Head of Technology Alliances

Responsibilities

• Establish the technology alliances strategy by prioritizing product integrations and presenting formal business cases to engineering and management teams.
• Execute bilateral commercial models, including the definition of revenue targets and the development of OEM or reselling agreements with strategic partners.
• Lead cross-functional enablement initiatives with sales and solution architecture teams to facilitate account mapping and field-level relationships with ISVs.
• Manage and coach a global technology alliances team, setting measurable performance goals aligned with product adoption and partner-referred bookings.

Minimum Qualifications

• 10+ years of experience in Technology Alliances and Business Development focused on B2B enterprise SaaS or IT hardware ecosystems.
• Proven experience building and executing two-way partnership initiatives that include technical roadmaps and product integration plans.
• Demonstrated experience leading cross-functional teams in a matrixed environment to achieve business development or product milestones.
• Ability to travel up to 40% domestically and internationally for on-site technical enablement and partner events.

Preferred Qualifications

• Master of Business Administration (MBA) or an advanced technical degree.
• Prior experience managing a high-performing team of technology alliance professionals.
• Documented success in negotiating and managing bilateral revenue models, including OEM or reselling partnerships.
• Specialized domain expertise in the collaboration, communications, or enterprise security platform sectors.
• Experience delivering technical curriculum and enablement programs to Tier 1 and Tier 2 strategic partners.
• Proven track record of influencing product strategy by translating partner requirements into specific user experience and integration priorities.