Director - Strategic Alliances and Channel
New
Remote work flexibility within the United States.Full-TimeDirector
Salary not disclosed
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Job Details
- Experience
- 10+ years of progressive experience
- Required Skills
- Business DevelopmentChange Management
Requirements
- 10+ years of progressive experience in sales, partnerships, alliances, business development, or channel-focused roles.
- 3+ years of experience leading strategic partnerships, global system integrators (GSIs), independent software vendors (ISVs), or channel programs, preferably within a B2B SaaS environment.
- Demonstrated success building partnerships that generate measurable pipeline growth and revenue impact.
- Experience managing multiple partner motions, including reseller, referral, technology alliance, co-sell, and ecosystem partnerships.
- Strong understanding of SaaS go-to-market strategies and partner-led growth models.
- Ability to influence cross-functional teams and build trusted relationships with executives and key stakeholders.
- Experience collaborating with sales teams to integrate partners into pipeline generation and deal execution.
- Excellent communication, negotiation, organizational, and analytical skills.
- Strategic mindset combined with a hands-on approach to execution and operational delivery.
- Ability to manage complex initiatives, prioritize effectively, and drive results in a fast-paced environment.
Responsibilities
- Execute strategic alliance and channel initiatives aligned with go-to-market priorities and revenue goals.
- Develop, manage, and grow a portfolio of strategic, reseller, referral, and technology partners.
- Identify opportunities to expand partner contribution through co-selling, integrations, and joint go-to-market initiatives.
- Build and maintain strong relationships with partner stakeholders, including sales leaders, business development teams, and executive contacts.
- Create joint business plans with partners, defining revenue targets, pipeline goals, enablement requirements, and success metrics.
- Recruit, onboard, and enable partners with the resources, knowledge, and tools needed to generate qualified pipeline and revenue.
- Collaborate with marketing and product teams to develop partner-facing campaigns, content, integrations, and sales resources.
- Own partner-sourced and partner-influenced pipeline objectives, forecasting, performance tracking, and reporting.
- Work closely with account executives and sales leadership to incorporate partners into account strategies and sales opportunities.
- Establish scalable partner processes, governance frameworks, and reporting mechanisms to improve ecosystem effectiveness.
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