Director of Partnerships and Alliances (B2B SaaS)

Interplay Learning, the leader in immersive learning for the skilled trades, now includes Industrial Training International (ITI), the global leader in specialized industrial learning solutions.

Leveraging instructor-led training, online simulations, AI, and VR, Interplay helps organizations and educational institutions upskill faster, reduce risk, and increase operational readiness. With nearly 600,000 people trained, Interplay is shaping the future of workforce development, building better careers and better lives. Visit www.interplaylearning.com to learn more.

Awards & Recognition: 

• 2024 Facilitiesnet Readers' Choice Award Winners for Software
• Forbes 2024, America's Best Startup Employers
• 2024 Fast Company Most Innovative Companies
• 2024 AHR Expo Innovation Awards Winners for Software
• Built-In, Best Midsize Places to Work In Austin 2023 & 2024

Position: Director of Partnerships and Alliances 

Why this position:

• Meaningful, impactful work
• Mission-driven company
• Career development in a dynamic, high growth environment
• Passionate, collaborative team 
• Innovative product - EdTech, VR, AI

What you’ll do: 

The Director of Partnerships and Alliances will be responsible for building and scaling Interplay’s partner ecosystem. Reporting to the Chief Revenue Officer (CRO), this role will manage and expand our partnership portfolio, focusing on strategic alliances and channel programs that drive revenue and competitive advantage. Collaborating closely with teams across Sales, Growth, and Product, the Director will oversee one Partnerships Manager and will play a pivotal role in establishing scalable partnership models and measuring their impact on company objectives.

Key Responsibilities include: 

• Revenue & Pipeline Generation: Drive measurable revenue growth through the partnership program by establishing, tracking, and optimizing sales pipelines. Develop partner-specific incentives and joint lead-generation initiatives. Collaborate with Sales, Product, Marketing, and Growth teams to maximize partner-led revenue contribution across all segments.
• Partner Engagement Rules & Governance: Design, implement, and enforce clear rules of engagement for Account Executives (AEs) and partners—covering customer visits, pricing proposals, and opportunity management. Tailor rules to each partner type (e.g., resellers, referral partners, strategic alliances) to ensure transparency, alignment, and frictionless collaboration between internal teams and external partners.
• Partnership Infrastructure Development: Build scalable infrastructure and processes to support partner program growth. Ensure systems are in place for onboarding, performance tracking, partner communications, and ongoing program management.
• Strategic Direction & Planning: Define the strategic vision and focus areas for the partner function. Prioritize products and services for partner-led growth, ensuring all efforts align with overall company objectives and market strategy.
• New Partner Acquisition: Lead the identification, recruitment, and onboarding of new partners. Drive the full contracting process, negotiating favorable terms while accelerating time-to-value and market impact.
• Growth & Expansion of Existing Partners: Develop and execute strategies to deepen engagement with current partners. Identify opportunities for upsell, cross-sell, and joint go-to-market activities to maximize revenue and partnership value.
• Financial & Performance Management: Set, monitor, and manage financial targets for the partner program and individual partners. Ensure goals drive both top-line growth and sustainable profitability.
• Technology Integrations & Ecosystem Partnerships: