Manager, Technical Partnerships Business Development

Другое

• We are looking for a Manager, Business Development — Frontier Labs & Strategic Partnerships to support and expand strategic partnership opportunities at the intersection of enterprise software, AI, and endpoint management. In this role you will help manage relationships with AI model providers, technology partners, and adjacent ecosystem players; analyze and advance new partnership opportunities; support joint go-to-market initiatives; and contribute to partner-sourced growth opportunities. This is a mission-driven, customer-first role that calls for a strong background in business development or strategic partnerships, strong analytical and collaboration skills, and a passion for advancing Company’s mission to protect people, defend data, and secure systems.
• This position follows the Company’s hybrid schedule which currently requires employees to work in the office at one of the following locations a minimum of three days per week: Addison, TX; Bellevue, WA; Durham, NC; Emeryville, CA; or Reston, VA.
• Support and grow frontier AI partnerships: Build and manage relationships with AI model providers, AI-native startups, and emerging frontier labs. Support partnership efforts that position Company’s endpoint intelligence as a valuable enterprise data layer for AI agents, autonomous security workflows, and next-generation IT operations use cases.
• Evaluate and prioritize strategic opportunities: Conduct market research, partner landscaping, and opportunity analysis to identify high-potential AI, OEM, and adjacent ecosystem partnerships. Build quantitative models and business cases to help evaluate partner fit, commercial potential, customer impact, and strategic value.
• Develop joint solutions and GTM initiatives: Work closely with partners to define mutual goals and co-create joint solutions. Support go-to-market plans such as product integrations, co-marketing programs, co-sell motions, sales plays, and field enablement that generate pipeline and drive new revenue for both Company and its partners.
• Support OEM and technology partnership execution: Help identify, structure, and advance OEM or technology licensing opportunities that extend Company’s reach through third-party platforms, particularly across SIEM, SOAR, ITAM, ITSM, AI ops, and adjacent enterprise software categories.
• Cross-functional collaboration: Coordinate with internal teams — including Product, Engineering, Sales, Marketing, Legal, Finance, and Enablement — to ensure successful evaluation, development, launch, and ongoing support of partner initiatives.
• Champion partners internally: Serve as an advocate for strategic partners within Company. Educate and enable internal stakeholders on each partner’s value proposition, partnership goals, and how to leverage partnerships to better serve customers.
• Drive accountability and reporting: Track and analyze key partnership metrics, including partner-sourced pipeline, influenced revenue, integration adoption, partner engagement, and milestone progress. Use data-driven insights to refine partnership strategies and demonstrate the value of strategic partnerships.
• Support adjacency expansion and M&A exploration: Contribute to market landscaping across adjacent industries such as OT/ICS security, healthcare IT, industrial IoT, government technology, and AI infrastructure. Help build target lists, partner profiles, and early business cases for strategic integrations, partnerships, or potential acquisition opportunities.
• Strategy and industry engagement: Stay informed on AI, cybersecurity, enterprise software, and partner ecosystem trends. Represent Company and its strategic partnerships at industry events, partner meetings, webinars, or executive briefings as needed. Some travel may be required.
• Education: BA/BS degree or equivalent work experience; MBA or relevant advanced degree a plus.
• Experience: 5+ years of experience in business development, strategic partnerships, corporate development, strategy consulting, alliances, or a related role within the technology sector; enterprise software, SaaS, infrastructure, AI/ML, or cybersecurity experience preferred.
• Partnership & sales acumen: Experience supporting or managing technology partnerships end-to-end, from identifying and evaluating new opportunities to supporting joint sales motions, partner enablement, or GTM execution. Familiarity with co-selling models, OEM partnerships, technology integrations, and ecosystem program development is a plus.
• Strategic and analytical mindset: Ability to think strategically about mutual business opportunities while executing tactically. Comfortable using data, market research, and financial analysis to model opportunities, measure outcomes, and inform decision-making.
• AI and technology ecosystem fluency: Familiarity with AI/ML platform companies, frontier labs, AI-native startups, or enterprise AI workflows. Understanding of the enterprise security or IT operations landscape — including endpoint management, SIEM, SOAR, ITAM, XDR, or AI ops — is strongly preferred.
• Excellent communication & influence: Strong interpersonal and communication skills with the ability to collaborate across internal teams and engage credibly with external partner stakeholders. Able to clearly articulate Company’s value proposition and enthusiastically evangelize the Company message to partners and customers.
• Cross-functional collaboration skills: Proven ability to work across Product, Engineering, Sales, Marketing, Legal, Finance, and Enablement to drive alignment in a matrixed, fast-paced environment. Adept at building consensus and maintaining strong relationships with internal and external stakeholders.
• Drive and adaptability: A self-starter who thrives in a high-growth, rapidly evolving environment, capable of managing multiple initiatives and adapting quickly to change while maintaining focus on results.
• Values and culture match: High integrity, ethical judgment, and ownership mindset. Mission-driven and customer-first, with a collaborative “one team” approach aligned to Company’s values of doing the right thing, winning as a team, and pursuing excellence.
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• At Company, we are stewards of a culture that emphasizes the importance of collaboration, respect, and diversity. In our pursuit of revolutionizing the way some of the largest enterprises and governments in the world solve their most difficult IT challenges, we are strengthened by our unique perspectives and by our collective actions.    
• As a global organization with stakeholders around the world, it’s imperative that the diversity of our customers and communities is reflected internally in our team members. We strive to create a diverse and inclusive environment where everyone feels they have opportunities to succeed and grow because we know that only together can we do great things.  
• Our commitment to excellence and innovation has earned us a place on the Forbes Cloud 100 list for ten consecutive years, and we continue to be recognized worldwide as a great place to work. 
• Each of our team members has 5 days set aside as volunteer time off (VTO) to contribute to the communities they live in and give back to the causes they care about most.  
• The annual base salary range for this full-time position is $120,000 to $184,000. This range is an estimate for what Company will pay a new hire. The actual annual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience.
• In addition to an annual base salary, team members will receive equity awards and a generous benefits package consisting of medical, dental and vision plan, family planning benefits, health savings account, flexible spending account, transportation savings account, 401(k) retirement savings plan with company match, life, accident and disability coverage, business travel accident insurance, employee assistance programs, disability insurance, and other well-being benefits.
• Company is an Equal Opportunity and Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, gender identity, sexual orientation, disability, protected Veteran status, or other legally protected categories. If you require a reasonable accommodation in searching for a job opening, completing an application, interviewing, or completing any pre-employment testing or requirements, please contact  accommodations@Company.com. For more information refer to the “Know Your Rights” poster which is available here - .
• Please be aware of job offers coming from people claiming to be Company employees. Company employees will only use @Company.com email addresses to communicate with you, will have video interviews with you, and will never ask you for money.
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