Director of Strategic Technology Alliances and OEMs

Description

About Us

Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn’t just a necessary cost of doing business, but an integral driver of growth. With Panorays, our customers’ defenses are constantly evolving with their risk landscape, enabling companies to confidently scale with a solution that grows as they do. 

About the Role

The Director of Strategic Alliances & OEMs is a senior, quota‑carrying role responsible for building and scaling Panorays’ global technology partner ecosystem, including technology alliances and strategic OEMs.

You will craft our partner GTM strategy, develop joint value propositions, and orchestrate cross‑functional execution that accelerates Revenue, expands value, and embeds Panorays’ in complementary offerings across the risk management and cybersecurity landscape.

• Strategy & Program Design – Define the global alliances and OEMs strategy, segmentation, program tiers, incentives and success metrics that align with Panorays’ revenue goals and product roadmap.
• Strategic Alliances and OEMs Acquisition & Onboarding – Identify, recruit and negotiate agreements with strategic technology and alliances, design repeatable onboarding and enablement journeys that shorten time‑to‑value.
• Joint Go‑To‑Market Execution – Build business plans, co‑market, and co‑sell motions with Strategic Alliances and OEMs; oversee pipeline generation, forecast accuracy and deal governance.
• Solution Integration & Innovation – Champion deep technical integrations and OEM opportunities that embed and scale Panorays technology into partner platforms.
• Executive Relationship Management – Serve as the senior point of contact for senior management and key stakeholders in partner organizations; facilitate quarterly business reviews and executive briefings.
• Cross‑Functional Leadership – Collaborate with Sales, Marketing, Product, Engineering and Operations to deliver partner‑ready collateral, demos, and enablement; act as the "voice of partner" internally.
• Performance Management – Instrument dashboards, KPIs and OKRs to measure contribution to ARR, retention and expansion; continuously optimize program health and ROI.
• Thought Leadership & Evangelism – Represent Panorays at industry conferences, webinars and analyst briefings; amplify our alliance success stories through joint PR and content initiatives.

Experience & Skills

• 8+ years of experience in strategic alliances development within a B2B SaaS cybersecurity company, with a proven record of exceeding partner‑sourced revenue targets.
• Deep understanding of third‑party cyber risk, security ratings, attack‑surface management, cyber underwriting or adjacent GRC/IRM markets.
• Demonstrated success designing and operationalizing strategic partners' programs (contracts, incentives, MDF, certification, deal registration).
• Ability to craft and articulate compelling joint value propositions and negotiate complex commercial and technical agreements.
• Strong technical acumen—comfortable engaging with product managers, solutions architects and engineering teams on APIs and integrations.
• Exceptional executive presence, communication, and stakeholder‑management skills.
• Experience building global alliances;
• willingness to travel ~25%.

Nice to Have

• Existing network of GRC, threat‑intel, cloud‑marketplace, and consulting partners.
• Familiarity with OEM data licensing, white‑labeling, and embedded‑analytics business models.
• Prior success scaling an alliances function from early stage to millions of dollars.

About You

• Results-Oriented – You are driven by impact, consistently delivering measurable outcomes through strategic partnerships.
• Relationship Architect – You cultivate and maintain senior-level relationships that translate into long-term business value.
• Strategic Operator – You craft and execute partnership strategies that support long-term revenue growth and product alignment.
• Business-Savvy & Structured – You balance creativity with structure, always aligning your efforts with KPIs, timelines, and measurable impact.
• Technically Fluent Communicator – You’re comfortable discussing technical concepts and clearly communicating them to both engineers and executives.
• Energetic & Resilient – You demonstrate persistence, optimism, and drive, pushing forward through complexity and challenges.

For positions in New York City, we offer an OTE range of $220,000 - $250,000, plus equity, variable/incentive compensation, and benefits. We offer a competitive On-Target Earnings (OTE) incentive compensation structure for this position. Please note that the base salary range is a guideline, and individual total compensation will vary based on qualifications, skill level, competencies, and work location. Company benefits include health, dental, and vision insurance, 401(k), and paid leave.

