Director of Strategic Alliances

GlobalRemote

Responsibilities

Develop and execute a global alliance strategy across:
Lead and scale a high-performing global team :
Manage teams of business development leaders, domain experts, and GTM strategists
Foster strong cross-functional collaboration across sales, product, engineering, marketing, and operations
Drive alignment between partner strategy, field execution, and product roadmap
Drive MSSP and GSI business development :
Build scalable managed services and cyber risk operations offerings
Accelerate recurring revenue through co-sell and co-delivery models
Align Qualys capabilities with underwriting, risk scoring, and loss modeling frameworks
Develop joint offerings that connect security posture to insurability and financial risk
Enable distribution through insurer ecosystems and policyholder networks
Scale cloud marketplace and hyperscaler motions :
Drive co-sell programs, private offers, and consumption-based GTM models
Expand marketplace-driven ARR and partner-led transactions
Lead end-to-end partnership lifecycle :
Identify, negotiate, and operationalize strategic alliances
Drive joint solutions, integrations, and GTM execution
Own alliance performance metrics , including:
Build executive-level relationships (C-suite across partners and customers)
Drive measurable outcomes across pipeline, ARR, and ecosystem growth What Success Looks Like
Built and scaled a high-performing global alliances organization aligned to business priorities

The role includes leading and developing a global team of business development experts, domain specialists, and GTM strategists , requiring strong cross-functional leadership, executive communication, and organizational alignment. Key Responsibilities
Frontier AI platforms and AI-driven cybersecurity ecosystems
Cloud hyperscalers (AWS, Azure, GCP) and cloud marketplace channels
Ecosystem-driven ARR tied to AI and risk outcomes Required Experience
Services-led GTM and managed offerings
Cloud marketplaces and hyperscaler GTM models (AWS, Azure, GCP), including private offers, co-sell, and consumption-based pricing
Strong understanding of:
Frontier AI applications in cybersecurity , including AI-driven prioritization, automation, and analytics
Governance, compliance, and emerging AI and cyber risk regulations
Demonstrated ability to:

10+ years in strategic alliances, partnerships, or business development in cybersecurity, cloud, AI, or risk-based technology environments
5+ years of people leadership experience , including:

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world! The Director of Global Strategic Alliances is responsible for defining and executing the company’s global alliance strategy to drive revenue growth, product innovation, and market expansion across cybersecurity, cyber risk operations, cyber risk insurance ecosystems, cloud marketplaces, and frontier AI platforms .
This role serves as the primary business development leader for high-impact partnerships, with a focus on AI-driven security, cyber risk quantification, insurance-linked risk transfer models, and partner-delivered services (MSSP, GSI, and consulting) .
The Director will build and scale alliances that enhance Qualys’ ability to deliver integrated exposure management, automated remediation, AI-enabled risk insights, and measurable cyber risk outcomes aligned to financial and insurance frameworks .
Cyber risk management and cyber insurance carriers, brokers, and underwriting platforms
Expand cyber risk insurance partnerships :
Cyber risk insurance ecosystems , including carriers, brokers, underwriting processes, and risk scoring models
Positioned Qualys as a core platform within MSSP, GSI, cloud, and cyber insurance ecosystems
Enabled differentiated AI-driven cyber risk outcomes tied to financial and insurance frameworks considerations. #LI-remote Qualys is an Equal Opportunity Employer, please see our EEO policy .

Global Systems Integrators (GSIs), MSSPs, and consulting partners
Leverage customer cloud commitments and credits to accelerate deal cycles
Activate ecosystem demand through events, campaigns, and co-selling
Leading global teams of business development, domain, and GTM strategy professionals
Driving execution through cross-functional collaboration (sales, product, marketing, engineering, operations)
Managing performance, prioritization, and alignment across distributed teams
Large, complex enterprise partnerships Deep expertise in:
Cyber risk operations, exposure management, and risk quantification
Translate technical capabilities into financial and risk-based value propositions
Established repeatable growth via cloud marketplaces and hyperscaler co-sell motions