About the Opportunity:

The Director, 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.