Director of Strategic Alliances & Partnerships

Hexagon Safety, Infrastructure & Geospatial
Madison, AL/Remote
Added: April 30, 2024
Job Description

  • Demonstrated experience successfully scaling a tech partnership - preferably in the security space - from inception to $XM in revenue with leading endpoint protection, identity and cloud marketplace vendors
  • Identify key technology partners that should be prioritized to support Hexagon's go-to-market efforts
  • Create go-to-market strategy for key technology partners working with sales, channels, product, finance, operations, engineering, legal and marketing
  • Build go to market relationships at the executive level with key technology partners
  • Drive partner sourced and influenced pipeline and revenue with key technology partners through co-sell or meet-in-the-channel motions
  • Manage internal communication and collaborate closely with cross functional stakeholders to ensure alignment in vision and execution of tech partnership go-to-market
  • Identify new technology partnerships that should be prioritized for recruitment in order to support the go-to-market teams priorities
  • Manage relationships with key technology GTM partners including defining KPIs, tracking and monitoring KPIs, managing and optimizing partner performance in order to drive go-to-market goals
  • Manage partner contract negotiations, build go-to-market plans, identify and deploy incentives to drive pipeline and influence bookings goals
  • Manage journey of technology GTM partnerships including contract negotiation, go-to-market planning, marketing, sales incentives, training & enablement, pipeline generation and sales
  • Develop joint value propositions, sales playbooks, and partner programs to grow Hexagon's technology go-to-market partnership ecosystem


  • 10+ years in Software/SaaS/Security Sales & Channel management, ideally with 5+ years of experience driving revenue and pipeline through technology partners
  • Strategic thinker with sound business judgment, analytical and presentation skills, and ability to influence C-level executives using data
  • Strong bias for action and able to deliver results in a scrappy environment with limited resources
  • Extensive experience negotiating complex contracts with the ability to drive to win-win outcomes for both parties in the partnership
  • Ability to operate with a high integrity, making strategic decisions with the best long-term interests of the company in mind
  • Ability to deal with ambiguity, juggle multiple tasks seamlessly, take ownership and deliver results in a lean organization
  • Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
  • Experience working in a high-growth start-up environment highly preferred
  • Ability to travel 30-50% of the time.
  • MBA Preferred
  • Strong technical background, with engineering degree preferred.