Director, Technology Alliances

About Britive

Britive is the cloud-native Privileged Access Management (PAM) platform built to secure human, machine, and agentic identities across multi-cloud and hybrid environments. Founded on a Zero Standing Privileges (ZSP) model, Britive replaces static, standing entitlements with just-in-time, ephemeral access — closing off the identity attack surface that traditional PAM and IAM tools leave exposed. Recognized as an architect of Third-Gen PAM, Britive is API-first and built to serve as the identity security control plane for modern, cloud-first enterprises.

Role Summary

Britive is hiring a Director, Technology Alliances to build and lead our technology partner ecosystem across the identity and security landscape. This is a revenue-focused role: the mandate is to identify, prioritize, and build partnerships with technology vendors (IAM, IGA, SIEM/SOAR, cloud security, DevOps/CI-CD, ITSM, and adjacent categories) whose customer bases, integrations, and go-to-market motions can generate measurable pipeline and revenue for Britive — not partnerships that are simply interesting from a technology standpoint.

The ideal candidate brings deep, credible knowledge of the identity and security technology landscape and an established network of relationships with alliance, product, and BD leaders at relevant vendors. They will independently evaluate partnership opportunities against commercial criteria, build the business case and integration requirements for the partnerships worth pursuing, and work cross-functionally with product, engineering, marketing, and sales to bring those partnerships to market.

Key Responsibilities

Partnership Strategy & Prioritization

• Maintain a prioritized view of the identity and security technology landscape (IAM/IGA, PAM, SIEM/SOAR, CSPM/CNAPP, ITSM, DevOps/CI-CD, cloud service providers) and identify which vendors represent the highest-value alliance opportunities for Britive.
• Score and rank prospective partners against clear commercial criteria — overlapping customer base, co-sell motion, deal size influence, and pipeline/revenue potential — rather than technical novelty alone.
• Say no to partnerships that lack a credible path to revenue, even when they are technically compelling, and be able to articulate why.

Deal Development & Business Casing

• For each prioritized partner, define and document the value proposition: what joint problem is solved, why customers would buy the combined solution, and how the partnership differentiates Britive competitively.
• Author the business requirements for how the two platforms should integrate — use cases, API/data touchpoints, deployment model, and shared customer workflows — in partnership with product and engineering.
• Define the monetization model for each partnership (co-sell, referral, OEM/embed, marketplace, technology royalty, etc.) and the commercial terms needed to make it work for both parties.
• Negotiate and