Lead strategic management and business development for Cloud & Platform Partners at Cloudflare. Building high - performing teams and establishing partnerships that generate revenue and enhance market position.
About the role
- Alliances Director building and growing ISV & software partner ecosystem for a fast-paced SaaS startup. Driving revenue through strategic alliances and cross-functional collaboration.
Responsibilities
- Design and launch our ISV & software partner program from the ground up.
- Identify, engage, and onboard high-impact ISV and software partners globally.
- Define scalable alliance models and work out joint go-to-market (GTM) plans.
- Set alliance-sourced and alliance-influenced pipeline targets in collaboration with Sales.
- Enable and empower software partners to sell and integrate our platform successfully.
- Help partners position our product as a critical part of their solution stack.
- Manage and grow strategic software partner relationships—be their trusted advisor and biggest champion.
- Lead regular business reviews with partners to track KPIs and explore growth opportunities.
- Work cross-functionally with Sales, Marketing, Product, and Customer Success to ensure alliance success.
- Roll out alliance enablement tools, resources, and processes that can scale as we grow.
- Constantly iterate and improve our alliance playbook, learning as we scale.
- Share partner insights internally to shape product development and GTM strategies.
Requirements
- Proven experience in SaaS alliances, with a focus on ISV and software partner ecosystems.
- Proven success in building alliance programs (ideally from zero) and scaling them for growth.
- Solid understanding of enterprise SaaS, indirect sales motions, and platform integrations.
- Track record of driving significant pipeline and revenue via software alliances.
- Strong commercial skills—comfortable negotiating deals and joint GTM initiatives.
- Highly collaborative with the ability to build trust across both partner and internal teams.
- Startup mentality: bias for action, comfort with ambiguity, and a “build it” mindset.
Benefits
- Shape our future: Be part of our leadership team building a key growth engine from the ground up.
- Grow fast: We’re scaling fast, and so will your career.
- Ownership: Real autonomy and the chance to make decisions that matter.
- Equity upside: We win together—your success directly impacts your rewards.
- Great people: A collaborative, no-ego team that values transparency and action.
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
Location requirements
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