Director, Strategic Alliances

Boston · Senior

About The Position

We are currently looking for a world-class Global Alliances Director (Individual Contributor) to drive product integrations, GTM and revenue attainment focused on Microsoft Azure and Amazon Web Services.

Reporting to the Vice President of Business Development, the ideal candidate will have both executive-facing experience and technical sales background that enables them to engage at the CXO level, as well as with key channel, technical, and field sales personnel, coupled with a proven history exceeding business goals by developing and executing against strategic partnerships success.

As an integral part of the Business Development team at, the Director of Global Alliances will lead the company’s goals of meeting and exceeding’s's goals and growth targets for its AWS and Microsoft relationships. The Director of Global Alliances will position for continued aggressive growth using existing and future programs, including: (1) developing further joint solutions and product requirements by partner (2) driving sales success and marketing alignment with each partner (3) helping define and drive the creation of marketing campaigns and collateral with the marketing organization (4) supporting Alliance partner field and partner-to-partner channel sales growth. The Director can develop and deliver technical marketing messages regarding’s, Microsoft’s, and AWS’s cloud solutions to a broad audience, including internal stakeholders such as sales, and external groups including clients, prospects, industry analysts, and media. The message is presented in collateral such as data sheets, white papers, presentations, email templates, blog posts, sales training materials and marketing materials.


  • Own and develop the AWS and Microsoft relationships across complex ecosystems.
  • Drive utilization of resources on and on the AWS and Microsoft side
  • Uplift in Alliance associated leads, pipeline, deals (revenue)
  • Measurably uplift's profile with AWS and Microsoft by engaging their marketing, sales, and product teams
  • Present detailed proposals for new and existing programs and how to scale them inside
  • Drive adoption of joint solutions inside sales and marketing teams as well as inside AWS and Azure’s field and partner organizations
  • Present and provide well formed updates to the Executive team
  • Evaluate and propose the best allocation of resources to achieve stated goals
  • Develop joint sales and marketing collateral, white papers, best practices, web content, press releases, case studies, articles, and other materials

Specific Requirements

  • Recent documented success with AWS and/orMicrosoft (other large partners are a plus)
  • Recent documented success in technology co-sell programs within AWS and/or Microsoft.
  • History of establishing new relationships within AWS and/or Microsoft and other companies.
  • History of developing joint solution outside of primary product teams
  • History of driving joint co-selling and co-marketing activities
  • Ability to drive creation of whitepapers, best practices, blog posts, competitive comparisons and product datasheets
  • Understanding of AWS’s and Microsoft's Enterprise Products and Cloud platforms
  • A minimum of 10 years' experience in Enterprise Infrastructure Business
  • BA or BS degree (MBA desired)
  • Success in building and managing technology alliances a plus
  • Technical background, developer, dev ops, consultant, TAM a plus

General Requirements

  • Highly organized and capable of multitasking with exceptional success
  • Independent, driven thinker who can follow direction
  • Works well in teams, does not need to own everything
  • Strong written, verbal and presentation communication skills to both technical and non-technical audiences
  • Strong business analytical mindset: well-versed in articulating the business model and return on investment for customers and prospects via our compelling business model
  • This position will require some travel, including trade shows and conferences as required by corporate

Additional Info:

Please be aware that this page is for use directly by candidates only. We do not accept resumes from Recruiters and Placement Agencies through this page. If you are a recruiter or placement agency, note that we do not accept charges for unsolicited agency resumes. will not pay fees to any third party agency or firm and will not be responsible for any agency fees associated with resumes provided through our site, or for resumes otherwise provided to a employee from an agency with which does not have a written agreement for payment of recruitment fees. By uploading a resume through this site you represent that you are the candidate or are authorized to operate on the candidate’s behalf free of charge to