Technology Partnership Manager

Job description

🌀 THE COMPANY Filigran, founded in October 2022, stands out in the cybertech ecosystem for its commitment to revolutionizing cyber threat management with a proactive approach. Its mission is to develop innovative open-source solutions designed to anticipate cyber threats, identify security gaps, and strengthen organizational security posture. Filigran solutions are now trusted by over 6,000 public and private organizations worldwide. 🎯 THE ROLE The value of Filigran’s eXtended Threat Management suite is positively influenced by the thriving ecosystem of technology partners whose products integrate natively with its solutions: OpenCTI, OpenAEV and XTM One. We're hiring a Technical Alliance Manager (TAM) to own and scale this partner ecosystem end-to-end, which includes identifying strategic software vendors, negotiating and structuring technical alliances, and driving the actual delivery of connectors to boost prospect pipeline and customer renewals. This is a hybrid role of business development and technical program management. The TAM sits at the intersection of Revenue, Product/Engineering, Marketing and external vendor partners, where they translate commercial urgency ("we need connector X to close deal Y") into a prioritized, delivered roadmap of integrations. 💼 YOUR RESPONSIBILITIES - Partner Ecosystem Strategy: Build and maintain a strategic map of technology partners relevant to OpenCTI, OpenAEV, and XTM One based on customer demand, competitive gaps, and market trends. Own the end-to-end lifecycle of technical alliances: outreach, technical scoping, partnership agreements (co-marketing, co-sell, OEM/embedded, joint connector development), and ongoing relationship management. - Connector Delivery & Pipeline Alignment: Act as the primary liaison between Revenue/Solution Engineering and partner engineering teams to translate active deal requirements into connector specifications. Maintain a prioritized, transparent connector backlog (tied to pipeline value, renewal risk, and strategic accounts)shared with Product/Engineering and published via XTM Hub. Drive partners (and, where needed, internal engineering) to deliver connectors on committed timelines — unblocking active opportunities tied to committed or forecasted revenue. Ensure connectors meet Filigran's quality bar (STIX compliance, documentation, XTM Hub listing, support commitments) before go-live. - Commercial Enablement: Package technical alliances into sellable value propositions: joint solution briefs, battlecards, and reference architectures for Sales and Solution Engineering. Support pre-sales and Solution Engineering with partner-related technical objections and integration proof-points during the sales cycle. Negotiate co-marketing and co-sell terms with partners to generate sourced/influenced pipeline. - Governance & Reporting: Track and report on ecosystem health: number of active partners, connectors in development vs. shipped, cycle time, and pipeline impact. Present quarterly ecosystem business reviews to Revenue and Product leadership. Maintain accurate records in CRM/partner systems (HubSpot/Planhat) linking connectors to opportunities and accounts. 🧬 PROFILE WE’RE LOOKING FOR - 5+ years in technical alliances, partner engineering, sales engineering, or channel/BD roles ideally in cybersecurity, SaaS, or open-source ecosystems. - Demonstrated ability to manage technical integration projects with external vendors (APIs, SDKs, data models — STIX/TAXII knowledge is a strong plus). - Comfortable reading/scoping technical requirements (connector specs, API docs) without being a full-time developer. - Strong commercial instincts: able to prioritize based on revenue impact, not just technical elegance. - Excellent cross-functional program management able to align Sales, Product, Engineering, and external partners toward shared deadlines. - Experience with the cybersecurity vendor landscape (SIEM, SOAR, EDR/XDR, CTI, exposure management) strongly preferred. - Fluent English; additional languages a plus given Filigran's global partner base. 🌱 WHY JOIN FILIGRAN? MORE THAN JUST A JOB. We’re a fast-growing, global, and fully remote company building open-source cybersecurity solutions, increasingly powered by AI, to help defense teams anticipate threats and act faster. ⭐ What we believe We believe we do work that matters, uniting defenders into a global community to make security more open, resilient & collaborative. 💻 How we work We do work that matters by combining strong engineering standards with emerging technologies, including AI, to move faster and smarter. 🧭 What guides us We make our work matter by building a culture grounded in our CORE values of Cohesion, Openness, Responsibility, and Equity. The principles that guide how we make decisions, treat people, and grow together, especially when no one’s watching. 💰 COMPENSATION & BENEFITS - Competitive pay + equity - everyone shares in our success - Remote-first, flexible, and balanced - work that fits your life - Your setup, your choice - pick the gear that works for you - Twice-a-year gatherings - we meet in person for regional and global offsites to connect, collaborate, and strengthen our culture beyond the screen 🌍 EQUAL EMPLOYMENT OPPORTUNITY We enable cybersecurity through inclusion - from code to culture. At Filigran, we are proud to be an equal opportunity employer. We believe diversity of our people make our products and our team stronger. We welcome talent of every background, identity, and lived experience, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, or veteran status. What matters here is what you bring, not what you look like, where you’re from, or how you identify. 🚀 READY TO JOIN US? Apply now and help us build the future of the cybersecurity ecosystem, together.