Director of Alliances

Reality Defender

full-time

Posted on: 9/4/2025

Location: New York • 🇺🇸 United States

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💰 $150,000 - $175,000 per year

Lead

AWSAzureCloudCyber Security

About the role

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

7+ years of experience in strategic partnerships, business development, or alliance management with hyperscalers, GSIs, or strategic consulting firms
Proven track record of building and scaling enterprise partner ecosystems that drive significant revenue impact through channel partnerships and reseller networks
Deep understanding of hyperscaler partnership models (AWS, Google Cloud, Azure), GSI go-to-market strategies, and consulting firm engagement patterns
Experience managing complex partner relationships where partners serve multiple roles (investor, reseller, technology integrator)
Strong relationships within enterprise partner ecosystems, particularly with cybersecurity and AI-focused practice areas
Experience negotiating enterprise partnership agreements, reseller terms, and cloud marketplace arrangements
Exceptional communication and presentation skills with the ability to influence C-level executives at Fortune 500 companies and government agencies
Strategic mindset with the ability to identify enterprise market opportunities and translate them into scalable partnership strategies
Strong project management skills with experience managing multiple complex partnerships and investor-partner relationships simultaneously
Bachelor’s degree in Business, Engineering, or related field; MBA preferred
Willingness to travel 30-40% for partner meetings, industry events, and strategic initiatives