VP, Technology Alliances
About The Position
Build the ecosystem that powers trust in the world’s most regulated industries. At Global Relay , we help financial institutions and regulated organizations capture, archive, and analyze communications data at scale—securely and compliantly. As we accelerate our platform and go-to-market strategy, we’re investing in a world-class technology alliances function to expand our reach and unlock new revenue channels. This is a foundational leadership role based in San Francisco, designed for someone who has built and scaled partnerships inside high-growth SaaS or cloud companies and knows how to navigate the Bay Area ecosystem. The Opportunity As VP, Technology Alliances, you will define and lead our global partner strategy across hyperscalers, ISVs, and telecom providers. You’ll build the motion from the ground up—owning everything from partner segmentation and program design to executive alignment and revenue contribution. You’ll work directly with Sales, Product, and Marketing leadership to turn partnerships into a material growth engine, not just a support function. This role reports to the Global Head of Sales and will be highly visible across the executive team.
Requirements
- 12–15+ years in partnerships, business development, or channel leadership within SaaS, cloud, or enterprise software
- Proven experience building alliances with hyperscalers, ISVs, or telecom providers in the Bay Area ecosystem
- Track record of turning partnerships into measurable revenue streams (not just logos or integrations)
- Strong executive presence with experience influencing VP/C-level stakeholders at large technology companies
- Experience structuring complex commercial agreements (co-sell, OEM, resale, strategic integrations)
- Builder mindset: comfortable operating in ambiguity and creating structure from scratch
Nice To Haves
- Familiarity with regulated industries (financial services, compliance, data governance) is strongly preferred
Responsibilities
- Ecosystem Strategy: Define and execute a global alliances strategy aligned to revenue goals, with focus on cloud, AI, and communications platforms
- Strategic Partnerships: Build and expand relationships with companies such as NVIDIA , Twilio , Meta , Verizon , and Hewlett Packard Enterprise
- Program Build-Out: Design scalable partner programs including onboarding, enablement, certification, and joint GTM frameworks
- Revenue Impact: Drive sourced and influenced pipeline through co-sell motions, channel partnerships, and embedded integrations
- Executive Engagement: Own C-level relationships and governance (QBRs, joint planning, executive sponsorship)
- Cross-Functional Alignment: Partner with Product, Marketing, and Sales to bring integrated solutions to market
- Team Leadership: Hire and develop a high-performing alliances organization over time
Benefits
- Global Relay advertises the pay range for this role in accordance with the pay transparency laws of the state of California.
- In addition to the annual base salary (range listed below), compensation for this role also includes commissions, extended health benefits, and 401k contributions.
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What This Job Offers
Job Type
Full-time
Career Level
Executive
Education Level
No Education Listed
Number of Employees
501-1,000 employees
