Technology Alliance Manager
About the Role
We are hiring a Technology Alliance Manager to build out 20+ alliances across software composition analysis, vulnerability intelligence, developer and artifact platforms, cloud marketplaces and the wider third-party EOL support ecosystem. A few alliances are live today and several more are in active conversation, but the large majority of the target list has never had a real conversation with us. This is a recruitment and go-to-market build role. Your first year is about signing the right partners, agreeing genuinely mutual GTM plans, getting both field teams co-selling, and generating early-stage pipelines together. Converting that pipeline at scale will come later as we develop a strong basis for technical integration. You will have strong support from engineering to help ensure that the right playbook is executed to achieve this.
You will report to the VP of Global Channel & Alliances and work closely with Product and Engineering on integrations, with Partner Marketing on joint launches and campaigns, with direct Sales and Solutions Engineering on co-sell, and with Legal, Finance and RevOps on agreements and attribution. You will also work alongside our existing partner ecosystem.
Key Responsibilities Recruit and sign alliances
- Prioritise the target list by strategic value rather than by ease — which partners touch the most customers with unmaintained dependencies, and which ones have the largest remediation gap for us to fill.
- Run genuine outbound into alliance, partnership and product leaders at target vendors, and build the internal champion network needed to get a partnership sponsored.
- Negotiate the right agreement for each relationship — mutual NDA, technology partner agreement, data-sharing and API terms, referral or reseller economics, OEM and embed arrangements, and co-marketing commitments — working with Legal and Finance.
- Understand the third-party EOL and long-term-support landscape, including where competitors are already embedded with a target partner or its customers, and build the case for displacement or coexistence.
- Own and continuously improve the alliance playbook which aligns all HeroDevs resources to the partners around mutually agreed actions and timelines.
Agree mutual go-to-market
- Build a joint value proposition that survives contact with a partner's own positioning — what problem the two products solve together, for whom, and why the partner benefits rather than just tolerating us.
- Write and agree a go-to-market plan per tier-one alliance, with named target segments, agreed activities, mutual commitments and a review cadence. Both sides sign up to something specific.
- Produce the assets that make the joint story usable: solution briefs, battlecards, demo narratives, first-call decks and objection handling for both field teams.
- Plan and execute joint launches, co-branded campaigns, webinars, conference presence and joint content with Partner Marketing, and manage any MDF attached to them.
- Make sure the partnership is visible where customers look — partner directories, marketplace listings, joint landing pages and integration documentation.
Activate co-sell
- Run account mapping with partner field teams to find overlapping customers, shared prospects and accounts where an EOL dependency is already a known issue.
- Enable partner sellers, solutions engineers and customer success teams on when and how to bring HeroDevs into a conversation — and enable our own Account Executives on how to bring partners into theirs.
- Agree clear rules of engagement, referral mechanics and escalation paths so neither side has to guess how a joint deal works.
- Be personally present in early joint customer conversations. The first few co-sell motions with any partner need someone who can hold both stories, and that is you.
- Build the internal habit too — regular rhythm with our own sales leadership so partners become a route our AEs reach for rather than one they