Director - Strategic Alliances and Channel

Responsibilities

• Execute and scale the partner ecosystem strategy, including strategic, channel, and technology partnerships
• Manage and grow a portfolio of strategic, reseller, referral, and technology alliance partners
• Identify opportunities to expand partner contribution through co-selling, integrations, and joint go-to-market activities
• Recruit, onboard, and enable partners with value propositions, competitive positioning, and sales resources
• Own partner-sourced and partner-influenced pipeline and revenue objectives
• Collaborate with Sales, Marketing, Product, and Customer Success teams to align partner motions with revenue goals
• Drive pipeline reviews, forecasting, and partner performance tracking

Requirements

• 10+ years of progressive experience in sales, partnerships, alliances, or channel roles
• 3+ years of experience leading strategic partnerships (GSIs, ISVs) or channel programs
• Proven experience in a B2B SaaS environment
• Experience managing multiple partner motions, including reseller, referral, and technology alliances
• Strong negotiation, analytical, and communication skills
• Demonstrated ability to drive measurable pipeline impact and revenue growth

About the Company

Responsive (formerly RFPIO) is the global leader in strategic response management software. Our AI-powered platform is purpose-built to help organizations manage responses at scale, empowering companies to accelerate growth, mitigate risk, and improve employee experiences. We serve nearly 2,000 customers worldwide, helping them respond to RFPs, RFIs, security questionnaires, and more.