Director, Technology Alliances

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the commercial, relational, and operational elements of a designated portfolio of Apollo.io technology alliances.

• Develop and sustain joint business plans, acting as the sole point of accountability for the health and growth of alliances.

• Assist in identifying which integrations should transition into full technology alliances and which should be restructured or phased out.

• Facilitate co-selling efforts at the field level between Apollo's sales team and partner sales teams.

• Foster introductions between representatives and create field enablement for co-selling initiatives.

• Manage partner-sourced and partner-influenced pipeline and revenue.

• Design and implement joint go-to-market strategies that encompass demand generation, field events, and content creation.

• Collaborate with the Marketing team to execute programs that generate pipeline opportunities.

• Align executive sponsors, management, and field stakeholders with the priorities and objectives of the alliances.

• Connect Partnerships, Product, Marketing, and Sales teams for each alliance under your management.

• Start as an individual contributor focusing on a specific alliance portfolio.

• As the ecosystem grows, recruit, mentor, and lead Technology Partner Managers.

• Establish team ownership frameworks and set up QBRs, planning cycles, and reporting structures.

⛳️ Requirements

• Minimum of 8 years of experience in technology alliances, strategic partnerships, or channel roles.

• Proven success in driving partner-sourced and partner-influenced pipeline and revenue.

• Experience managing the complete commercial lifecycle of a technology partnership, including joint business planning, field co-selling, and co-marketing efforts.

• History of designing and executing joint go-to-market programs alongside a marketing team focused on demand generation, field events, and content.

• Ability to bring together executive, management, and field stakeholders across product, marketing, sales, and partnerships.

• Comfortable beginning as an individual contributor with a personal alliance portfolio and advancing to team leadership.

• Capability to serve as the commercial counterpart to a technical partnerships function.

• Familiarity with major CRM systems, cloud services, or platform ecosystems, as well as partner/alliance programs is desirable.

• Prior experience running rep-to-rep co-sell strategies and managing marketplace listings is preferred.

• Previous people-management experience or demonstrated potential to build and lead a team is advantageous.

• Experience in a fast-growing SaaS company with self-service and enterprise/mid-market models is preferred.

🏝️ Benefits

• Equity

• Company bonus or sales commissions/bonuses

• 401(k) plan

• At least 10 paid holidays per year

• Flex PTO

• Parental leave

• Employee assistance program

• Wellbeing benefits

• Global travel coverage

• Life, AD&D, STD, and LTD insurance

• FSA/HSA

• Medical, dental, and vision benefits

• Resources, support, and autonomy for professional growth

• AI and automation-focused continuous improvement culture