Director of Strategic Alliances

Director Of Strategic Alliances

Operant AI is seeking a results-oriented Director of Strategic Alliances to join the Operant AI team as a foundational member of the GTM team, focused on building and scaling strategic technology partnerships and ecosystem alliances. Operant is enjoying a period of rapid growth, with huge opportunities for an alliance leader who thrives off of urgency and meeting critical customer needs in a fast-paced startup environment.

As the right candidate to join us on this roller-coaster, you are a hands-on do-er who thrives off of the energy of structuring transformative alliance deals, driving joint value through technology integrations, co-innovation, and ecosystem partnerships, while building foundations for rapid scaling in a high-growth startup environment. You are a seasoned GTM and partnership expert with deep industry and alliance knowledge spanning hyperscalers, AI and Agent platform providers, and cybersecurity ecosystems, able to cultivate the right relationships with the right people across partner organizations to drive successful joint solutions, integrated products, and expanded market reach.

Your technical prowess at understanding the urgent security challenges and available market solutions at the cutting edge of cloud and AI, especially Agentic AI, MCP security, CADR, Runtime Security and API threat protection, should enable you to comfortably discuss Operant's product details, features, and differentiation with key technical and business leaders at partner companies, including Chief Product Officers, VP of Partnerships, VP of Engineering, and Solutions Architecture leaders, building trust and brand equity as you represent the company in growing strategic alliance relationships through successful technology integrations, joint go-to-market initiatives, and co-innovation programs. You should deeply understand the cloud and AI cybersecurity competitive landscape (both incumbents and rising startups), the shifting dynamics among major cloud providers and AI ecosystem players (including MCP server providers, AI IDEs, and next-gen application platforms) and should be passionate about Operant's mission to secure the modern world.

Key Responsibilities

Drive Strategic Alliance Growth

• Build and execute a comprehensive strategic alliance strategy spanning technology partnerships, ecosystem integrations, and co-innovation programs with top-tier hyperscalers (AWS, Azure, GCP), AI platform providers (Anthropic, OpenAI, Hugging Face), and cloud-native leaders.
• Identify, evaluate, and prioritize strategic alliance opportunities that accelerate market expansion, enhance product capabilities, and create differentiated customer value.
• Negotiate and structure complex alliance agreements including technology partnerships, joint development agreements, co-marketing arrangements, and revenue-sharing models.
• Develop and manage alliance roadmaps, business plans, and success metrics across the portfolio of strategic partnerships.

Enable Technology Integration & Co-Innovation

Collaborate Cross-Functionally

Analyze and Report on Alliance Performance

Build Executive Relationships

Scale the Alliance Function

Qualifications

Work Hours & Location

What You Can Expect From Us

Operant is an equal opportunity workplace where you will find an open and supportive environment to share your thoughts and ideas, while enabling you to springboard your career in a high-growth, high-energy startup.

Benefits