Director of Strategic Alliances

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.

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

• Develop and execute a global alliance strategy across:
• Frontier AI platforms and AI-driven cybersecurity ecosystems
• Cyber risk management and cyber insurance carriers, brokers, and underwriting platforms
• Cloud hyperscalers (AWS, Azure, GCP) and cloud marketplace channels
• Global Systems Integrators (GSIs), MSSPs, and consulting partners
• 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
• Embed Qualys into partner-led service portfolios
• Accelerate recurring revenue through co-sell and co-delivery models
• Expand cyber risk insurance partnerships:
• 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
• Leverage customer cloud commitments and credits to accelerate deal cycles
• 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
• Activate ecosystem demand through events, campaigns, and co-selling
• Own alliance performance metrics, including:
• Partner-sourced and influenced pipeline
• Marketplace revenue and transaction volume
• Adoption of integrations and joint solutions
• MSSP/GSI-delivered services growth
• Ecosystem-driven ARR tied to AI and risk outcomes

Required Experience

• 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:
• 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
• Proven track record building and scaling MSSP and GSI ecosystems, including:
• Services-led GTM and managed offerings
• Co-sell and co-delivery models across regions
• Large, complex enterprise partnerships
• Deep expertise in:
• Cyber risk operations, exposure management, and risk quantification
• Cyber risk insurance ecosystems, including carriers, brokers, underwriting processes, and risk scoring models
• 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:
• Build executive-level relationships (C-suite across partners and customers)
• Translate technical capabilities into financial and risk-based value propositions
• 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
• Positioned Qualys as a core platform within MSSP, GSI, cloud, and cyber insurance ecosystems
• Established repeatable growth via cloud marketplaces and hyperscaler co-sell motions
• Delivered measurable increases in partner-sourced ARR, marketplace revenue, and joint solution adoption
• 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.