Head of Alliances and Partnerships (REMOTE)

7+ years in technology partnerships, strategic alliances, or business development within cloud, SaaS, ISV, or open-source technology companies Proven success building and scaling partner ecosystems in high-growth, developer-led or open-source-first environments Experience managing both open-source and commercial partnerships simultaneously Track record negotiating complex partnerships with global cloud providers, ISVs, and SIs Deep understanding of cloud computing, infrastructure platforms, and the cloud-native landscape (AWS, Azure, GCP) Familiarity with open-source governance, contribution workflows, and community engagement best practices Strategic thinker with strong analytical skills Exceptional collaboration, communication, and influence skills Proficiency with CRM and partner management tools (Salesforce, HubSpot, PRM platforms)

Build strategic relationships within the Crossplane ecosystem Collaborate with open-source foundations and community leaders Support co-marketing, education, and joint initiatives Partner with Developer Relations and Product teams Identify, negotiate, and grow high-impact partnerships with hyperscalers, ISVs, and SIs Develop joint GTM strategies Collaborate on technical integrations Act as a bridge between open-source innovation, partner value creation, and enterprise adoption Architect and execute partner-led GTM motions Work closely with marketing to create partner case studies Translate developer and community adoption signals into commercial opportunities Leverage modern GTM and partner analytics tools Design and operationalize a scalable partner program Define partner tiers, certification paths, and engagement models Establish clear KPIs for ecosystem health, engagement, and partner-driven revenue Collaborate with product and engineering leadership Advocate for integration opportunities and feedback Drive alignment between Crossplane’s community direction and Upbound’s enterprise strategy Represent Upbound and Crossplane at industry events Act as a senior ambassador across open-source, cloud, and enterprise ecosystems Contribute to thought leadership and ecosystem storytelling