Director of Alliances and Partnerships - Remote

Overview

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.

Benefits

• Any cloud native or open source experience is highly preferred.