Director, Strategic Partnerships

New York City, NY - USA

Monthly Salary: Not Disclosed

Posted on: 30+ days ago

Vacancies: 1 Vacancy

Job Summary

Who we are:

For over 20 years Global Relay has set the standard in enterprise information archiving with industry-leading cloud archiving surveillance eDiscovery and analytics solutions. We securely capture and preserve the communications data of the worlds most highly regulated firms giving them greater visibility and control over their information and ensuring compliance with stringent regulations.

Though we offer competitive compensation and benefits and all the other perks one would expect from an established company we are not your typical technology company. Global Relay is a career-building company. A place for big ideas. New challenges. Groundbreaking innovation. Its a place where you can genuinely make an impact and be recognized for it.

We believe great businesses thrive on diversity inclusion and the contributions of all employees. To that end we recruit candidates from different backgrounds and foster a work environment that encourages employees to collaborate and learn from each other completely free of barriers.

Your role:

As Director Strategic Partnerships you will own and expand Global Relays partnership ecosystem across three key pillars:

Global System Integrators (GSIs) including the Big 4 (Deloitte PwC EY and KPMG) and other major consulting and advisory firms
Reseller & Channel Partners including strategic resellers such as LSEG and other distribution partners that extend Global Relays market reach
Technology Integration Partners including Microsoft Zoom Meta Verizon Bell Nvidia HPE and others driving both product integrations and joint go-to-market engagement to generate qualified leads and incremental ARR

Reporting directly to the EVP of Americas this role will be based in our state of the art New York office and will serve as a critical connector between our executive team sales organization and partner ecosystem. You will also have the opportunity tobuild and lead a partnerships team as the function scales establishing the structure processes and governance needed for long-term growth.

Your mission will be to build manage and scale strategic partnerships that drive revenue expand market presence and strengthen Global Relays position as the leading provider of compliant communication data governance and AI supervision solutions.

Your responsibilities:

Partnership Strategy & Ownership: Develop and execute a comprehensive partnership strategy across GSIs reseller/channel and technology partner ecosystems that aligns with Global Relays GTM priorities and revenue objectives
Executive Relationship Management: Build and maintain trusted relationships with senior executives across partner organizations ensuring tight alignment between Global Relays leadership and partner stakeholders at every level
Alliance Structuring & Negotiation: Lead the creation negotiation and execution of strategic partnership agreements including referral reseller OEM and technology alliance models in collaboration with the CEO CFO CLO and EVP of Sales
Revenue & Pipeline Growth: Drive partner-led and partner-influenced revenue by developing joint go-to-market programs coordinating field-level engagement and aligning with the enterprise and mid-market sales teams
Technology Integrations & Joint Solutions: Collaborate with Product Management and Marketing to develop integration roadmaps joint value propositions and co-marketing initiatives that demonstrate the power of Global Relays platform alongside key technology partners
Partner Enablement & Governance: Establish a scalable framework for onboarding training and enabling partners to ensure consistent execution and measurable impact across all partnership types
Team Leadership: Build and mentor a high-performing partnerships team over time including Partner Managers and Alliance Leads aligned to specific pillars or regions
Market Expansion: Identify and execute new partnership opportunities that expand Global Relays reach in financial services life sciences and other regulated industries across North America

About you:

10 years of experience in strategic partnerships business development or channel management within SaaS cloud or enterprise software environments
Proven success influencing and engaging senior executives at GSIs consulting firms and global technology companies
Established network within Big 4 firms Financial Services and major enterprise technology ecosystems
Deep understanding of enterprise compliance data governance and regulatory technology is a strong asset
Strong negotiation and relationship management skills with a track record of structuring and executing complex commercial partnerships
Entrepreneurial mindset with demonstrated ability to build and scale partner programs from concept to execution
Excellent communication skills and a collaborative approach with the ability to drive alignment across Sales Product Marketing and Executive teams

Success will be defined by your ability to:

Launch and operationalize at least one major partnership initiative in each of the three pillars within the first year
Drive measurable partner-influenced and partner-sourced ARR growth through co-selling and field-level collaboration
Build a scalable partnerships team and governance model that aligns with Global Relays long-term revenue and growth objectives

Compensation:

Global Relay advertises the pay range for this role in compliance with applicable pay transparency laws. Individual pay rates are determined by evaluating factors such as expertise skills education and professional background.

The range below reflects the expected annual base salary which is only one element of our comprehensive total rewards package designed to reflect our company pay philosophy culture and values. We aim to foster an inspiring work environment and support employees work-life rhythms. We provide a comprehensive health benefits program including extended health coverage and short-term / long-term disability insurance. Employees receive annual allotted vacation days which increase based on tenure. Other benefits include paid sick days maternity/parental leave enhanced program commuter benefits corporate bonuses and a 401(k)-retirement plan with company contribution matching.

For employees based at our New York office we provide additional perks and amenities to enhance your work experience including a subsidized meal program courtesy of our in-house culinary team!

Base salary range

$180000$250000 USD

What you can expect:

At Global Relay theres no ceiling to what you can achieve. Its the land of opportunity for the energetic the intelligent the driven. Youll receive the mentoring coaching and support you need to reach your career goals. Youll be part of a culture that breeds creativity and rewards perseverance and hard work. And youll be working alongside smart talented individuals from diverse backgrounds with complementary knowledge and skills.

Global Relay is an equal-opportunity employer committed to diversity equity and inclusion.

We seek to ensure reasonable adjustments accommodations and personal time are tailored to meet the unique needs of every individual.

To learn more about our business culture and community involvement visit .

Required Experience:

Director

Who we are:For over 20 years Global Relay has set the standard in enterprise information archiving with industry-leading cloud archiving surveillance eDiscovery and analytics solutions. We securely capture and preserve the communications data of the worlds most highly regulated firms giving them gre...