Technical Alliances Manager

Summary

Join Veza as a dynamic and strategic individual to develop and lead its Tech Alliances program. You will be responsible for building and scaling strategic partnerships with AWS and top-tier ISVs, developing joint solutions, and driving mutual success. This role requires developing a comprehensive Cloud Service Provider and Tech Alliances program, managing the AWS partnership, recruiting and onboarding ISV partners, co-developing joint solution offerings, enabling sales and go-to-market execution, driving partner-sourced pipeline, and developing technical integrations. The ideal candidate possesses extensive experience in tech alliances, partnerships, or business development within the B2B SaaS space, a proven track record of success, and strong strategic thinking, relationship management, and collaboration skills. Veza offers a competitive benefits package including equity, in addition to base pay.

Requirements

• Minimum 8+ years of experience in tech alliances, partnerships, or business development within the B2B SaaS space
• Proven success in building and scaling ISV partnerships, ideally in the cybersecurity or data management industries
• Ability to develop and execute strategic partnership plans with measurable outcomes
• Strong relationship-building and negotiation skills, with a history of working with executive stakeholders
• Understanding of technical integrations and ability to work closely with technical teams
• Experience working cross-functionally with sales, marketing, and product teams to drive joint initiatives
• Bachelor’s degree required

Responsibilities

• Develop and implement a comprehensive Cloud Service Provider and Tech Alliances program targeting AWS and ISV vendor partnerships
• Create scalable frameworks for partner engagement, enablement, and success
• Develop and execute on joint plan, including pipeline and bookings targets
• Drive-co-sell GTM motion
• Identify, recruit, and onboard key ISV partners to drive mutual business value
• Build strong relationships with ISV partner executives and key stakeholders
• Collaborate with ISV partners to create joint solution briefs, collateral, and value propositions
• Ensure alignment between product roadmaps and joint solution goals
• Train and enable both Veza and ISV sales teams on joint solution offerings
• Drive joint go-to-market initiatives and campaigns
• Establish and execute strategies to generate ISV-sourced sales pipeline
• Measure, report, and optimize partner-sourced revenue contributions
• Collaborate with technical teams to build and maintain integrations with key ISV ecosystems
• Ensure seamless technical alignment between Veza and ISV products

Preferred Qualifications

Advanced degree

Benefits

• Equity
• Competitive benefits package