Bastion - Director of Partnerships

• Run partnership cycles end to end, from sourcing through legal and compliance review to close • Structure partner agreements, including revenue share, pricing, and integration terms, with finance and legal • Launch a distribution motion with platforms that embed or resell Bastion, and hand qualified leads to sales • Translate partner roadmaps into priorities for product and engineering • New partner coverage live in production • A measurable stream of partner-sourced pipeline • Set the partnerships strategy for the next stage, including new geographies and use cases • Build a partner program with tiers, onboarding, enablement, and co-marketing • Represent Bastion in industry forums and at conferences • Help hire the next partnerships team member • Partnerships reliably produce product coverage and revenue • A playbook that works without your personal relationships • SOME CHALLENGES YOU MIGHT TACKLE • Partner, build, or walk away. Every gap has all three options, and you make the call with data. • Partners can be competitors. Many large players both partner and compete. You structure deals that keep the customer relationship with Bastion. • Regulation shapes every deal. Agreements carry compliance obligations on both sides, and terms have to survive diligence. • Signed is not live. You drive partners through integration and launch. • Distribution needs enablement. A reseller only helps if its team can sell Bastion.