Alliance Director, Strategic Technology Partnerships

CUBE is a global RegTech business defining and implementing the gold standard of regulatory intelligence for the financial services industry. We deliver intuitive SaaS solutions powered by AI to simplify the complex and ever-changing world of compliance for our clients.

About Us

• Globally recognized brand at the forefront of Regulatory Technology, trusted by top financial institutions.
• Achieved over 50% growth in 2024 through organic expansion and strategic acquisitions.
• Fast-paced, high-performing team that continuously evolves products, services, and operations.
• Empowers bold, ambitious individuals with a “make it happen” culture for career ownership and growth.
• Over 700 employees across 19 countries, fostering diversity, collaboration, and a shared mission.
• Pioneers in AI-driven regulatory intelligence, working with leading AI researchers and engineers.

About the Role

This role owns the end-to-end management of CUBE's most strategically significant technology partnerships, including large ISVs such as IBM, ServiceNow, and Microsoft. The Alliance Director is responsible for building and deepening commercial relationships, structuring and closing complex partnership agreements, and activating joint go-to-market motions that generate measurable, attributable revenue. This is a commercially sophisticated role requiring expertise in technology ecosystems—OEM, resell, redistribution, co-sell, and technology integration—to move partnerships from strategic intent to commercial outcome.

Responsibilities

Commercial Partnership Development

• Own the full commercial lifecycle of assigned technology partnerships, from structuring and negotiating agreements through to renewal, expansion, and performance management.
• Lead and close complex partnership agreements, including OEM arrangements, resell and redistribution frameworks, co-sell motions, and joint solution commercialization.
• Identify and pursue commercial models that unlock mutual revenue growth, with clear pipeline contribution and partner-influenced revenue.
• Maintain a deep understanding of each partner's commercial priorities, go-to-market strategy, and internal incentive structures to position CUBE advantageously.

Technical Partnership Depth

• Develop and maintain a strong working knowledge of how CUBE's technology integrates with partner platforms and how those integrations create joint value for customers.
• Engage with technical and product stakeholders—both internally and within partner organizations—to progress integration roadmaps, co-develop joint solutions, and identify new areas of technical collaboration.
• Evaluate and pursue OEM, embedded, and distribution opportunities that extend CUBE's reach through partner technology stacks.
• Act as a credible voice in technical discussions, articulating integration architecture, data flows, and platform interoperability to build confidence with partner teams.

Relationship & Stakeholder Management

• Build and sustain executive-level relationships within partner organizations, establishing CUBE as a preferred and trusted partner.
• Manage a broad and complex stakeholder map across each partner—spanning alliances, sales, product, legal, and C-suite—and navigate competing priorities to advance CUBE's position.
• Represent CUBE at partner advisory boards, strategic forums, industry events, and joint customer engagements.
• Maintain regular cadences with partner leadership, including joint business reviews, executive briefings, and strategic planning sessions.

Go-to-Market Activation

• Design and execute co-sell programs with partner field organizations, ensuring CUBE is embedded in partner sales motions and consistently positioned in joint opportunities.
• Collaborate with CUBE's sales, marketing, and product teams to translate partnership agreements into active pipeline and closed revenue.
• Drive partner enablement, ensuring partner-facing teams have the knowledge, tools, and incentives to position and sell CUBE effectively.
• Track and report on pipeline, revenue attribution, and partner engagement metrics, providing regular performance updates to leadership.

Internal Collaboration

• Work cross-functionally with Legal, Finance, Product, and Sales to structure, negotiate, and operationalize partnership agreements.
• Serve as the internal authority on assigned partner relationships, providing context, intelligence, and strategic guidance to colleagues.
• Contribute to the broader alliance strategy, sharing market intelligence and partnership learnings that inform CUBE's ecosystem approach.

Requirements

• Proven track record managing strategic technology partnerships with large ISVs—direct experience with IBM, ServiceNow, or Microsoft ecosystems strongly preferred.
• Demonstrated experience structuring and closing complex commercial agreements, including OEM arrangements, resell and redistribution frameworks, and technology co-development or integration agreements.
• Strong working knowledge of technology integration models and the commercial mechanics they enable—how integrations are monetized, productized, and taken to market.
• Experience designing and executing co-sell programs with enterprise technology partners, with demonstrable pipeline and revenue results.
• Track record of building and maintaining executive-level relationships within large, matrixed partner organizations.
• Commercially sophisticated, with experience managing partner-influenced revenue targets and reporting on portfolio performance to senior leadership.
• Demonstrated ability to operate cross-functionally in complex organizations, working with Legal, Finance, Product, and Sales to negotiate and operationalize partnerships.
• Experience in a B2B SaaS, RegTech, FinTech, or enterprise software environment preferred.