Technology Alliances Manager

Accountabilities:
The Technology Alliances Manager will lead the strategy, execution, and growth of strategic technology partnerships by building executive relationships, developing joint business opportunities, and creating scalable routes to market. This role requires strong commercial instincts, technical understanding, and the ability to influence stakeholders across global organizations. Own and execute the global technology alliance strategy, aligning partner initiatives with product priorities and go-to-market objectives. Build and maintain executive-level relationships with strategic technology partners, creating sponsorship and long-term collaboration opportunities. Identify, develop, and convert partnership opportunities into revenue-generating channels, including resale programs, marketplaces, OEM relationships, and joint solutions. Design and execute joint go-to-market programs, including co-selling motions, solution packaging, enablement initiatives, and co-marketing campaigns. Develop multi-year partner business plans, define engagement models, and establish investment priorities across the alliance portfolio. Partner with sales teams on account planning, opportunity development, and field collaboration with partner organizations. Collaborate with product and engineering teams to ensure partner requirements, integrations, and roadmap opportunities are aligned. Maintain strong knowledge of partner platforms, technologies, certifications, and ecosystem strategies. Define alliance KPIs, scorecards, governance processes, and reporting frameworks to measure business impact. Communicate program performance, pipeline influence, partnership milestones, and strategic recommendations to executive leadership. Represent the organization at industry events, partner meetings, and ecosystem forums worldwide. Requirements: The ideal candidate is an experienced strategic partnerships professional with a strong background in enterprise technology alliances, business development, and ecosystem growth. They should be comfortable engaging senior executives, managing complex partnerships, and translating technical capabilities into commercial opportunities. 5–7+ years of experience in technology alliances, strategic partnerships, business development, or related roles within enterprise software, SaaS, infrastructure technology, or cloud ecosystems. Proven experience building relationships with major technology partners and converting alliances into measurable business outcomes. Track record of securing executive sponsorship, developing partnership strategies, and driving commercial agreements. Experience creating alliance objectives, KPIs, scorecards, and executive-level reporting frameworks. Strong understanding of network infrastructure, automation, IT operations, or enterprise technology environments. Ability to engage effectively with both technical teams and business executives. Demonstrated ability to influence cross-functional teams across product, engineering, sales, and marketing without direct authority. Strong communication, negotiation, presentation, and relationship management skills. Experience working with open-source ecosystems, platform businesses, network automation tools, or infrastructure technologies is preferred. Familiarity with technologies such as Ansible, Terraform, API-based platforms, IPAM, DCIM, or similar solutions is a plus. Experience with marketplace programs, OEM partnerships, channel strategies, or complex technology negotiations is highly desirable. Bachelor’s degree in Business, Engineering, Computer Science, or a related field preferred; advanced education is a plus. Global experience working across multiple regions, cultures, and time zones is preferred. Benefits: Fully remote work environment with flexibility to work from anywhere in the United States. Competitive compensation package with a salary range of $130,000–$145,000. Equity participation opportunities. Commission-based earning potential tied to business impact. Opportunity to build and lead strategic partnerships with globally recognized technology organizations. High visibility role with direct influence on company growth strategy. Collaborative culture focused on innovation, ownership, and continuous improvement. Opportunity to work with open-source technologies and cutting-edge enterprise infrastructure solutions. Professional growth opportunities through global partnership leadership and ecosystem development.

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