Director, Strategic Partnerships

Who we are:

For over 20 years, Global Relay has set the standard in enterprise information archiving with industry-leading cloud archiving, surveillance, eDiscovery, and analytics solutions. We securely capture and preserve the communications data of the world’s most highly regulated firms, giving them greater visibility and control over their information and ensuring compliance with stringent regulations.

Though we offer competitive compensation and benefits and all the other perks one would expect from an established company, we are not your typical technology company. Global Relay is a career-building company. A place for big ideas. New challenges. Groundbreaking innovation. It’s a place where you can genuinely make an impact – and be recognized for it.

We believe great businesses thrive on diversity, inclusion, and the contributions of all employees. To that end, we recruit candidates from different backgrounds and foster a work environment that encourages employees to collaborate and learn from each other, completely free of barriers.

Your role:

As Director, Strategic Partnerships, you will own and expand Global Relay’s partnership ecosystem across three key pillars:

1. Global System Integrators (GSIs) – including the Big 4 (Deloitte, PwC, EY, and KPMG) and other major consulting and advisory firms
2. Reseller & Channel Partners – including strategic resellers such as LSEG and other distribution partners that extend Global Relay’s market reach
3. Technology Integration Partners – including Microsoft, Zoom, Meta, Verizon, Bell, Nvidia, HPE, and others, driving both product integrations and joint go-to-market engagement to generate qualified leads and incremental ARR

Reporting directly to the EVP of Americas, this role will be based in our state of the art New York office and will serve as a critical connector between our executive team, sales organization, and partner ecosystem. You will also have the opportunity to build and lead a partnerships team as the function scales, establishing the structure, processes, and governance needed for long-term growth.

Your mission will be to build, manage, and scale strategic partnerships that drive revenue, expand market presence, and strengthen Global Relay’s position as the leading provider of compliant communication, data governance, and AI supervision solutions.

Your responsibilities:

• Partnership Strategy & Ownership: Develop and execute a comprehensive partnership strategy across GSIs, reseller/channel, and technology partner ecosystems that aligns with Global Relay’s GTM priorities and revenue objectives
• Executive Relationship Management: Build and maintain trusted relationships with senior executives across partner organizations, ensuring tight alignment between Global Relay’s leadership and partner stakeholders at every level
• Alliance Structuring & Negotiation: Lead the creation, negotiation, and execution of strategic partnership agreements, including referral, reseller, OEM, and technology alliance models, in collaboration with the CEO, CFO, CLO, and EVP of Sales
• Revenue & Pipeline Growth: Drive partner-led and partner-influenced revenue by developing joint go-to-market programs, coordinating field-level engagement, and aligning with the enterprise and mid-market sales teams
• Technology Integrations & Joint Solutions: Collaborate with Product Management and Marketing to develop integration roadmaps, joint value propositions, and co-marketing initiatives that demonstrate the power of Global Relay’s platform alongside key technology partners
• Partner Enablement & Governance: Establish a scalable framework for onboarding, training, and enabling partners to ensure consistent execution and measurable impact across all partnership types
• Team Leadership: Build and mentor a high-performing partnerships team over time, including Partner Managers and Alliance Leads aligned to specific pillars or regions
• Market Expansion: Identify and execute new partnership opportunities that expand Global Relay’s reach in financial services, life sciences, and other regulated industries across North America

About you:

• 10+ years of experience in strategic partnerships, business development, or channel management within SaaS, cloud, or enterprise software environments
• Proven success influencing and engaging senior executives at GSIs, consulting firms, and global technology companies
• Established network within Big 4 firms, Financial Services, and major enterprise technology ecosystems
• Deep understan