Technology Partnership Manager

🌀 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 prefer…