Head of Alliances and Partnerships (REMOTE)
Skills
- Proven partner ecosystem development and alliance negotiation skills
- Deep knowledge of cloud platforms and cloud-native infrastructure (AWS, Azure, GCP)
- Open-source community engagement and governance familiarity
- GTM design and partner program operationalization
- Experience with CRM and PRM tools (Salesforce, HubSpot, partner management platforms)
- Ability to translate technical developer signals into commercial opportunities
- Strong executive presence and stakeholder management
Responsibilities
- Build and nurture strategic relationships across the Crossplane community, open-source foundations, contributors, and adjacent projects to grow adoption and integrations.
- Identify, negotiate, and expand high-impact commercial alliances with hyperscalers (AWS, Azure, GCP), ISVs, and SIs.
- Design and operationalize a scalable partner program including tiers, certification paths, onboarding, enablement, incentives, and performance tracking.
- Architect and execute partner-led GTM motions: co-selling, account mapping, co-marketing, sales enablement, and joint value propositions.
- Collaborate with product and engineering to align partner integrations with roadmap priorities and drive technical partnership outcomes.
- Translate community and developer signals into pipeline opportunities and measurable partner-driven revenue.
- Represent Upbound and Crossplane at industry events, partner forums, and cloud-native conferences; contribute to ecosystem storytelling and thought leadership.
- Leverage CRM and partner analytics tools to track influence, measure ecosystem ROI, and refine partner strategies.
Education
- Bachelor’s degree in a relevant field or equivalent experience
- Advanced degree (MBA) or relevant certifications preferred but not required
Benefits
- Competitive base salary and equity / stock option package
- Remote-first work with flexible schedule
- Comprehensive health, dental, and vision benefits
- Paid parental leave and paid time off
- 401(k) or regional retirement plans (where applicable)
- Professional development budget and conference support
- Opportunity to influence open-source and enterprise product strategy
Average salary estimate
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Founded in 2019, Upbound is a cloud-native computing company enabling organizations to run, scale, and optimize their services across multiple cloud environments. The company is located in Seattle, Washington.
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