Director, Strategic Alliances

This is a fully remote position, open to applicants in Canada, +1 more country.

📋 Description

• Develop and manage CoLab's go-to-market partner ecosystem, focusing mainly on global consultancies that advise clients on engineering and digital transformation.

• Position CoLab's platform for consultants and illustrate how it enhances their client interactions and business outcomes.

• Create commercial partnership models, which may include co-selling, referrals, and delivery arrangements.

• Transform partner relationships into sourced pipelines and closed revenue.

• Maintain long-term strategic partner relationships, including the development of joint business plans, business reviews, and partner health tracking.

• Foster champions within partner firms and cultivate sustainable, multi-threaded relationships.

• Manage partner-sourced pipeline and revenue key performance indicators (KPIs).

• Equip consultants and systems integrators to advocate for CoLab and pinpoint appropriate client engagements.

• Establish partnership processes, reporting frameworks, and operational rhythms from the ground up.

• Collaborate with Sales, Solutions Engineering, Enablement, Marketing, Customer Success, and Product teams.

• Report directly to the VP of Strategy.

⛳️ Requirements

• Proven experience in partnerships, alliances, channel management, or enterprise sales.

• Deep understanding of the consulting industry: firm structures, partner compensation, engagement scoping and sales processes, and what distinguishes a valuable software vendor from a mere inconvenience.

• Familiarity with enterprise software or SaaS go-to-market strategies.

• Strong executive presence.

• Ability to navigate ambiguity and a genuine readiness to take initiative.

• Strong commercial acumen; capable of constructing deal structures during live discussions and evaluating safe trade-offs.

• Proficient in aligning cross-functional teams to deliver results for external clients, despite lacking direct authority.

• Preferred: Established network within major/global consultancies, system integrators, or value-added resellers.

• Preferred: Experience with engineering, manufacturing, or technical products such as CAD or PLM.

• Preferred: Knowledge of land-and-expand SaaS strategies.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible working arrangements to support work-life balance.