Upbound is the company behind Crossplane, the open source project which started the control plane revolution in the cloud native community. Upbound helps companies rise above the clouds with our Crossplane powered Universal Cloud Platform. With Upbound you get universal real-time visibility into all of your infrastructure environments, the same API centric approach Kubernetes pioneered for managing infrastructure and policies, and self service infrastructure capabilities.
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
While building amazing technology is important, Upbound has an intense commitment to building a great culture. With company values like Be Accountable, Demonstrate Craftsmanship, Champion the Customer, Collaborate Decisively, Care For Our Communities, Act as an Owner and Engage Vulnerability; you'll find yourself in a place where learning, growth, impact, and fun finally intersect. Similar to the open source community we serve, we look to each other to constantly iterate and improve on what we're building and you will be a key contributor in this effort.
We encourage people of all backgrounds, gender identities, ethnicities, ages, or any other descriptors that make you uniquely you, to apply with enthusiasm and confidence. Upbound is a place where you can be 100% comfortable being you.
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