Requirements

About Us

Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn’t just a necessary cost of doing business, but an integral driver of growth. With Panorays, our customers’ defenses are constantly evolving with their risk landscape, enabling companies to confidently scale with a solution that grows as they do. 

About You

• Results-Oriented – You are driven by impact, consistently delivering measurable outcomes through strategic partnerships.
• Relationship Architect – You cultivate and maintain senior-level relationships that translate into long-term business value.
• Strategic Operator – You craft and execute partnership strategies that support long-term revenue growth and product alignment.
• Business-Savvy & Structured – You balance creativity with structure, always aligning your efforts with KPIs, timelines, and measurable impact.
• Technically Fluent Communicator – You’re comfortable discussing technical concepts and clearly communicating them to both engineers and executives.
• Energetic & Resilient – You demonstrate persistence, optimism, and drive, pushing forward through complexity and challenges.

About the Role

The Director of Strategic Alliances & OEMs is a senior, quota‑carrying role responsible for building and scaling Panorays’ global technology partner ecosystem, including technology alliances and strategic OEMs.

You will craft our partner GTM strategy, develop joint value propositions, and orchestrate cross‑functional execution that accelerates Revenue, expands value, and embeds Panorays’ in complementary offerings across the risk management and cybersecurity landscape.

• Strategy & Program Design – Define the global alliances and OEMs strategy, segmentation, program tiers, incentives and success metrics that align with Panorays’ revenue goals and product roadmap.
• Strategic Alliances and OEMs Acquisition & Onboarding – Identify, recruit and negotiate agreements with strategic technology and alliances, design repeatable onboarding and enablement journeys that shorten time‑to‑value.
• Joint Go‑To‑Market Execution – Build business plans, co‑market, and co‑sell motions with Strategic Alliances and OEMs; oversee pipeline generation, forecast accuracy and deal governance.
• Solution Integration & Innovation – Champion deep technical integrations and OEM opportunities that embed and scale Panorays technology into partner platforms.
• Executive Relationship Management – Serve as the senior point of contact for senior management and key stakeholders in partner organizations; facilitate quarterly business reviews and executive briefings.
• Cross‑Functional Leadership – Collaborate with Sales, Marketing, Product, Engineering and Operations to deliver partner‑ready collateral, demos, and enablement; act as the "voice of partner" internally.
• Performance Management – Instrument dashboards, KPIs and OKRs to measure contribution to ARR, retention and expansion; continuously optimize program health and ROI.
• Thought Leadership & Evangelism – Represent Panorays at industry conferences, webinars and analyst briefings; amplify our alliance success stories through joint PR and content initiatives.

Experience & Skills

• 8+ years of experience in strategic alliances development within a B2B SaaS cybersecurity company, with a proven record of exceeding partner‑sourced revenue targets.
• Deep understanding of third‑party cyber risk, security ratings, attack‑surface management, cyber underwriting or adjacent GRC/IRM markets.
• Demonstrated success designing and operationalizing strategic partners' programs (contracts, incentives, MDF, certification, deal registration).
• Ability to craft and articulate compelling joint value propositions and negotiate complex commercial and technical agreements.
• Strong technical acumen—comfortable engaging with product managers, solutions architects and engineering teams on APIs and integrations.
• Exceptional executive presence, communication, and stakeholder‑management skills.
• Experience building global alliances;
• willingness to travel ~25%.

Nice to Have

• Existing network of GRC, threat‑intel, cloud‑marketplace, and consulting partners.
• Familiarity with OEM data licensing, white‑labeling, and embedded‑analytics business models.
• Prior success scaling an alliances function from early stage to millions of dollars.

Excerpt

The Director of Strategic Alliances & OEMs is a senior, quota‑carrying role responsible for building and scaling Panorays’ global technology partner ecosystem, including technology alliances and strategic OEMs.