Director of Partnerships & Strategic Alliances – Tech Platforms

Career Guide

Leads the strategy, sourcing, and growth of partnerships with major tech platforms and ecosystems. Negotiates agreements, builds joint go‑to‑market plans, aligns sales and product teams, and tracks revenue impact from co‑sell, channel, and marketplace motions.

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Key Responsibilities

Define partnership strategy and target platform ecosystem(s)
Source, evaluate, and negotiate alliance agreements
Build joint business plans and co-sell motions with platform partners
Coordinate partner enablement, certification, and readiness
Own partner pipeline, forecasting, and performance KPIs in CRM
Launch marketplace listings and co-marketing campaigns
Resolve partner conflicts and manage executive QBRs

Career Progression

Can Lead To

Senior Director/Head of Partnerships

VP of Business Development & Alliances

Global Partnerships Leader

Transition Opportunities

Corporate Development (M&A/BD)

Product Management (Platform/Ecosystem)

Channel Sales Leadership

Partner/Alliance Consulting

Common Skill Gaps

Often Missing Skills

Deep knowledge of AWS/Azure/Salesforce partner programs and co-sell motionsEnterprise contract negotiation with complex commercial termsMarketplace listing management and lead routing operationsPartner pipeline forecasting and KPI instrumentationJoint solution packaging and partner enablement playbooks

Development SuggestionsEarn CA-AM and complete AWS Partner: Accreditation (Business); co-lead a pilot co-sell and marketplace listing with a friendly partner to build a measurable case study.

Market Intelligence Report

Director of Partnerships & Strategic Alliances – Tech Platforms is part of the Revenue Partnerships category.Explore our market intelligence report to see how AI and hiring demand are shifting for these roles.

See the market intelligence report

Salary & Demand

Median Salary Range

Entry Level$80,000–$115,000

Mid Level$120,000–$170,000

Senior Level$180,000–$260,000

Growth Trend

growing — Platform ecosystems and partner-led sales expanding across SaaS and cloud

Companies Hiring

Major Employers

MicrosoftSalesforceAmazon Web Services (AWS)

Industry Sectors

TechnologyCloud & SaaSEnterprise Software

Recommended Next Steps

Complete ASAP’s CA-AM certification and enroll in AWS/Azure/Salesforce partner business training to learn co-sell and program mechanics.

Build a sample joint business plan: target accounts, roles/responsibilities, KPIs, MDF/co-marketing, and a 90-day enablement plan.

Join the Association of Strategic Alliance Professionals (ASAP) and attend ecosystem meetups; book 5–10 informational chats with current alliance leaders.