Director, Strategic Partners

Director, Cloud Alliances, AWS

This role is responsible for driving new business partnerships from recruitment,...

Location

United States , Seattle

Salary:

220000.00 - 265000.00 USD / Year

JFrog

Expiration Date

Until further notice

Requirements

10+ years of experience with partners and complex partner relationships
5+ years experience with cloud SI partners
Strong sales experience is a must. Proven sales ability including: pricing, relationship building, management, and consultative selling.
Must be highly self-motivated and have the ability to work within company policy, targets, and budget.
Must have strong operational and project management skills with willingness to roll up sleeves and dive into the smallest details
Excellent oral and written communication skills.
Strong teamwork and collaboration skills.
Proven success working in a fast-paced environment.
Builder mentality.
Inspirational team leader.

Job Responsibility

Recruit Strategic Cloud SI Partners for revenue generation in targeted markets.
Drive contract negotiations from start to finish working with JFrog legal team and the Cloud SI Partner leveraging channel program framework.
Develop Partnership milestones as part of the agreement, and build and execute a management system with the partner to ensure milestones are met.
Perform account mapping exercises to identify and target key customers to achieve contract objectives.
Manage sales training to motivate partner and JFrog sales teams.
Assure partners have up-to-date knowledge of new products, features, roadmap, and any other updates.
Develop and maintain strong working relationships at the executive level with key partners.
Ensure corporate direction, branding, and messaging guidelines are followed.
Meet quarterly sales objectives.
Accountable for and compensated on quarterly revenue/booking targets.

What we offer

Equity package of restricted stock units (RSU)
Eligibility to participate in our Employee Stock Purchase Plan
Comprehensive benefits including medical, dental, vision, retirement, wellness and much more
May be eligible for discretionary bonuses or commission payments.

Fulltime

Director, Business Development and Partnerships

We are looking for a foundational leader to shape how Hazelcast goes to market t...

Location

United States

Salary:

Not provided

Hazelcast

Expiration Date

Until further notice

Requirements

10–15+ years in Business Development, Strategic Partnerships, or Alliances within the enterprise software space
A demonstrated track record of creating (not just inheriting) partner strategies and programs
Proven ability to source, negotiate, and close complex, multi-party enterprise deals and OEM distribution opportunities
Experience with complex, infrastructure-level technologies (distributed systems, data streaming, or in-memory computing) is strongly preferred
Strong instincts for designing economic models that drive partner motivation while protecting company margins
Comfortable operating at the CEO and Board level, with the ability to present data-backed recommendations
Experience operating in global markets with high cultural fluency

Job Responsibility

Strategy Development: Design Hazelcast’s global partner strategy from the ground up, defining partner archetypes (GSI, Regional SI, OEM, Cloud, VAR) and use-case-specific GTM motions (e.g., BFSI, payments, real-time analytics)
Executive Alignment: Develop and present clear, data-backed recommendations for approval to the CEO and executive team, whilst defining success metrics, economic models, and investment tradeoffs for the partnerships function
Partner Acquisition: Personally source, negotiate, and close foundational partnerships with Strategic GSIs, consulting partners, and key technology alliances
Deal Formation: Own early-stage partner economics, including margin structures, referral/resale models, and joint solution packaging
GTM Execution: Build and execute joint GTM plans, including target account mapping, joint solution narratives, and field enablement for both Hazelcast Sales Directors and partner sellers
Revenue Impact: Accountable for Partner-sourced pipeline, Partner-influenced ACV, Time-to-first-deal per partner and act as a deal quarterback on strategic partner-led opportunities
Internal Collaboration: Work cross-functionally with Sales leadership on rules of engagement, and with Product, Engineering, and Marketing (partner messaging, co-marketing, events) to execute the partner-driven roadmap and strategy
Team Building: Once the motion is proven, you will hire, build, and scale the global partnerships team

What we offer

Unlimited PTO
Medical/Dental/Vision Insurance
HSA/FSA
Basic & Supplemental Life & AD&D insurance
Short & Long-term Disability Insurance
401k
EAP (Employee Assistance Program)

Fulltime

Vice President of Strategic Hyperscaler Alliances

OutSystems is seeking a Vice President of Strategic Hyperscaler Alliances to lea...

