Reality Defender

Director

• Develop and execute a comprehensive alliance strategy focused on hyperscalers (AWS, Google Cloud, Microsoft Azure), GSIs (IBM, Booz Allen Hamilton, CACI), and strategic consulting partners (Accenture, Deloitte, PwC, KPMG)
• Manage and expand existing partnerships while identifying and recruiting new strategic channel and reseller partners
• Navigate complex partner ecosystems where alliance partners often serve dual roles as strategic investors, leveraging these relationships for mutual growth
• Negotiate and structure partnership agreements, including cloud marketplace listings, reseller agreements, and co-selling arrangements
• Build and manage an enterprise partner pipeline, focusing on large-scale deployment opportunities and government contracts
• Collaborate cross-functionally with Sales, Marketing, Product, and Engineering teams to ensure successful partner onboarding and joint value creation
• Lead joint go-to-market initiatives with hyperscaler and consulting partner sales teams, including co-selling motions and partner-led deals
• Establish partner enablement programs, training materials, and success metrics for enterprise channel partners and resellers
• Represent Reality Defender at major partner summits, industry events, and executive briefing centers
• Drive measurable partner-sourced pipeline and establish reseller programs, marketplace listings, co-selling initiatives, and a partner advisory board to scale alliance revenue

Director of Alliances