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Director of Strategic Alliances



Posted on Thursday, April 18, 2024

About the Opportunity

The Director of Strategic Alliances will be responsible for activating and growing Veza's partnerships with systems integrators and technology companies. This role will focus on fostering relationships that enable the deployment, integration, and management of Veza's platform for clients, as well as collaborating with technology partners to enhance customer value through combined solutions. This position will expand Veza's reach and impact, and requires a results-driven individual with exceptional relationship-building skills and a deep understanding of the technology partnership landscape.

You will:

  • Systems Integrator Partnerships
    • Identify, recruit, and onboard strategic systems integrator partners who can deploy, integrate, and manage Veza's platform for clients.
    • Develop and execute partnership strategies to drive adoption and growth of Veza's solutions through systems integrator channels.
    • Collaborate with partners to create joint value propositions, solution offerings, and go-to-market strategies.
    • Enable partners through training, certification, and ongoing support to ensure their success in delivering Veza's solutions.
  • Technology Partnerships
    • Identify and pursue strategic technology partnerships that complement and enhance Veza's platform capabilities.
    • Collaborate with technology partners to define and execute integration roadmaps, enabling seamless interoperability between Veza's platform and partner solutions.
    • Drive joint innovation initiatives to develop new, combined offerings that address evolving customer needs and create incremental value.
    • Coordinate with product management and engineering teams to ensure successful technical integration and solution delivery.
  • Alliance Governance and Management
    • Establish and maintain a robust alliance governance framework, including partnership agreements, performance metrics, and reporting mechanisms.
    • Monitor and assess partner performance, identifying opportunities for improvement and growth.
    • Manage partner relationships at the executive level, ensuring alignment with Veza's strategic objectives and values.
    • Collaborate with legal and finance teams to structure and negotiate partnership agreements and manage financial aspects of alliances.
  • Ecosystem Development
    • Contribute to the development and execution of Veza's overall ecosystem strategy, aligning partnership initiatives with company goals.
    • Foster a thriving partner community, facilitating collaboration, knowledge sharing, and best practice exchange among partners.
    • Represent Veza at industry events, conferences, and forums to promote the company's partnership ecosystem and engage with potential partners.

You have:

  • Education:
    • Bachelor's degree in Computer Science, Cybersecurity, or a related field; MBA preferred.
  • Experience:
    • Minimum of 10 years of experience in partner management, alliances, or business development, with at least 5 years in a leadership role.
    • Strong understanding of the identity security and access management market, with a network of relevant industry contacts.
    • Proven track record of building and managing successful partnerships in the technology sector.
    • Excellent communication, negotiation, and relationship-building skills, with the ability to engage at the executive level.
    • Strategic thinker with strong business acumen and the ability to align partnership initiatives with company goals.
    • Experience with partner program development, joint solution offerings, and go-to-market strategies.
    • Willingness to travel as required to meet with partners and attend industry events.

Our Culture:

We’re driven to build a strong company culture and are looking for individuals with solid alignment with the following:

  • Ownership Mindset
  • Act with Integrity
  • Guardians of our Customers
  • Opinionated Humility
  • Build Trust, Earn Trust
What we offer
  • Competitive salary and equity packages
  • 401(k) retirement plan
  • Pre-tax health care, dependent care, and commuter benefits (FSA)
  • Flexible medical, dental, and vision benefits
  • Parental leave
  • Flexible Time Off
  • Monthly Connectivity Stipend

At Veza, your base pay is one part of your total compensation package. For this position, the reasonably expected pay range can be discussed with your recruiter for the level at which this job has been scoped. Your base pay will depend on several factors, including your experience, qualifications, education, location, and skills. In the event that you are considered for a different level, a higher or lower pay range would apply. This position is also eligible for equity and a competitive benefits package.

Veza is proud to be an equal opportunity employer. We are committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, or other applicable legally protected characteristics. We also consider qualified applicants according to applicable federal, state, and local laws. If a candidate with a disability requires an accommodation during the recruitment process, please email recruiting@veza.com

About Veza

Veza is the identity security company. Identity and security teams use Veza to secure identity access across SaaS apps, on-prem apps, data systems, and cloud infrastructure. Veza solves the blind spots of traditional identity tools with its unique ability to ingest and organize permissions metadata in the Veza Authorization Graph. Global enterprises like Blackstone, Wynn Resorts, and Expedia trust Veza to visualize access permissions, monitor permissions activity, automate access reviews, and remediate privilege violations. Founded in 2020, Veza is headquartered in Redwood City, California, and is funded by Accel, Bain Capital, Ballistic Ventures, GV, Norwest Venture Partners, and True Ventures. Visit us at veza.com and follow us on LinkedIn, Twitter, and YouTube.