DescriptionActiveState delivers Intelligent Remediation for vulnerability management, enabling DevSecOps teams to identify vulnerabilities in open source packages and automatically prioritize, remediate, and deploy fixes.
To help drive ActiveState's next stage of growth of our SaaS platform, we are seeking a Technical Business Development Manager to join our growing organization.
This position will lead the development of technical alliances and integrations with key ecosystem partners. This role is crucial in accelerating our go-to-market strategy by establishing partnerships that enhance our offerings and expand our market presence. The ideal candidate will have a strong background in business development, technical collaboration, and strategic partnership management.
Key Responsibilities1. Strategic Partnership Development:

• Identify and prioritize strategic partnerships with ecosystem partners such as SBOM providers, code repositories, IDEs, and other relevant technology companies.
• Develop and execute a comprehensive partnership strategy that aligns with ActiveState's business objectives and market expansion goals.

2. Technical Collaboration and Integration:

• Collaborate with technical teams to design and implement integrations that enhance the value proposition of our joint offerings.
• Ensure seamless technical alignment between ActiveState and partner ecosystems.

3. Business Development and Negotiation:

• Establish initial contact with potential partners and negotiate business terms that drive mutual growth and revenue opportunities.
• Develop and maintain strong relationships with partner executives and key stakeholders.

4. Program Management and Go-to-Market Execution:

• Coordinate technical needs and requirements across partner integrations.
• Develop and execute go-to-market strategies with partners, including joint marketing initiatives, sales enablement, and customer engagement activities.
• Manage the lifecycle of partnerships from inception to maturity, ensuring continuous value creation and growth.
  

5. Strategy and Direction:

• Set the strategic direction for ActiveState's ecosystem partnerships, aligning with company goals and market trends.
• Continuously assess and refine the partnership strategy to optimize results and adapt to evolving market conditions.

Skills, Knowledge and Expertise

• Experience: Minimum 5 years of experience in business development, partnership management, or a related field, preferably in the software or technology sector.
• Technical Understanding: Strong technical acumen with the ability to communicate complex technical concepts to both internal and external stakeholder
• Leadership and Communication: Proven leadership skills with excellent communication and interpersonal abilities to motivate partners and internal teams.
• Strategic Thinking: Ability to develop and execute strategic plans that drive business growth and market expansion.
• Industry Knowledge: Familiarity with the software development ecosystem, including SBOM providers, code repositories, and IDEs.

Benefits

• Working for a stable and growing company in an emerging space, that offers the environment and personal growth potential of a start-up.
• The chance to work with a group of smart, passionate people focused on building a more secure open-source landscape.
• Competitive salary and bonus
• Comprehensive benefits package and health & wellness credit program.
• Unlimited PTO
  

ActiveState exists to enable teams to improve their security posture and increase developer productivity so they can deliver secure, working applications faster using a single, integrated platform that tames open-source complexities
Our vision is to free organizations to create, maintain, and share software without limits. Our mission is to deliver open-source management at scale.
Delivering an integrated, end-to-end platform, combined with a customer-obsessed team, ActiveState equips businesses with the speed and confidence they need to achieve their goals.
ActiveState has a collaborative, respectful, and professional culture. As a 100% remote company, communication and collaboration are paramount to our success.
Our company is a team of 60+ and growing, with 2/3rds of the positions in technical roles. We maintain a set of core, overlapping hours, but we're flexible with specific start and end times and are understanding about appointments and life events. While we have great office spaces in Vancouver, Canada, we're very distributed and remote-first.