Director, Alliances and Partnerships (REMOTE)

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 this role, you will:

• Identify, negotiate, and build long-term, mutually beneficial relationships with cloud providers, Strategic Alliances, ISVs (Independent Software Vendors), SIs (System Integrators), VARs (Value-Added Resellers), and other relevant partners in the cloud and technology ecosystems.
• Develop and manage a structured partner program that enhances our ability to scale and meet business objectives. This includes onboarding, enablement, joint sales and marketing efforts, and training for new partners.
• Develop and building the ecosystem around Upbound and Crossplane and ensuring more quality technology partnerships and integrations show up in the Marketplace.
• Work closely with sales teams to align partner-driven opportunities with our overall revenue goals. Provide sales enablement tools, resources, and go-to-market strategies that empower partners to sell our solution effectively.
• Define and execute the partnership strategy to ensure that it aligns with the company’s product roadmap and business objectives. Identify strategic partnerships that drive customer acquisition, upsell, and cross-sell opportunities.
• Drive the expansion of the partner ecosystem, identifying new partnership opportunities across the cloud industry, including SaaS platforms, managed service providers (MSPs), and consulting firms.
• Develop KPIs for partner success, and track and report on partnership performance regularly. Ensure that all partnerships are delivering a measurable ROI for both the company and our partners.
• Represent Upbound at industry events, partner conferences, and forums to elevate the company’s brand and thought leadership within the cloud space.
• Work closely with product, engineering, marketing, and customer success teams to ensure alignment between partnerships and overall company objectives.

You are a good fit if you have:

• 8+ years of experience in a strategic partnerships or alliances role, preferably within cloud, SaaS, or technology companies.
• Proven success in driving revenue and scaling partner ecosystems in high-growth, Series B or similar startup environments.
• Strong experience negotiating complex contracts and managing partner relationships.
• In-depth understanding of the cloud computing landscape, including public cloud platforms (AWS, Azure, GCP) and other related technologies.
• Familiarity with cloud management, optimization, and cost-saving solutions is a plus.
• Strong understanding of the partner ecosystem (ISVs, VARs, MSPs, SIs,etc.) and how to leverage these channels to drive sales growth.
• Strong negotiation and communication skills, with the ability to influence both internal stakeholders and external partners.
• Ability to think strategically and execute tactically.
• Exceptional organizational and project management skills.
• Proficiency with CRM tools (Salesforce, HubSpot) and partnership management platforms.

It is a plus if...

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

 #LI-REMOTE