Territory Manager – Fire Suppression, MN, ND, SD, IA, NE
Johnson Controls
SFDC
Head of Alliances and Partnerships
Upbound
full-time
Posted on:
Location Type: Remote
Location: Remote • Washington • 🇺🇸 United States
Visit company websiteJob Level
Lead
Tech Stack
AWSAzureCloudGoogle Cloud PlatformOpen Source
About the role
- Build strategic relationships within the Crossplane ecosystem — including contributors, maintainers, and adjacent project communities — to expand adoption and integration momentum.
- Collaborate with open-source foundations and community leaders to strengthen the broader control plane and platform engineering ecosystem.
- Support co-marketing, education, and joint initiatives that celebrate community success and reinforce Upbound’s leadership within open source.
- Partner with Developer Relations and Product teams to ensure two-way collaboration between community innovation and enterprise needs.
- Identify, negotiate, and grow high-impact partnerships with hyperscalers (AWS, Azure, GCP), ISVs, and SIs.
- Develop joint GTM strategies that integrate Crossplane and Upbound into partner ecosystems, marketplaces, and managed service offerings.
- Collaborate on technical integrations that expand Crossplane’s reach while reinforcing Upbound’s commercial differentiation.
- Architect and execute partner-led GTM motions including co-selling, account mapping, co-marketing, sales enablement, and joint value propositions.
- Work closely with marketing to create partner case studies, technical stories, and ecosystem campaigns that highlight real-world outcomes.
- Translate developer and community adoption signals into commercial opportunities with measurable pipeline impact.
- Leverage modern GTM and partner analytics tools to optimize engagement, track influence, and refine strategies.
- Design and operationalize a scalable partner program including onboarding, enablement, incentives, and performance tracking.
- Define partner tiers, certification paths, and engagement models for both open-source collaborators and commercial partners.
- Establish clear KPIs for ecosystem health, engagement, and partner-driven revenue.
- Collaborate with product and engineering leadership to ensure partnerships align with roadmap priorities and strategic initiatives.
- Advocate for integration opportunities and feedback from both the open-source and commercial ecosystems.
- Drive alignment between Crossplane’s community direction and Upbound’s enterprise strategy to create synergy across the stack.
- Represent Upbound and Crossplane at industry events, partner forums, and cloud-native conferences.
- Act as a senior ambassador across open-source, cloud, and enterprise ecosystems — balancing authenticity, influence, and strategic clarity.
- Contribute to thought leadership and ecosystem storytelling that elevate Upbound’s role in the Intelligent Control Plane movement.
Requirements
- 7+ years in technology partnerships, strategic alliances, or business development within cloud, SaaS, ISV, or open-source technology companies.
- Proven success building and scaling partner ecosystems in high-growth, developer-led or open-source-first environments.
- Experience managing both open-source and commercial partnerships simultaneously — balancing community trust with business goals.
- Track record negotiating complex partnerships with global cloud providers, ISVs, and SIs.
- Deep understanding of cloud computing, infrastructure platforms, and the cloud-native landscape (AWS, Azure, GCP).
- Familiarity with open-source governance, contribution workflows, and community engagement best practices.
- Strategic thinker with strong analytical skills; able to measure and communicate partner and ecosystem ROI.
- Exceptional collaboration, communication, and influence skills across technical and executive audiences.
- Proficiency with CRM and partner management tools (Salesforce, HubSpot, PRM platforms).
Benefits
- Competitive salary
- Flexible working hours
- Professional development budget
- Home office setup allowance
- Global team events
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
cloud computinginfrastructure platformspartner ecosystem developmentGTM strategytechnical integrationsnegotiationanalyticscommunity engagementopen-source governancebusiness development
Soft skills
collaborationcommunicationinfluencestrategic thinkinganalytical skillsrelationship buildingcommunity trust managementleadershipstorytellingambassadorship
