VP, Strategic Alliances & Partnerships

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

SecurityScorecard is looking for a revenue-driving alliances leader to own and scale our OEM data licensing, GSI solution partnerships, and AWS Marketplace co-sell motions. This is not a marketing or channel role, this is a quota-carrying ecosystem revenue function that sits at the center of SSC’s indirect growth strategy. Your mission is simple: Turn SSC’s third-party risk data into an embedded product partners can sell, build on, and monetize.

You will build and run a focused set of high-value partnerships across OEM data buyers, global system integrators, cybersecurity ISVs, and AWS. You will negotiate licensing models, activate partner field teams, sequence integrations (with light technical depth), and deliver partner-sourced ARR. You will work closely with Product, Architecture, and Sales to ensure partners can use SSC APIs, build integrations, and take joint solutions to market. You own the number, the GTM cadence, and the partner roadmap.

What You Will Own

OEM Data Licensing & Embedded Partnerships

• License SSC’s data (APIs, datasets, ratings) into partners like Snowflake, Tanium, cyber risk platforms, and ISVs
• Build monetizable OEM motions: embedded datasets, field-enrichment, partner-offer bundles
• Negotiate commercial terms and revenue models
• Identify new OEM use cases and create go-to-market playbooks

Global System Integrators

• Build GSI solutions around MAX/SCDR and data licensing
• Drive partner-sourced pipeline and co-sell programs
• Map SSC value to SI practice economics (billable hours, transformation programs, risk offerings)
• Build scalable industry plays with advisory teams

AWS Marketplace & Co-Sell

• Grow revenue through AWS Marketplace channel
• Engage AWS PDMs, ISV Accelerate, and Private Offers
• Develop joint solutions with AWS Security and TPRM teams
• Move SSC into top AWS program tiers (> $10M)

Integrations & Ecosystem Enablement

• Prioritize inbound partner integration requests
• Work with SSC architects to scope, demo, and support partner-built integrations
• Maintain the top 20–25 integrations that matter for ecosystem activation
• Ensure partners can build on SSC APIs (partner-first model)

Partner GTM Execution & Revenue Ownership

• Own a partner-sourced/influenced quota
• Run partner QBRs, forecasting, and accountability
• Ensure SSC is listed, discoverable, and transactable across partner marketplaces
• Drive disciplined partner pipeline, tracking, and reporting

Who You Are

• An alliances builder with OEM/data licensing experience.  You’ve sold or negotiated embedded data/API products
• Deep exposure to cybersecurity ISVs and security workflows (CrowdStrike, Wiz, Okta, ServiceNow, Tanium, Snowflake, Snyk, etc.)
• Hands-on with AWS co-sell and Marketplace
• Familiar with GSI monetization models and advisory-led offerings
• Able to operate with limited engineering resources and push partners to build
• Hunter mentality: you drive revenue and run deals down, not just manage relationships
• Communicates crisply with CEOs and partner execs
• Thrives in high-change, resource-constrained environments

Qualifications:

• 10+ years leading strategic alliances or technology partnerships within enterprise SaaS.
• Deep cybersecurity domain expertise required, including strong understanding of security operations, threat intelligence, vulnerability and risk management, and how enterprise security teams evaluate and buy solutions.
• Proven ability to develop and scale partnerships with GSIs, MSPs, MSSPs, cloud ecosystem providers, cybersecurity vendors, and ISVs.
• Demonstrated success driving partner influenced pipeline, shaping joint solutions, and executing complex alliances.
• Strong understanding of GSI operating models, partner practice structures, and joint GTM motions.
• Ability to balance technical fluency with commercial thinking and executive level communication.
• Experience influencing product and engineering priorities to support ecosystem growth.
• Highly organized with strong urgency, clear communication, and a builder mindset.
• Bachelor’s degree required.

Benefits:
Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!

The estimated total compensation range for this position is $300,000 - 350,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. 

SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. 

We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact [email protected].

Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law. 

SecurityScorecard does not accept unsolicited resumes from employment agencies.  Please note that we do not provide immigration sponsorship for this position.   #LI-DNI