Director of Alliances

Key Responsibilities

• Own and deliver against pipeline generation and bookings targets tied to alliance-sourced and alliance-influenced revenue.
• Define, launch, and operationalize a tiered partner program that includes resellers, technology partners, OEMs, integrators, and design firms.
• Identify, cultivate, and drive strategic partnerships with large ecosystem players (e.g., Nvidia, Jabil, Carnegie Robotics) to embed FORT into their platforms and go-to-market motions.
• Build and maintain a structured portfolio of potential and active partners; stratify focus based on actual pipeline momentum, bookings contribution, and strategic alignment.
• Develop distribution partners in regions where FORT does not have direct sales coverage, starting with priority international markets.
• Collaborate closely with Sales, Product, and Marketing to align partner programs with FORT’s product roadmap, pricing strategy, and customer success model.
• Establish partner enablement infrastructure: onboarding, training, co-marketing, deal registration, and performance tracking.
• Report regularly on alliance KPIs — partner-sourced pipeline, bookings, deal velocity, and program ROI — to the CRO and leadership team.

Required Qualifications

• 6–10 years of experience in B2B alliances, channel sales, or strategic partnerships, with direct ownership of partner-sourced revenue targets.
• Demonstrated track record of meeting or exceeding alliance bookings and pipeline targets in a growth-stage or scaling environment.
• Experience in electronics, robotics, industrial automation, automotive, or adjacent hardware/software sectors.
• Strong ability to build relationships at the executive level with partners ranging from startups to Fortune 500 companies.
• Data-driven mindset with fluency in pipeline analytics, partner scorecards, and KPI-based program management.
• Proficiency with AI productivity tools (e.g., Claude, ChatGPT) as part of daily business workflows.

Prior to Employment

• Deep domain expertise in robotics, autonomous systems, or functional safety.
• Experience building a partner program from scratch or restructuring an underperforming one.
• Existing relationships with OEMs, integrators, or technology partners in FORT’s target verticals (defense, logistics, construction, agriculture).
• Familiarity with channel/alliance tooling such as Salesforce PRM, Crossbeam, or partner management platforms.