Director, Strategic Alliances

About this position

ABOUT BLACK KITE

Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We give security and business leaders a continuous, outside-in view of their entire vendor ecosystem — translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence.

We go beyond open standards-based cyber ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party cyber risk management programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike.

WHY BLACK KITE

We're a fast-moving, high-impact team solving one of the most critical challenges in cybersecurity today. If you're looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you're in the right place.

ABOUT THE ROLE

We are seeking a high-energy and experienced Director of Strategic Alliances to lead and execute our technology partnership strategy. Reporting directly to the VP Global Partnerships, this role will initially operate as an individual contributor while rapidly building and managing a team of Alliances Development Representatives. The role will focus on building, managing, and accelerating a diverse portfolio of strategic technology alliances that drive significant partner-influenced revenue, unlock discrete revenue streams through these partnerships, and deliver mutual growth.

You will identify and develop high-impact joint Go-To-Market (GTM) plays, technical integrations, and co-selling/marketing initiatives with leading technology vendors that expand Black Kite’s ecosystem and accelerate market adoption.

The ideal candidate will have deep experience in technology alliances within cybersecurity/SaaS, a proven track record of driving meaningful GTM strategies, strong executive relationship management and team leadership skills.

KEY RESPONSIBILITIES:

• Alliance Strategy & Portfolio Leadership:
  Define and execute the overall technology alliances strategy. Identify, recruit, onboard, and manage a diverse portfolio of strategic technology partners across categories including Governance, Risk, and Compliance (GRC), Sec Ops (SIEM/XDR), Third-Party Risk Management (TPRM), Vendor Management Systems (VMS), Cloud Service Providers (CSPs), Automation, Supply Chain, Procurement Cloud Security, Identity, and Risk Intelligence platforms.
• Team Leadership & Development:
  Initially contribute as an individual performer while building, hiring, and managing a high-performing team of Alliances Development Representatives. Provide coaching, enablement, and leadership to scale support across a large number of technology partners.
• Joint GTM Development & Execution:
  Lead the identification and development of joint go-to-market plays, integrated solutions, co-selling programs, and new revenue streams (including discrete opportunities) that drive mutual growth and expand Black Kite’s market reach.
• Partner Development & Management:
  Build and deepen executive relationships with technology partners. Develop joint business plans (JBPs), align on success metrics, and expand sales opportunities through co-marketing, enablement, and field collaboration.
• Revenue Growth & Pipeline Management:
  Drive partner-sourced pipeline and revenue growth, including both influenced and discrete revenue streams. Build and manage comprehensive alliance plans, accurately forecast partner contributions, and achieve quarterly/annual targets for partner-influenced bookings and new revenue opportunities.
• Solution & Technical Alignment:
  Collaborate with partners to understand their business models and position Black Kite’s platform to enhance their offerings. Oversee technical integrations, joint solution development, and enablement programs that support new revenue creation.
• Cross-Functional Collaboration:
  
  Partner closely with Sales, SE, Product, Marketing, and Professional Services teams to ensure seamless alignment, field readiness, and customer success through alliances.
• Strategic Planning…