We are seeking a dynamic, strategic, and results-oriented Director of Alliances and Partnerships to join our leadership team. This role will be critical in building strategic alliances with the 3 major cloud vendors and driving our go-to-market (GTM) strategies by establishing and nurturing high-impact relationships with key technology partners, system integrators, and channel partners. The ideal candidate will have a deep understanding of cloud technologies, a proven track record in partnerships, and the ability to build a partner ecosystem that accelerates business growth.

In Short

Identify, negotiate, and build long-term, mutually beneficial relationships with cloud providers, Strategic Alliances, ISVs, SIs, VARs, and other relevant partners.
Develop and manage a structured partner program that enhances our ability to scale and meet business objectives.
Develop and build the ecosystem around Upbound and Crossplane.
Work closely with sales teams to align partner-driven opportunities with our overall revenue goals.
Define and execute the partnership strategy to ensure alignment with the company’s product roadmap.
Drive the expansion of the partner ecosystem, identifying new partnership opportunities.
Develop KPIs for partner success and track partnership performance.
Represent Upbound at industry events and partner conferences.
Work closely with product, engineering, marketing, and customer success teams.

Requirements

8+ years of experience in a strategic partnerships or alliances role.
Proven success in driving revenue and scaling partner ecosystems.
Strong experience negotiating complex contracts and managing partner relationships.
In-depth understanding of the cloud computing landscape.
Familiarity with cloud management and cost-saving solutions is a plus.
Strong understanding of the partner ecosystem and how to leverage these channels.
Strong negotiation and communication skills.
Ability to think strategically and execute tactically.
Exceptional organizational and project management skills.
Proficiency with CRM tools and partnership management platforms.