, our compensation philosophy prioritizes fair market value and internal equity, aligning with your experience and specialized skill set. As a full-time, exempt employee at Fortra, you’ll enjoy a comprehensive benefits package that includes: Health, dental, and vision coverage as of hire Immediate enrollment in 401(k), HSA, and FSA plans Flexible PTO policy Tuition and personal enrichment reimbursement Option to enroll in ID Theft Protection Program At Fortra, work is only part of the story. Explore what Life at Fortra is all about, from perks that support holistic wellbeing to a culture that keeps you connected and empowered to make an impact beyond the job. Visit our website to learn more about why employees choose to work for Fortra. Remember to connect with us on LinkedIn. As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, veteran or disability status.

Requirements

Must-haves

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.
Partner Relationship Management
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.
Joint Go-to-Market Execution
Create and execute joint GTM plans with ecosystem partners.

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.
Compensation: 180,000 USD - 190,000 USD
At Fortra, we’re breaking the attack chain. Ready to join us?
At Fortra, our compensation philosophy prioritizes fair market value and internal equity, aligning with your experience and specialized skill set.
As a full-time, exempt employee at Fortra, you’ll enjoy a comprehensive benefits package that includes:
Flexible PTO policy
Tuition and personal enrichment reimbursement
Option to enroll in ID Theft Protection Program
At Fortra, work is only part of the story. Explore what Life at Fortra is all about, from perks that support holistic wellbeing to a culture that keeps you connected and empowered to make an impact beyond the job.

Application prep

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Keywords to mirror

Platform: workday
Effort: long

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto

Professional Development