Alliances Leader, US

Description

About Firebolt

Firebolt is the Cloud Data Warehouse designed to handle the speed, scale, and flexibility of AI applications. By delivering ultra-low latency, high concurrency, multi-dimensional elasticity, and flexibility, Firebolt empowers organizations to build data-intensive AI applications that perform at scale. With over $270m in funding to date, a strong engineering team and highly experienced leadership, Firebolt is well positioned to revolutionize the AI data infrastructure space and help businesses unlock the full potential of their data. 

About the role

We are seeking an exceptional Head of Strategic Alliances to drive Firebolt’s partner strategy and build a thriving ecosystem of alliances that fuel our growth. Reporting directly to the President of Firebolt, this senior leadership role is pivotal in developing and nurturing relationships with key technology, cloud, and consulting partners. You’ll act as a strategic leader and tactical executor, working closely with cross-functional teams to ensure our partnerships accelerate customer acquisition, revenue growth, and market presence.

This role offers flexibility in location and requires someone with a mix of strategic vision, hands-on execution, and a proven track record of building impactful alliances.

About the day to day

• Develop and execute Firebolt’s alliance strategy to build a high-impact partner ecosystem, focusing on technology, cloud, and consulting partnerships.
• Establish and nurture relationships with key Strategic Partners, including Hyperscalers, ISVs, OEM partners, System Integrators, and Channel Partners.
• Collaborate closely with sales, marketing, and product teams to create and execute joint go-to-market initiatives, co-marketing programs, and enablement plans with partners.
• Negotiate and manage partnership agreements, ensuring alignment on mutual goals and success metrics.
• Drive partner engagement by building enablement programs, facilitating joint training, and creating resources that help partners successfully sell and deploy Firebolt.
• Act as a bridge between partners and internal teams, gathering feedback, identifying opportunities, and addressing challenges to strengthen the partnership.
• Track, measure, and report on the performance of alliances, ensuring alignment with overall company goals and ROI on partner activities.
• Represent Firebolt at industry events, partner forums, and co-marketing activities to increase brand visibility and strengthen relationships.

Requirements

• 10+ years of experience in strategic alliances, partner management, or business development, ideally in a B2B SaaS or cloud-native company.
• Proven track record of building and scaling strategic alliances that drive revenue growth and market expansion.
• Deep knowledge of the cloud and big data ecosystem, including hyperscalers (e.g., AWS, Azure, GCP), ISVs, and system integrators.
• Strong negotiation and relationship management skills, with a track record of building long-lasting, high-value partnerships.
• Exceptional cross-functional collaboration skills to align sales, marketing, and product teams around partner objectives.
• A data-driven approach to managing and optimizing partner programs, with the ability to track and report on success metrics.
• Outstanding written and verbal communication skills, with the ability to influence stakeholders at all levels.
• Self-starter mentality with the ability to work independently and drive initiatives in a fast-paced startup environment.

At Firebolt, we are dedicated to fostering an environment of transparency and fairness in all aspects of our operations, including compensation practices. As part of this commitment, we provide clear visibility into the pay range for each role within our organization.

The pay range listed below reflects the base salary for non-commissionable roles or on-target earnings for commissionable roles. As part of our compensation philosophy, the total compensation is tailored to each candidate and influenced by factors such as job-related skills, level of experience, relevant certifications, and geographical location, to name a few.

Local Pay Range - 280,000 - 350,000 per year USD

Local Benefits

• Paid Time Off
• Medical, Dental and Vision Insurance
• FSA Plan
• 401k Plan
• Eligibility to enroll in additional optional insurances
• Bereavement, Parental, Disability and Medical Leave
• Internet Reimbursement
• All other benefits required by applicable law
• Benefits are subject to eligibility requirements and are updated on an annual basis.