Director, Strategic Alliances

Location: Remote; listed remote locations include Canada, non-North America, and the United States.

Company

Builds AI software for mechanical engineering teams designing complex products such as cars, medical devices, and jet engines, helping manufacturers improve design reviews, reduce rework, and bring products to market faster.

What you will do

• Source and develop go-to-market partnerships with consulting firms, systems integrators, and value-added resellers, with the primary focus on consultancies.
• Run full-cycle partner acquisition, positioning the platform around partners’ commercial priorities from initial conversation through signed agreement.
• Design co-sell, referral, and delivery arrangements that create value for both sides.
• Own strategic partner relationships after signing through joint business plans, business reviews, health tracking, and long-term scope expansion.
• Drive partner-sourced pipeline and revenue, build champions within partner firms, and enable consultants and systems integrators to identify suitable client engagements.
• Build the partnership function from scratch, including processes, reporting, operating cadence, and cross-functional handoffs with Sales, Solutions Engineering, Enablement, Marketing, Customer Success, and Product.

Requirements

• Experience in partnerships, alliances, channel, or enterprise sales.
• Strong understanding of the consulting industry, including firm structures, partner compensation, engagement scoping and sales, and the role of software vendors in consulting engagements.
• Experience with enterprise software or SaaS go-to-market.
• Strong executive presence and commercial instincts, including the ability to structure deals and evaluate trade-offs in live conversations.
• Comfort with ambiguity and willingness to take a hands-on approach while building a new function.
• Ability to align cross-functional teams and deliver for external partners without direct authority over those teams.

Nice to have

• Existing relationships within major or global consultancies, systems integrators, or value-added resellers.
• Experience with engineering, manufacturing, or technical products such as CAD or PLM.
• Familiarity with land-and-expand SaaS motions.

Culture & Benefits

• Opportunity to build a partnership function from scratch rather than optimize an established playbook.
• Emphasis on translating technical product capabilities into commercial value for partners.
• High ownership of partner-sourced pipeline and revenue targets.
• Cross-functional collaboration across Sales, Customer Success, Marketing, and Product.