Alliances Director

Klarity•San Francisco, CA

5d•Remote

About The Position

Klarity is seeking an Alliances Director to own and develop our relationships with Big-4 and management consulting firms — some of the most consequential partnerships in our go-to-market strategy. In this role, you'll report directly to the SVP, Head of Go-to-Market and will be responsible for transforming how the world's largest professional services firms adopt, deploy, and co-sell Klarity across their enterprise practices. This is a role that requires diplomatic precision. You'll navigate a nuanced dynamic: Klarity compresses the discovery and documentation work that consulting firms have historically billed for, while simultaneously making their engagements more profitable and their clients happier. The best person for this job understands that tension intuitively and can turn it into a compelling partnership story — helping firms show up differently and accelerate time-to-value delivery for their end customers. You'll orchestrate the complete relationship across multiple dimensions: consulting firms as customers (using Klarity to modernize their own delivery), as co-selling partners (jointly delivering to enterprise clients), and as channels (sell-through, sell-to, and white/grey-label motions). This includes defining where Klarity invests resources, which markets and verticals receive focus, structuring partnerships for maximum mutual value, and ongoing coordination and multi-threading internally with Klarity executives and account teams. This role requires someone who can hold their own in boardroom-level meetings with Big-4 leadership while simultaneously rolling up their sleeves to drive execution on the ground. You're as comfortable in a strategy session with a Managing Director as you are building the enablement materials that help 10,000 consultants understand what Klarity does — without needing to train each one individually.

Requirements

8+ years of experience managing strategic partnerships with Big firms (Accenture, Deloitte, EY, KPMG, PwC), MBB (McKinsey, BCG, Bain & Co.) — and can show a track record of driving $25M+ in annual partner-sourced revenue
Possess existing VP+ level relationships within major consulting organizations and understand how to navigate their complex organizational structures, from practice leads to Managing Directors
Commercial chops for boardroom-level meetings — you can hold a room of senior partners and speak credibly about transformation strategy, not just product features
Deep partner economics know-how across sell-to, sell-through, and white/grey-label models, with experience structuring deals that create real mutual value
Enablement-at-scale thinker — you know you can't train 10,000 partners, so you design the motion, not the curriculum
AI-native, not AI-adjacent — you intuitively understand and use AI in your own daily work to sharpen your craft, not just talk about it in meetings
High coachability with no ego — this world is changing fast, and we need growth-mindset people willing to adapt with it
Customer-obsessed with an entrepreneurial spirit, strong opinions, and a bias for action

Nice To Haves

Direct experience with AI/ML technology partnerships and can articulate technical differentiation to both partners and enterprise buyers in plain language
Track record of building partnership programs from early stages through scale — you've done the zero-to-one work, not just inherited a mature program
Experience establishing enablement and certification programs for large partner organizations where the goal is partner self-sufficiency, not dependency on your team
Understand the private equity channel opportunity — how a single PE relationship can yield 5–20 portfolio company deployments
Can balance visionary partnership strategy with pragmatic, day-to-day operational execution — and actually enjoy both

Responsibilities

Own the strategic roadmap, investment decisions, and revenue accountability for Klarity's consulting alliances portfolio, with a target of driving $25M+ in annual partner-sourced revenue
Build and maintain executive relationships within Big-4 and management consulting leadership to position Klarity as the foundational technology for their transformation and advisory practices
Develop scalable enablement programs that help consulting firms' workforces understand Klarity's capabilities without requiring one-to-one training
Design and operationalize partner economics across sell-to, sell-through, and white/grey-label models, ensuring commercially sound structures that scale
Partner with consulting firms to co-develop industry-specific solutions and reference engagements that showcase Klarity's unique capabilities in process intelligence, speed-to-insight, and continuous improvement
Diplomatically navigate the displacement dynamic — Klarity compresses traditional consulting discovery timelines, so you'll position that as a feature (not a threat) that makes their engagements more profitable
Lead the pursuit of significant enterprise deals through partnerships, ensuring proper positioning and support throughout complex, multi-stakeholder sales cycles
Establish success criteria for joint accounts and create feedback loops that drive continuous improvement across the partner portfolio