Strategic Technology Alliance Manager

HackerOne is the global leader in human-powered security, harnessing the creativity of the world’s largest community of security researchers with cutting-edge AI to protect your digital assets. The HackerOne Platform combines the expertise of our elite community and the most up-to-date vulnerability database to pinpoint critical security flaws across your attack surface. Our integrated solutions, including bug bounty, pentesting, code security audits, spot checks, and AI red teaming, ensure continuous vulnerability discovery and management throughout the software development lifecycle. Trusted by industry leaders such as Coinbase, General Motors, GitHub, Goldman Sachs, Hyatt, PayPal, and the U.S. Department of Defense, HackerOne was named a Best Workplace for Innovators by Fast Company in 2023 and a Most Loved Workplace for Young Professionals in 2024.

We are seeking an experienced Strategic Technology Alliance Manager to join our Revenue department, focusing on Partnership go to market activities including co-marketing, sales engagements that build pipeline, and joint business cases. In this role, you will be responsible for identifying, developing, and managing strategic technology partnerships that align with HackerOne’s business objectives. Your efforts will drive revenue growth, expand our market presence, and enhance our product offerings through collaborative initiatives.

• Research and assess potential technology partners that complement HackerOne’s solutions and strategic goals.

• Create and implement comprehensive strategies for collaboration, including joint go-to-market plans, co-branded initiatives, and integrated solutions.

• Lead negotiations to establish mutually beneficial partnership agreements, ensuring alignment with legal, financial, and operational standards.

• Serve as the primary point of contact for partners, fostering strong, long-term relationships and facilitating effective communication.

• Work closely with internal teams—including Product, Marketing, Sales, and Engineering—to ensure successful execution of partnership initiatives.

• Track and analyze partnership performance metrics, providing regular reports to senior leadership and making data-driven recommendations for optimization.

• Address and resolve any challenges or conflicts that arise within partnerships, maintaining a focus on mutual success and continuous improvement.

• 8-10 years of experience in strategic alliance management, partnership sales, or business development within the technology sector.

• Proven ability to develop and execute strategic partnership plans.

• Strong negotiation and contract management skills.

• Excellent interpersonal and communication abilities.

• Analytical mindset with experience in performance monitoring and reporting.

• Ability to work collaboratively across diverse teams and manage multiple projects simultaneously.

• Familiarity with cybersecurity solutions, particularly vulnerability management and ethical hacking platforms, is highly desirable.

• Must be based remotely in the United States. …