Alliances Director

Location: [Remote / Hybrid / Office Location]

Department: Partnerships / Business Development

Reports to: VP of Business Development / Chief Revenue Officer (CRO)

 

About the Role

We’re looking for an experienced, relationship-driven Director of Alliances to develop and lead our strategic partnerships function. This is a high-impact role focused on building and scaling relationships with key technology, channel, cloud, and consulting partners to accelerate growth, unlock new markets, and drive partner-influenced revenue.

As a key player in our go-to-market (GTM) strategy, you will work cross-functionally with Sales, Marketing, Product, and Customer Success to identify the right partnerships, develop joint value propositions, and build repeatable co-selling and co-marketing programs.

 

Key Responsibilities

Strategic Partnership Development

• Identify, establish, and manage strategic alliances with ISVs, cloud providers (AWS, Azure, GCP), system integrators, and other relevant partners.

• Define joint value propositions and build GTM strategies that align with company growth objectives.

 

Revenue Enablement

• Drive partner-sourced and partner-influenced pipeline through joint selling initiatives, account mapping, and field alignment with Sales.

• Collaborate with Revenue Operations and Sales Enablement to track partner performance and contribution to revenue.

 

Partner Enablement & Engagement

• Build partner onboarding, enablement, and engagement programs to scale partner impact.

• Act as the primary point of contact for strategic partners, ensuring ongoing alignment and mutual success.

 

Cross-Functional Collaboration

• Work closely with Sales, Product, and Marketing to ensure alliance initiatives align with core GTM and product strategies.

• Provide partner feedback to product and engineering teams to shape roadmap direction and improve integrations.

 

Operational Excellence

• Own partnership KPIs and dashboards to measure program success, identify optimization opportunities, and report on impact.

• Create scalable frameworks, processes, and documentation to support partnership growth and maturity.

 

Qualifications

• 7+ years of experience in alliances, partnerships, or business development, with a strong focus on B2B SaaS.

• Proven track record of building and growing high-impact partnerships that drive revenue and product adoption.

• Strong understanding of SaaS GTM motions, particularly in enterprise and mid-market segments.

• Experience working with cloud ecosystems (e.g. AWS, Azure, GCP) and channel/SI partners.

• Excellent communication, negotiation, and stakeholder management skills.

• Ability to thrive in a high-growth, fast-paced, and collaborative environment.

• Strategic thinker with strong analytical skills and the ability to operationalize partner programs.

 

Preferred Experience

• Experience launching partnerships with marketplaces (e.g. AWS Marketplace).

• Familiarity with tools such as Salesforce, Crossbeam, PartnerStack, or PRM platforms.

• Domain knowledge in cybersecurity, data infrastructure, or vertical SaaS industries.

 

What You’ll Get

• The opportunity to lead alliance strategy at a fast-growing SaaS company.

• High visibility role with direct influence on company growth and market expansion.

• Competitive salary, performance bonus, equity options, and full benefits.

• A collaborative, values-driven culture focused on innovation, learning, and customer success.