Head of Partnerships
Role summary
Spacelift is seeking a Director-level leader to establish and own its global partner strategy. This role will build out the partner channel, focusing on three key motions: resellers, system integrators/GSIs, and hyperscale cloud providers (AWS, GCP, Azure). The leader will define program structures, including deal registration, co-sell, incentives, enablement, and marketplace strategy. Key responsibilities include building executive relationships with strategic partners, aligning with internal Sales, Marketing, and Product teams, and driving partner-sourced and partner-influenced ARR. The role requires a minimum of seven years in partnerships, alliances, or channel sales within B2B software, with experience in program building and team management. Technical fluency and experience with cloud infrastructure are preferred.
- Spacelift is hiring a Director-level leader to own its global partner strategy
- The partner channel is an increasingly important part of how we go to market, and we’re looking for someone to build it out
- You’ll lead Spacelift’s partnerships across three motions: resellers, system integrators and GSIs, and hyperscale cloud providers
- Each is at a different stage
- The reseller program is being stood up now
- The GSI motion is still taking shape
- Hyperscaler engagement is anchored on AWS, with earlier-stage work underway on GCP and Azure
- You’ll set the strategy across all three, focus the team on a small set of strategic partners, and be accountable for partner-sourced and partner-influenced ARR, pipeline contribution, and Spacelift’s presence across these ecosystems
- Lead Spacelift’s global partner strategy across resellers, SIs and GSIs, and hyperscalers, prioritizing depth with a small number of strategic partners
- Manage a small team and develop the people on it
- Define program structure for each partner type, including deal registration, co-sell motions, incentives, enablement, marketplace strategy, and joint GTM
- Build and maintain executive-level relationships with priority partners
- Align with Spacelift Sales on territory, pipeline, and rules of engagement
- Work with Marketing and Product on joint campaigns, case studies, integrations, and field messaging
- Report regularly to leadership on partner performance, ROI, and where to invest next, including a recommendation on whether to deepen GCP or Azure investment
### Benefits
- Friendly and supportive work environment
- Medical, dental, and vision plans for employee and any dependents
- 26 days paid time off annually
- Flexible working hours
- Equity package
- Generous monthly allowance
- Team events in remote locations
- Investment day (aka Google’s 20% rule): in addition to regular projects, we encourage our employees to spend Fridays working on what they think will most benefit Spacelift
- Remote work opportunities for some roles- Comfort operating with ambiguity and making decisions with incomplete information
- Enough technical fluency to discuss what Spacelift does and why it matters to a platform engineering team
- Direct experience across multiple partner types: national resellers (Ahead, Presidio, WWT, or similar), MSPs, GSIs, and hyperscalers, with AWS strongly preferred
- Strong executive presence and the ability to operate effectively across Sales, Marketing, Product, and Customer Success
- A track record of partner-sourced and partner-influenced revenue, with results you can speak to specifically
- Seven or more years in partnerships, alliances, or channel sales at a B2B software company, including experience building programs rather than only running existing ones
- Experience managing and developing a team
