Director of Alliances

Salt Security is the original API Security vendor pioneering the market as the first vendor in 2018. Since then we have exhibited hyper-growth in a number of customers, threats stopped, and revenue. We saw API security as the security battleground of the future years ago as APIs started to form the foundation of the application innovation needed to drive business success today. Across banks, retail and transportation, IoT, autonomous vehicles, and smart cities, every modern app depends on APIs. Attackers realize APIs are the conduits to all sorts of valuable data and services – within the year, APIs are predicted to be the number one application threat vector. Without secure APIs, businesses cannot rapidly innovate. Salt Security has delivered the only patented solution to discover all APIs and their exposed data, stop API attackers, and provide remediation details for dev teams to write more secure APIs.

At Salt, we’re passionate about what we do. We work as a team and embrace new ideas, wherever they come from. We also enjoy all the benefits of a startup environment, including quickly seeing the results of your work, making an outsized impact on our company, and solving diverse challenges.

Want to make a big difference? We encourage you to apply!

Position Overview

Salt Security is seeking a highly motivated and experienced Director of Alliances to drive our partnership strategy and expand our ecosystem of strategic alliances. The Director of Alliances will be responsible for identifying, developing, and managing relationships with key technology partners and system integrators. This role requires a strategic thinker with a deep understanding of the cybersecurity landscape and the ability to execute complex partnership agreements that drive revenue growth and enhance our market position.

Key Responsibilities

• Strategic Partnership Development:
• Identify and evaluate potential technology partners, and system integrators that align with Salt Security's strategic goals.
• Develop and execute a comprehensive partnership strategy that drives mutual value and accelerates market adoption of Salt Security solutions.
• Relationship Management:
• Establish and maintain strong relationships with key stakeholders at partner organizations.
• Serve as the primary point of contact for all alliance-related activities, ensuring effective communication and collaboration.
• Go-to-Market Initiatives:
• Collaborate with cross-functional teams, including sales, marketing, product management, and engineering, to develop joint go-to-market plans with partners.
• Drive co-marketing and co-selling activities to maximize the impact of partnerships and generate leads.
• Performance Management:
• Set clear objectives and performance metrics for each partnership.
• Monitor and report on the performance of alliances, providing regular updates to senior management.
• Contract Negotiation:
• Lead negotiations for partnership agreements, ensuring favorable terms and conditions that align with Salt Security's business objectives.
• Manage the legal and financial aspects of partnership contracts, in collaboration with the legal and finance teams.

Qualifications

• Bachelor's degree in Business, Marketing, or a related field; MBA or equivalent advanced degree preferred.
• 8+ years of experience in business development, alliances, or partnership management, preferably in the cybersecurity or technology industry.
• Proven track record of successfully developing and managing strategic partnerships that drive revenue growth.
• Strong understanding of the cybersecurity landscape and preferably the API security market.
• Excellent negotiation, communication, and interpersonal skills.
• Ability to think strategically and execute tactically.
• Demonstrated ability to work collaboratively across different functions and with external partners.
• Strong analytical skills and the ability to leverage data to drive decision-making.