About Responsive
Responsive (formerly RFPIO) is the global leader in strategic response management software, transforming how organizations share and exchange critical information. The AI-powered Responsive Platform is purpose-built to manage responses at scale, empowering companies across the world to accelerate growth, mitigate risk and improve employee experiences. Nearly 2,000 customers have standardized on Responsive to respond to RFPs, RFIs, DDQs, ESGs, security questionnaires, ad hoc information requests and more. Responsive is headquartered in Portland, OR, with additional offices in Kansas City, MO and Coimbatore, India. Learn more at responsive.io.
About the Role
The Director of Strategic Alliances & Channel is a revenue-focused sales leader responsible for executing and scaling Responsive’s partner ecosystem strategy. This role will develop, activate, and manage strategic, channel, and technology partnerships that expand Responsive’s go-to-market reach and accelerate pipeline and revenue growth.
Working closely with the Vice President of Strategic Alliances & Channel, Sales, Marketing, Product, and Customer Success teams, this leader will translate partner strategy into measurable execution through partner recruitment, enablement, co-selling motions, and performance management.
The ideal candidate brings deep experience building revenue-generating partnerships in a high-growth B2B SaaS environment and is equally comfortable developing relationships with executives while driving hands-on partner execution.
Essential Functions
Partner Strategy Execution & Growth
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Execute Strategic Alliances and Channel initiatives aligned with Responsive’s GTM priorities and revenue objectives.
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Manage and grow a portfolio of strategic, reseller, referral, and technology alliance partners.
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Identify opportunities to expand partner contribution through co-selling, integrations, and joint go-to-market activities.
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Support partner segmentation, prioritization, and engagement models to maximize business impact.
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Provide insights and recommendations to improve partner strategy, programs, and operating models.
Partner Development & Relationship Management
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Build and maintain strong relationships with partner stakeholders, including sales, business development, and executive contacts.
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Develop joint business plans with partners, including revenue goals, pipeline targets, enablement needs, and success measures.
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Identify new partnership opportunities and support evaluation of strategic fit.
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Drive consistent partner engagement and accountability.
Partner Enablement & Activation
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Recruit, onboard, and enable reseller, referral, and technology partners.
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Deliver partner enablement programs that equip partners with Responsive’s value proposition, competitive positioning, product knowledge, and sales resources.
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Collaborate with Marketing and Product teams on partner-facing content, campaigns, integrations, and sales tools.
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Support partner readiness to generate qualified pipeline and closed-won revenue.
Revenue Ownership & Field Alignment
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Own partner-sourced and partner-influenced pipeline and revenue objectives.
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Collaborate closely with Account Executives and Sales Leadership to incorporate partners into account strategies and active opportunities.
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Drive pipeline reviews, forecasting, partner performance tracking, and business reporting.
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Identify opportunities to improve partner contribution and sales effectiveness.
Cross-Functional Collaboration
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Partner with Sales, Marketing, Product, Customer Success, Legal, and Operations teams to support successful partnership execution.
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Help establish scalable processes, governance, and reporting mechanisms for the partner ecosystem.
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Share market, competitive, and partner insights to inform business decisions.
Qualifications
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10+ years of progressive experience in sales, partnerships, alliances, business development, or channel roles.
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3+ years of experience leading strategic partnerships (GSI’s, ISV’s) or channel programs, preferably within B2B SaaS.
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Proven success building revenue-generating partnerships and driving measurable pipeline impact.
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Experience with multiple partner motions, including reseller, referral, technology alliances, co-sell, and ecosystem partnerships.
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Strong understanding of SaaS go-to-market models and partner-led growth strategies.
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Demonstrated ability to influence cross-functional teams and build trusted relationships.
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Experience working with sales teams to integrate partners into pipeline generation and deal execution.
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Strong communication, negotiation, organizational, and analytical skills.
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Ability to operate strategically while remaining hands-on and execution-focused.
