Director - Strategic Alliances and Channel

Overview

This is a leadership role for a partnerships expert who can design and scale revenue-driving channels. The position is based in the United States and is offered through a partner company that handles applications and the subsequent hiring process.

The focus of the job is to grow partner ecosystems that widen market reach, build pipeline, and support long-term business expansion in a B2B SaaS setting. The role blends executive-level relationship management with day-to-day execution, and it requires close collaboration with sales, marketing, product, customer success, legal, and operations.

You will be expected to help shape go-to-market direction, strengthen partner performance, and build repeatable systems for partner-led growth. This role suits an experienced leader who can combine strategy, operational discipline, and revenue ownership.

Key responsibilities

• Drive strategic alliance and channel programs that align with go-to-market priorities and revenue targets.
• Build, oversee, and expand relationships across strategic partners, resellers, referral partners, and technology partners.
• Find opportunities to increase partner impact through co-selling, integrations, and joint go-to-market activity.
• Maintain trusted relationships with partner stakeholders, including executive contacts, sales leaders, and business development teams.
• Develop joint business plans that define revenue goals, pipeline targets, enablement needs, and success measures.
• Recruit, onboard, and enable partners with the tools, knowledge, and support needed to generate qualified pipeline and revenue.
• Partner with marketing and product teams to create campaigns, content, integrations, and sales assets for partners.
• Own forecasting, performance tracking, reporting, and targets for partner-sourced and partner-influenced pipeline.
• Work with account executives and sales leaders to include partners in account planning and deal execution.
• Set up scalable governance, process, and reporting structures to improve partner ecosystem effectiveness.
• Share market, competitor, and partner insights to support strategic decisions.

Requirements

• At least 10 years of progressive experience in sales, partnerships, alliances, business development, or channel-focused roles.
• At least 3 years leading strategic partnerships, global system integrators, independent software vendors, or channel programs, ideally in a B2B SaaS environment.
• Proven ability to build partnerships that deliver measurable pipeline growth and revenue results.
• Experience managing several partner motions, including reseller, referral, technology alliance, co-sell, and ecosystem models.
• Strong knowledge of SaaS go-to-market strategy and partner-led growth approaches.
• Ability to influence cross-functional teams and build strong relationships with executives and other key stakeholders.
• Experience working with sales teams to bring partners into pipeline creation and deal execution.
• Excellent communication, negotiation, organization, and analytical abilities.
• A strategic perspective paired with a practical, execution-oriented mindset.
• Comfort handling complex priorities, managing multiple initiatives, and delivering results in a fast-moving environment.

Benefits

• Remote work flexibility within the United States.
• Chance to lead initiatives that directly affect revenue growth and market expansion.
• Exposure to cross-functional work across sales, marketing, product, customer success, legal, and operations.
• Opportunity to help design and scale a global partner ecosystem strategy.
• Competitive compensation aligned with experience and market expectations.
• Opportunity to work with innovative AI-powered technology solutions.
• Professional growth in a rapidly evolving organization.

Additional information

This role is listed on behalf of a partner company, and that partner manages applications as well as the next steps in the hiring process.

Applications are reviewed through an AI-assisted matching process designed to assess fit against the role’s core requirements. The system helps identify the strongest matches, and the resulting shortlist is then shared with the hiring company. Final hiring decisions, including interviews and assessments, are handled by the hiring team.

Data privacy notice

By applying, you consent to your personal information being processed to evaluate your candidacy and shared with the hiring employer as needed. This processing is based on legitimate interest and pre-contractual measures under applicable data protection laws, including GDPR. You may request access, correction, deletion, or objection to processing at any time.

AI tools may be used to support parts of the hiring workflow, such as reviewing applications, analyzing resumes, or checking for inconsistencies and verification signals in submitted materials. These tools assist recruiters but do not replace human judgment. Final hiring decisions are made by people.