Location

United States

Salary:

Not provided

OutSystems

Expiration Date

Until further notice

Requirements

15+ years of progressive experience in strategic alliances, business development, or partner management within enterprise software, SaaS, or cloud ecosystem environments
5+ years in executive leadership roles managing global alliance teams and partner ecosystems
Deep expertise across multiple cloud platforms (AWS, Microsoft Azure, Google Cloud) with comprehensive knowledge of hyperscaler GTM programs, partnership frameworks, and organizational structures
Demonstrated success building and scaling multi-hundred-million-dollar partnership programs with measurable business outcomes
Proven ability to establish and maintain C-level relationships with major technology & SI partners and influence complex, matrixed organizations
Exceptional strategic thinking and business acumen with ability to translate partnership opportunities into enterprise value
Outstanding executive presence with sophisticated communication, negotiation, and presentation capabilities
Track record of influencing product strategy and GTM execution through partnership insights
Strong financial acumen including P&L management, forecasting, and business case development
Experience leading, mentoring, and scaling high-performing teams in global, distributed environments

Job Responsibility

Define and own the multi-year strategic hyperscaler alliance roadmap aligned with OutSystems' corporate objectives and growth targets
Build and lead a high-performing global alliances organization, including direct management of alliance directors and managers
Establish executive governance structures and business reviews with C-suite & Senior Executive counterparts at AWS, Microsoft, Google Cloud, FICO, and other strategic partners
Architect and execute comprehensive joint business plans across hyperscaler & other strategic partners, encompassing sales alignment, co-innovation initiatives, technical integrations, marketplace strategies, and executive co-sponsorship
Drive strategic investment decisions and resource allocation across the hyperscaler partnerships portfolio to optimize ROI
Identify and evaluate new strategic partnership opportunities that align with company growth objectives
Own multi-million dollar pipeline and revenue targets through hyperscaler alliances, including joint solutions, marketplace transactions, co-sell programs, and global field collaboration
Establish and monitor partnership P&L, ensuring financial objectives and mutual value creation
Scale co-sell and marketplace motions across multiple hyperscalers to drive predictable, repeatable revenue growth
Partner with Chief Revenue Officer, regional sales leaders, and broader Partner & Alliances team to embed alliance strategy into sales execution and account planning at scale

What we offer

A company that is always growing, changing, and innovating
Real career opportunities
Work colleagues that are as smart, hard-working, and driven as you
Disrupting the status quo is in our DNA
We ask “why” a lot
Inclusive culture of diversity
Equal opportunity employer

Fulltime

Director, Partner Management

The Director of Partner Management is responsible for building, onboarding, and ...

Location

Salary:

173500.00 - 192800.00 USD / Year

Tucows

Expiration Date

Until further notice

Requirements

8–12+ years of experience in Partner Management, Professional Services, or Consulting within a SaaS or telecom software environment
Proven experience onboarding and enabling System Integrators
Strong understanding of SaaS telecom platforms (e.g., OSS/BSS, billing, provisioning, CPaaS)
Experience supporting partner-led implementations in complex enterprise or carrier environments
Strong program management and stakeholder coordination skills
Ability to operate as a trusted advisor to partners and internal teams

Job Responsibility

Define and execute the System Integrator partner strategy aligned with company growth and go-to-market objectives
Identify, recruit, and onboard SI partners with strong telecom domain expertise
Segment partners by capability, region, and strategic importance
Define partner tiers, certification levels, and engagement models
Design and own a structured onboarding program to ensure partners are delivery-ready
Develop and maintain partner enablement materials, playbooks, and implementation frameworks
Establish certification programs for consultants, architects, and project managers
Ensure partners understand product capabilities, delivery methodology, and customer expectations
Serve as the primary point of contact for partners during active customer implementations
Provide guidance, escalation support, and best practices to ensure successful delivery outcomes

Fulltime

Outbound Product Management Director - Manufacturing

OutSystems enables enterprise teams to build AI-powered applications and agents ...

