We are looking for a high-impact Director of Channels & Technical Alliances. This is a high-level strategic role designed for a leader who can operate at the intersection of business development, product strategy, and executive leadership. You will be the vital link between our most strategic global partners (Accenture, Deloitte, PwC) “sell to and sell through” motions with PlainID's internal Sales, Product, and R&D teams. Beyond traditional alliances, you will own the White Label GTM motion, managing a select group of integration partners who embed PlainID’s core technology into their own branded offerings.
What You'll Do
- Global Strategy: Define and execute the roadmap for GSI engagement, moving beyond tactical referrals to deeply integrated, multi-year technical partnerships.
- Executive Alignment: Work alongside PlainID Executive Management to negotiate high-stakes global agreements and represent the company at industry-level forums for both GSI and Technical Alliance partnerships.
- Co-Sell Catalyst: Partner with the Sales organization to identify and penetrate marquee accounts through GSI-led motions.
Product & R&D Synergy
- Voice of the Partner: Act as a key stakeholder for the Product and R&D teams, translating global market trends and GSI technical requirements into the product roadmap.
- Technical Integration: Collaborate with engineering to ensure our platform meets the rigorous deployment standards and complex operational needs of global consulting firms.
- Innovation Bridge: Identify white-space opportunities for co-innovation or specialized service offerings built on top of PlainID’s API-first architecture.
- The Alliance Pedigree: 8+ years of leadership in Alliances within the Cybersecurity/IAM space, with a focus on Global "Big 4" and Tier-1 GSIs and Alliance partnerships.
- Cross-Functional Command: Proven ability to influence internal Product and R&D teams to align technical development with commercial partnership goals.
- Executive Presence: Comfortable presenting to and negotiating with C-level executives, both internally and within partner organizations.
- Technical Depth: Deep understanding of the IAM landscape and Authorization within it. (OAuth, OPA, PBAC, etc.).
- Business Acumen: Experience building complex financial models for partnerships, including revenue share, co-investment, and GTM funding.
The "Extra Mile":
- Deep existing network within the "Big 4" Global Cybersecurity Practices.
- A background in Technical Product Management or Solution Architecture.
Are you ready to architect the future of GSI and Technical Alliances?
Positions salary range: 250,000-300,000 OTE
About PlainID
PlainID is the only Agentic Identity Platform at the core of an organization's identity stack. It secures the entire AI flow, inputs and outputs, data retrieval, and MCP tools. By enforcing Zero Standing Privileges, PlainID ensures just in time access is granted and automatically adjusts as context changes. Every decision is evaluated dynamically, securing applications, APIs, data, and agentic AI workflows end to end. One place. Full clarity. Real-time control. Trusted by Fortune 500 organizations to secure access for millions of identities, PlainID helps enterprises scale authorization with confidence in an AI-driven world.
Top Skills
What We Do
PlainID is the world's leading provider of enterprise Authorization, helping enterprises address the complex challenges of Identity Security. The PlainID Platform allows you to discover, manage, and authorize access control policies for enterprise applications and data. Our solution is architected to protect against identity-centric security threats powered by Policy-Based Access Control (PBAC). Visit PlainID.com for more information
