Director, Strategic Alliances

Full-Time / Office of CTO / Remote


The Director, Strategic Alliances, will manage and develop relationships with key technology partners and cloud providers to build and expand our business by coordinating go to market plans, product-focused integrations, and SaaS-based partnerships. These partnerships and the broader partner ecosystem are the foundation for a significant part of’s technology and go-to-market strategy. The Director, Strategic Alliances will work as part of a team that owns technology and product alliances across a range of 3rd party product and services partners, including Amazon Web Services (AWS), Microsoft Azure, and other DevOps partners such as IBM/Redhat, Pagerduty, Hashicorp, and others. The Director, Strategic Alliances, will own the alliances and technology ecosystem and work cross-functionally across teams including the marketing, sales, product management, development/engineering, finance, and legal services. The ideal candidate will establish a shared vision between and the technology alliance partner developing and executing the strategic plan and cultivating key executive relationships required to support the plan.

What You Will Do:

  • Lead business development efforts with various cloud alliances and technology partners.
  • Work to jointly achieve quarterly and annual business and product goals.
  • Work closely with go-to-market teams to develop novel ways to go to market together, help execute these programs and drive the business outcomes.
  • Work closely with product and engineering teams from and partners to develop design product integrations and joint go-to-market solutions.
  • Drive the joint value proposition for the partnerships and guide internal development of content and sales plays to enable and partner sales and technical teams.
  • Work with marketing to drive awareness initiatives (events, webinars, campaigns, blogs, etc.).
  • Lead the relationship with strategic partners to build and drive sales opportunities between partner sales leaders and cloud provider sales teams. 
  • Work with partner regional direct and partner sales managers and account teams to support sales pursuits and drive partner influence in sales opportunities.
  • Qualifications:

  • 5-10 years of experience in the software and IT industry doing related business development, strategic alliance, and/or partner management.
  • Experience with direct and indirect sales and go-to-market initiatives with SaaS platform providers, especially AWS and Azure.
  • Self-driven, independent, and outcomes-oriented individual with a consistent track record of successfully meeting goals in previous technical sales and technology alliances roles.
  • Proven aptitude for emerging industry trends including public cloud technologies, DevOps, microservices, containers, orchestration, cloud adoption, and digital transformation.
  • Familiarity with Cloud environments, Containers, IaaS (AWS, Azure, GCP), PaaS, SaaS.
  • Aptitude to develop, negotiate, and implement partner agreements and business plans that drive partner growth and goals.
  • Ability to develop new strategic alliances and field partnerships.
  • Capability to work independently and in a team environment.
  • Experience working with partners, channels, and integrators to build strategic programs that drive demand and sales.
  • International go-to-market experience - an advantage.
  • Ability to travel up to 25%.
  • MBA - An advantage.
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