Head of Alliances and Partnerships (RapidScale)

About the role

RapidScale is seeking a leader to build and scale the company's partner ecosystem into a strategic growth engine. This role will develop the operating model, programs, governance, and organizational capabilities that enable partners to become a significant contributor to company growth. The position extends beyond traditional alliance management by creating systematic, repeatable partner motions that increase enterprise pipeline, accelerate bookings, expand partner-sourced revenue, maximize partner funding programs, and improve market reach across RapidScale's full portfolio of cloud, cybersecurity, AI, managed services, and professional services.

Reporting to the head of strategic sales, this individual will lead the evolution of RapidScale's partner strategy from tactical relationship management to a scalable ecosystem approach. The role will work across Sales, Marketing, Product, Delivery, Customer Success, Finance, and Executive Leadership to establish governance, define partner investment priorities, measure business outcomes, and build a high-performing partner organization capable of supporting RapidScale's long-term growth objectives.

Success will be measured by the creation of scalable partner programs, enterprise market expansion, partner-influenced and partner-sourced revenue, utilization of partner investments and funding, executive strategic relationships, and the maturity of RapidScale's partner ecosystem.

Responsibilities

• Alliance Strategy & Executive Leadership
  • Develop and execute RapidScale's alliance and ecosystem strategy aligned to company growth objectives
  • Build and maintain executive-level relationships across strategic partners including hyperscalers, technology vendors, channel partners, and industry organizations
  • Identify new partnership opportunities that accelerate revenue growth, service expansion, and market differentiation
  • Represent RapidScale in executive partner engagements, industry events, advisory councils, and strategic planning sessions
  • Establish alliance objectives, success metrics, and governance frameworks
• Revenue Growth & Co-Sell Execution
  • Drive partner-influenced and partner-sourced pipeline growth across all RapidScale solution areas
  • Create scalable co-sell motions between RapidScale and strategic partners
  • Partner closely with Sales leadership to ensure alignment between alliance strategy and field execution
  • Develop sales plays, partner-led campaigns, incentive programs, and market activation strategies
  • Expand utilization of partner funding programs, incentives, and marketplace opportunities
  • Monitor alliance performance and optimize investments to maximize business outcomes
• Team Leadership
  • Lead, coach, and develop a high-performing alliance management organization
  • Establish operating rhythms, performance expectations, and development plans across the alliance team
  • Create alignment and consistency across AWS, Azure, Google Cloud, VMware/Broadcom, cybersecurity, and future alliance motions
  • Foster a culture of accountability, innovation, collaboration, and customer-centricity
• Cross-Functional Partnership
  • Partner closely with Marketing to develop joint campaigns, events, thought leadership initiatives, and demand generation activities
  • Collaborate with Product and Solutions teams to identify emerging market opportunities and strategic investments
  • Work with Professional Services, Delivery, and Customer Success teams to strengthen partner-supported customer outcomes
  • Influence roadmap priorities and service development through partner insights and market intelligence
• Executive Reporting & Business Planning
  • Develop executive-level reporting on alliance performance, pipeline contribution, revenue impact, certifications, funding utilization, and strategic initiatives
  • Maintain visibility into competitive dynamics, industry trends, and emerging partnership opportunities
  • Provide data-driven recommendations to executive leadership regarding alliance investments and growth opportunities

Requirements

• Bachelor's degree in a related discipline and 10 years' experience in a related field (e.g., experience leading strategic alliances, partner ecosystems, business development, channel programs, or cloud partnerships). The right candidate could also have a different combination, such as:
  • Master's degree and 8 years' experience
  • Ph.D. and 5 years' experience in a related field
  • 14 years' experience in a related field
• 5+ years of leadership experience managing alliance, partner, sales, or business development teams
• Demonstrated success building and scaling partner-driven revenue motions
• Experience working with cloud providers, technology vendors, managed services organizations, or system integrators
• Strong executive presence with the ability to influence senior leaders internally and externally
• Proven ability to build executive relationships and navigate complex partner organizations

Preferred Qualifications

• Experience within managed services, cloud services, cybersecurity, professional services, or digital transformation organizations
• Experience managing relationships with AWS, Microsoft, Google Cloud, VMware/Broadcom, Cisco, Palo Alto, CrowdStrike, or similar strategic technology partners
• Understanding of enterprise cloud adoption, cybersecurity, managed services, and professional services business models
• Experience leading partner-influenced revenue organizations exceeding $100M annually

Pay

Compensation includes a base salary in the range of $179,600.00 - $299,400.00. The base salary may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's knowledge, skills, and abilities. Position may be eligible for additional compensation that may include an incentive program.

Benefits

• Flexible vacation policy allowing employees to take as much paid time off as consistent with their duties and company needs
• Seven paid holidays throughout the calendar year
• Up to 160 hours of paid wellness time annually for personal or family wellness
• Additional paid time off for bereavement, voting, jury duty, volunteer activities, military leave, and parental leave