Director, Alliances

About Security Scorecard

Security Scorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, Security Scorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting;

making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint.

Headquartered in New York City, our culture has been recognised by Inc Magazine as a "Best Workplace," by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS start‑ups in New York for two years in a row. Most recently, Security Scorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognising "forward‑thinking employers for their unwavering commitment to employee engagement."

Security Scorecard is proud to be funded by world‑class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

Security Scorecard is looking for a high‑impact, individual‑contributor deal‑maker to own and scale our OEM data licensing, GSI solution partnerships, and AWS Marketplace co‑sell motions. We are looking for a Hunter who excels at progressing and closing large, complex deals within the cybersecurity ecosystem. Whether your background is in Strategic Alliances or a pure Sales motion, your mission is the same:
Turn SSC’s third‑party risk data into a high‑revenue embedded product that partners sell, build on, and monetise.

You will be the primary driver behind high‑value partnerships across OEM data buyers, global system integrators (GSIs), and cybersecurity ISVs. You will negotiate licensing models, activate partner field teams, and deliver partner‑sourced ARR. You will work closely with Product, Architecture, and Sales to ensure partners can use SSC APIs, build integrations, and take joint solutions to market. You own the number, the deal cadence, and the partner roadmap.

• OEM Data Licensing & Deal Execution: Hunt and close data licensing deals (APIs, datasets, ratings) with partners like Snowflake, Tanium, and cyber risk platforms. Negotiate commercial terms and revenue‑sharing models for embedded datasets and partner‑offer bundles.
• GSI Partner Revenue: Build and execute GSI solutions around MAX/SCDR and data licensing. Drive partner‑sourced pipeline by mapping SSC value to SI practice economics (billable hours, transformation programmes and risk offerings).
• AWS Marketplace Co‑Sell: Grow revenue through the AWS Marketplace channel by engaging AWS PDMs and executing Private Offers. Move SSC into top AWS programme tiers by hitting aggressive revenue milestones ($10M+).
• Ecosystem Activation: Prioritise inbound partner integration requests and work with SSC architects to support partner‑built integrations. Maintain the top 20–25 integrations that are critical for ecosystem growth.
• Quota Accountability: Own a personal partner‑sourced/influenced quota. Run partner QBRs and maintain disciplined forecasting, tracking and reporting.

• A Deal closer: You have a proven track record of hunting and closing large, complex deals with GSIs, MSSPs, or OEMs.
• Ecosystem Savvy: You have deep exposure to cybersecurity ISVs and security workflows (Crowd Strike, Wiz, Service Now, Tanium, Snowflake, etc.).
• Hunter Mentality: You drive revenue and run deals down yourself; you are an executor who thrives in high‑change, resource‑constrained environments.
• Strategic Negotiator: You can navigate complex commercial terms and communicate crisply with C‑suite executives and partner leadership.

• 8+ years of experience in strategic alliances, technology partnerships or complex enterprise sales within SaaS.
• Proven ability to close large deals and drive them to completion, specifically with GSIs, MSPs, MSSPs or cloud providers.
• Deep…