Location

United States , Menlo Park

Salary:

Not provided

OutSystems

Expiration Date

Until further notice

Requirements

8+ years of experience in Product Management, Solutions Consulting, or Product Marketing for B2B enterprise software
5+ years of direct experience in the Manufacturing, Industrial IoT (IIoT), or Operational Technology (OT) software space
Demonstrated ability to craft effective GTM strategies that target functional leaders, translate platform features into clear business outcomes, and that include close collaboration with SI partners
Willingness to travel regularly for internal and external events

Job Responsibility

Define, prioritize, and drive the GTM for Manufacturing solutions
Validate solution packaging, pricing, and required features with target customers and strategic partners
Own the commercial and customer success of these solutions
Work closely with Internal and Partner teams to prioritize and deliver the specialized products that will underpin these solutions
Be the authoritative voice for AI + Low Code in Manufacturing, and develop an inspiring vision of the future
Engage with industry analysts and C-suite customers to shape market perception and drive demand
Develop systems for maintaining proximity to customers and partners that become actionable market intelligence
Ensure that OutSystems is the front-and-center at the events that matter
Uncover how the latest AI and Agentic technologies are disrupting Manufacturing and driving measurable ROI
Partner to develop and deliver effective enablement and assets tailored to the Manufacturing buyer journey

Fulltime

Outbound Product Management Director - Public Sector

You will be a senior leader responsible for our strategy to deliver repeatable a...

Location

United States , Menlo Park

Salary:

Not provided

OutSystems

Expiration Date

Until further notice

Requirements

10+ years of experience in Product Management, Solutions Consulting, or Product Marketing for B2B enterprise software
5+ years of direct experience selling or defining solutions for the Federal, State, or Local US Government market
Knowledge of the procurement, security, and contracting landscape is essential
Demonstrated ability to craft GTM strategies that target functional leaders, translate platform features into clear business outcomes, and that involve close collaboration with SI partners
Willingness to travel regularly for internal and external events

Job Responsibility

Define, prioritize, and drive the GTM for core Government solutions
Validate solution packaging, pricing, and required features with target customers and strategic partners
Own the commercial and customer success of these solutions
Work closely with Internal and Partner teams to prioritize and deliver the specialized products that will underpin these solutions
Be the authoritative voice for AI + Low Code in Government, and develop an inspiring vision of the future that motivates the organization to bold action
Engage with industry analysts and C-suite customers to shape market perception and drive demand
Develop systems for maintaining proximity to customers and partners that become actionable market intelligence
Ensure that OutSystems is the front-and-center at the events that matter
Uncover how the latest AI and Agentic technologies are disrupting Government and driving measurable ROI
Partner to develop and deliver effective enablement and assets tailored to the Government buyer journey

Fulltime

Director of Partnerships

As Director of Partnerships at Culture Amp, you will lead the development and gr...

Location

United States , San Francisco

Salary:

200000.00 - 220000.00 USD / Year

Culture Amp

Expiration Date

Until further notice

Requirements

8+ years of experience in strategic partnerships, business development, or related roles - preferably within SaaS or technology companies
Demonstrated experience in building, operationalizing, and scaling partner programs (ideally across both SI and ISV/technology partner types) from the ground up
Experience structuring, negotiating, and managing complex partnership agreements that deliver repeatable, measurable business results
A proven ability to define and optimise partner lifecycle management, incentive models, and go-to-market motion for a range of partner archetypes
Cross-functional influence skills, collaborating closely and aligning with executive and delivery teams
Data-driven analytical skills to interpret partner and program performance, spot opportunities, and drive evidence-based improvements

