Director of Technology Alliances

Gray Swan

. Define Gray Swan's OEM strategy and target platforms, model providers, security vendors, and SaaS companies .

Posted 10/31/2026full-timeRemote • United StatesLead💰 $180,000 - $200,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in defining and executing OEM strategies, building partnerships, and negotiating complex agreements within the cybersecurity and cloud infrastructure sectors. Proven ability to collaborate across teams and manage partner-driven revenue growth effectively.

Highest-signal resume keywords

OEM Strategy DevelopmentPartnership NegotiationHyperscaler ExperienceCybersecurity KnowledgeRevenue Impact Analysis

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

OEM AgreementsEmbedded SolutionsMarketplace ListingsAPIsSDKsBusiness DevelopmentPartner EnablementCo-MarketingPipeline DevelopmentRevenue Share Models

Soft Skills

Relationship BuildingCollaborationNegotiationCommunicationProblem Solving

Tools & Technologies

AWSMicrosoft AzureGoogle Cloud Platform

Industry Keywords

CybersecurityCloud InfrastructureEnterprise SoftwareOEM PartnershipsAI SecurityHigh-Growth CompaniesSaaS CompaniesLegal ComplianceIntegration ScopePartner Programs

Tech Stack

Tools & technologies

AWSAzureCloudCyber SecurityGoogle Cloud Platform

About the role

Key responsibilities & impact

Define Gray Swan's OEM strategy and target platforms, model providers, security vendors, and SaaS companies
Build target lists, business cases, and pipeline for OEM partnerships
Lead negotiations involving licensing models, white-label and embedded terms, revenue share, minimum commitments, SLAs, and support obligations
Partner with Legal and Finance on deal structure and Product and Engineering on integration scope
Build executive and field-level relationships across AWS, Microsoft Azure, and Google Cloud Platform
Lead marketplace listings, co-sell programs, private offers, and committed-spend alignment
Develop joint solution briefs, partner enablement, field alignment, co-marketing, and shared account planning
Ensure partner sellers know when and how to bring Gray Swan into opportunities
Feed partner and integration requirements into the product roadmap
Work with Engineering on APIs, SDKs, and deployment models for embedding Gray Swan
Define and report on partner-sourced and partner-influenced pipeline, OEM ARR, marketplace revenue, time-to-first-deal, and partner productivity
Help build the broader partner program covering resellers, MSSPs, and technology alliances
Collaborate with founders, Product, Engineering, Research, Legal, and Marketing teams

Requirements

What you’ll need

8+ years in partnerships, alliances, or business development in cybersecurity, cloud infrastructure, or enterprise software, including direct ownership of partner-driven revenue
Track record of sourcing, negotiating, and closing successful OEM, embedded, or white-label agreements, with deals describable in terms of structure, size, and revenue impact
Hands-on experience with at least one hyperscaler (AWS, Microsoft, or Google Cloud), including marketplace listings, co-sell programs, or private offers
Existing network at the hyperscalers and at security or platform vendors
Comfort with technical products, including explaining APIs, integrations, and deployment models to engineers and business leaders
Experience operating in an early-stage or high-growth company
Nice-to-have: OEM deals with security vendors or AI and model-platform providers
Nice-to-have: Familiarity with AI security and safety, including LLM red teaming, prompt injection, agent security, AI governance, and emerging regulation
Nice-to-have: Experience building a partner function from zero, including first hires, programs, and compensation plans
Nice-to-have: Experience at a company that scaled through major growth stages
Authorization to work in the United States

Benefits

Comp & perks

Meaningful equity participation
401k with up to 4% matching
28 days annual leave (vacation + holidays)
Health, dental, and vision coverage
Catered lunches (Pittsburgh office)
Flexible work arrangements
Performance-based compensation
Opportunity for outsized earnings driven by high inbound interest and large deal sizes