Director of Strategic Alliance

Upstream is looking for a talented Strategic Alliance Director to join the Upstream Global Business Development team and play a pivotal role in our scale-up journey, reporting directly to Upstream’s VP of Business Development, collaborating closely with a team of passionate Upstreamers. Your expertise will be instrumental in growing a successful co-sell strategy, supported by co-marketing and co-develop playbooks

As a Strategic Alliance Director you will be a key leader and responsible for developing and leading strategic relationships with the key strategic technology partners & alliances to accelerate growth of the company in terms of revenue

This is a full-time position and based in Herzliya, Israel.

Responsibilities:

• Deliver Results: Proactively identify new business opportunities through partnerships. Work closely with the sales team to leverage partner relationships to win new clients and expand existing accounts. Initiate Lunch and learn sessions and partner-led events at CSP’s offices across targeted geographical areas to further strengthen partnerships and drive customer engagement.
• Co-Sell focus: Increase the number of partner-originated opportunities by proactively identifying top pipeline and ideal customer profile prospects and mapping them to Tech Partners’ field teams.
• Data Driven: Monitor and analyze alliance performance metrics and key performance indicators (KPIs) are met or exceeded. Share monthly reports with the leadership team. Identify, create, and distribute joint win stories and use cases to showcase successful collaborations and mutual value with partners.
• Lead monthly cadence and relentless execution of partnership management.
• Lead monthly internal company Tech Alliance reviews with both the company leadership team and the sales team.
• Execute and lead partner development plans, to over achieve co-sell and co-marketing goals.
• Work with other teams internal to the organization to ensure that Alliance and Partnership goals are synchronized with organizational goals.
• Encourage and supervise any collaborations with partner brands.
• Attend various trade fairs and networking events on behalf of the company.
• Work in liaison with the sales and marketing team to understand current market trends and build relationships accordingly.
• Strategize, invent and simplify newer ways to grow current partnerships.

Requirements:

• +5 years of recent industry experience, and knowledge of Cyber Security/ Predictive Analytics/ Data management platforms with demonstrated proven results with partners and customers.
• 3+ years in executive alliance or partnership roles.
• A minimum of 3 years’ experience working at a similar position in a start-up.
• Bias for Action: positive, “can-do” spirit- must
• A Team Player. Selling is a team sport and the field is our customer. You were your previous Field team’s “go-to” partner person.
• You earn trust, build trust, and maintain trust
• Proven success and KPIs in driving co-selling through alliances and transacting deals through Cloud marketplaces
• Solid understanding of cloud technology and the ability to communicate technical concepts to technical and non-technical stakeholders
• Solid communication and presentation skills
• Exceptional communicator, must be comfortable speaking in front of large audiences.
• Proven ability towards constructive networking.
• History of developing and leading strategic partnerships.
• Understanding of the link from strategy to technology solutions within industry-relevant use cases and operational outcomes that support strong business cases and ROI for Upstream.
• Demonstrated track record and experience working in complex and fast paced global teams.
• Undergraduate degree in Computer Science or related field; MBA is a strong advantage.
• Like to travel, meet with partners and attend industry events
• Experience in building relationships and scaling them
• Proven ability to work independently and effectively in a fast-paced environment

Upstream is an equal opportunity employer. All candidates for employment will be considered without regard to race, color, religion, sex, national origin, physical or mental disability, veteran status, or any other basis protected by applicable federal, state or local law.