Job Responsibility

Architect and execute a comprehensive global partnerships strategy—with clear focus on program scalability and long-term maturity
Set the vision and operational plan to drive material ARR growth through new and existing partnerships
Build and manage strategic alliances across global system integrators, consultancies, professional services firms, and ISVs - broadening our reach across partner types
Own the end-to-end partner relationship lifecycle, including recruitment, onboarding, enablement, joint go-to-market planning, and ongoing performance management
Define operating models, processes, and success metrics for referral, co-sell, integration, and ISV partnerships, working closely with Sales, Product, Marketing, Finance, and Legal
Identify, evaluate, and negotiate new partnership opportunities, including resellers and technology partners, ensuring strong strategic alignment and value creation
Establish frameworks and playbooks to support scalable, consistent partner engagement and revenue delivery across all markets
Regularly analyse and report on program and partnership performance metrics, presenting insightful recommendations to senior leadership
Contribute to internal and external thought leadership on best-practice SaaS partnerships, drawing on market knowledge to help position Culture Amp as a preferred partner
Lay the groundwork for future team build-out as program success grows, with a clear pathway to leadership responsibilities

What we offer

Employee Share Options Program
Programs, coaching, and budgets to help you thrive personally and professionally
Access to external providers for mental wellbeing and coaching support
Monthly Camper Life Allowance
Team budgets dedicated to team building activities and connection
Intentional quarterly wellbeing pauses
Extended year-end breaks
Excellent parental leave and in work support program available from day 1
5 Social Impact Days a year
MacBooks for you to do your best & a work from home office budget

Fulltime

Director of Partnerships

As Director of Partnerships at Culture Amp, you will lead the development and gr...

Location

United States , Chicago

Salary:

200000.00 - 220000.00 USD / Year

Culture Amp

Expiration Date

Until further notice

Requirements

8+ years of experience in strategic partnerships, business development, or related roles - preferably within SaaS or technology companies
Demonstrated experience in building, operationalizing, and scaling partner programs (ideally across both SI and ISV/technology partner types) from the ground up
Experience structuring, negotiating, and managing complex partnership agreements that deliver repeatable, measurable business results
A proven ability to define and optimise partner lifecycle management, incentive models, and go-to-market motion for a range of partner archetypes
Cross-functional influence skills, collaborating closely and aligning with executive and delivery teams
Data-driven analytical skills to interpret partner and program performance, spot opportunities, and drive evidence-based improvements

Job Responsibility

Architect and execute a comprehensive global partnerships strategy—with clear focus on program scalability and long-term maturity
Set the vision and operational plan to drive material ARR growth through new and existing partnerships
Build and manage strategic alliances across global system integrators, consultancies, professional services firms, and ISVs - broadening our reach across partner types
Own the end-to-end partner relationship lifecycle, including recruitment, onboarding, enablement, joint go-to-market planning, and ongoing performance management
Define operating models, processes, and success metrics for referral, co-sell, integration, and ISV partnerships, working closely with Sales, Product, Marketing, Finance, and Legal
Identify, evaluate, and negotiate new partnership opportunities, including resellers and technology partners, ensuring strong strategic alignment and value creation
Establish frameworks and playbooks to support scalable, consistent partner engagement and revenue delivery across all markets
Regularly analyse and report on program and partnership performance metrics, presenting insightful recommendations to senior leadership
Contribute to internal and external thought leadership on best-practice SaaS partnerships, drawing on market knowledge to help position Culture Amp as a preferred partner
Lay the groundwork for future team build-out as program success grows, with a clear pathway to leadership responsibilities

What we offer

Employee Share Options Program
Programs, coaching, and budgets to help you thrive personally and professionally
Access to external providers for mental wellbeing and coaching support
Monthly Camper Life Allowance
Team budgets dedicated to team building activities and connection
Intentional quarterly wellbeing pauses
Extended year-end breaks
Excellent parental leave and in work support program available from day 1
5 Social Impact Days a year
MacBooks for you to do your best & a work from home office budget

Fulltime

Director, Strategic Partners - SI

Wiz

Location:
United States

Category:
Sales

Contract Type:
Not provided

Salary:

Job Description:

Job Responsibility:

Requirements:

Additional Information:

Job Posted:
January 09, 2026

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