Strategic Partnerships & Alliances Lead

Pluto Security is looking for a senior, hands-on Strategic Partnerships & Alliances Lead to build and scale our partner ecosystem across three areas: corporate partnerships, technology alliances and product partnerships.

Every employee is now a builder, working in Lovable, Cursor, Replit, n8n and Claude Code. Pluto’s growth depends on getting three kinds of partner on our side:

• the large platforms that shape how enterprises buy security and AI
• the security vendors our customers already run
• the AI builder platforms where this new work actually happens

You’ll own the strategy and execution for all three. That runs from finding the right partners, through structuring the relationship and launching joint products, to measuring their impact on pipeline, revenue and the product.

You’ll work closely with Pluto’s leadership, Product, Engineering, Research, Sales, Channels, Marketing and Legal, and with partnership, product and business leaders at our partners.

Corporate partnerships

• Build and manage strategic relationships with hyperscalers (AWS, Microsoft, Google Cloud), AI platform leaders and major cybersecurity platforms.
• Lead strategic programs such as co-sell programs (e.g. AWS ISV Accelerate, Microsoft co-sell), marketplace motions, joint GTM plans, ecosystem funds and executive-level partner relationships.
• Structure and negotiate partnership agreements with Legal and leadership: commercial terms, revenue share, OEM/embedded models, co-marketing commitments.

Technology alliances

• Build Pluto’s integration ecosystem with the enterprise security stack: identity, SIEM/SOAR, SSE and browser security, CNAPP, EDR/XDR, DLP, GRC and ITSM.
• Run alliance programs end to end: certifications, marketplace listings, technology partner programs and joint solution briefs.
• Turn every key integration into a co-sell motion with Sales and Marketing, with joint positioning, enablement, customer stories and account mapping.

Product partnerships

• Build deep partnerships with AI builder and agent platforms (vibe-coding tools, AI IDEs, agent and automation frameworks, MCP ecosystems) that give Pluto native, privileged access to their platforms. Examples: enterprise APIs, audit and admin hooks, policy enforcement points, embedded security.
• Own the ecosystem roadmap: set product direction for integrations and write technical requirements for internal engineering and for partner developers. Turn signals from customers and the field into a prioritized backlog.
• Drive joint products from concept through scoping, development, launch and adoption, as the central point of coordination with partner product and engineering teams.

Across all three

• Build business cases and recommend where to invest, based on customer demand, strategic value, feasibility and commercial potential.
• Prepare partner strategies, ecosystem analyses and executive materials for leadership and the board.
• Define and own partnership KPIs: partner-sourced and partner-influenced pipeline, integration adoption, marketplace revenue and strategic impact.

• 5+ years in strategic partnerships, alliances, corporate development, product partnerships or business development at a B2B technology company, preferably in cybersecurity or cloud.
• A track record of building and closing strategic partnerships with large platform companies, including negotiating complex agreements.
• A track record of taking technical integrations or joint products from idea through launch.
• Strong technical orientation: APIs, OAuth/SSO, data flows, cloud environments and enterprise SaaS integrations.
• Commercially sharp, with experience in co-sell and marketplace motions and in measuring partnership impact on pipeline and revenue.
• Executive presence and credibility with VP/C-level partners, along with the ability to work closely with engineers.
• Excellent at running complex initiatives across multiple teams and companies.
• Full ownership, a startup mindset, and the ability to build from scratch without existing infrastructure.

Nice to have

• Hands-on experience with AWS, Microsoft or Google Cloud partner programs and marketplaces.
• Familiarity with the AI ecosystem: AI builder platforms, AI coding tools, LLM/agent frameworks, MCP.
• Security categories: AI security, SaaS security, identity, SSE, DLP, AppSec, CNAPP, SIEM.
• OEM arrangements, embedded offerings or work with strategic investors.
• An existing network at relevant platforms and security vendors.
• Working across Israel and the US.