CoLab Software - Director, Strategic Alliances
Requirements
• Experience in partnerships, alliances, channel, or enterprise sales • Real understanding of the consulting world: how firms are structured, how partners are compensated, how engagements get scoped and sold, and what makes a software vendor useful rather than an inconvenience • Exposure to enterprise software or SaaS go-to-market • Strong executive presence • Comfort with ambiguity and a genuine willingness to roll up your sleeves • Strong commercial instincts. You can construct a deal structure in a live conversation and know which trade-offs are safe to make • Skilled at aligning cross-functional teams to deliver for someone outside the company, without direct authority over those teams • Bonus points if you have an existing network inside the major consultancies or global consultancies, system integrators, or value added resellers • Experience with engineering, manufacturing, or technical products (CAD, PLM, or similar) • Familiarity with land-and-expand SaaS motions • Who thrive at CoLab if you: • Are energized by building a function from scratch rather than optimizing an existing one • Translate technical product capability into commercial value for a partner's business • Operate with urgency and hold yourself to a number without being asked • Collaborate well across Sales, CS, Marketing, and Product, even where the lines aren't drawn yet
Responsibilities
• Source and develop go-to-market partners: Work inbound interest, source outbound relationships across consultancies, systems integrators, and value-added resellers, with the heaviest emphasis on consulting firms • Source and develop go-to-market partners: • Sell CoLab to partners: Run full-cycle partner acquisition, from first conversation through signed agreement, positioning CoLab to our partner's commercial priorities • Sell CoLab to partners: • Design the commercial model: Structure co-sell, referral, and delivery arrangements that work for both sides • Design the commercial model: • Own partner relationships long term: act as the single accountable owner for strategic partners after signing. Run joint business plans, regular business reviews and partner health tracking, growing each partnership’s scope over time. • Own partner relationships long term: • Build champions inside partner firms: Identify, develop, and multi-thread champions within new and existing partners so relationships survive individual turnover and translate into real activity. • Build champions inside partner firms: • Drive partner-sourced revenue and pipeline: Own the number. Partner-sourced pipeline and partner-sourced revenue are your primary KPIs. • Drive partner-sourced revenue and pipeline: • Enable partners: Equip consultants and system integrator teams to speak credibly about CoLab, identify fit in their client base, and bring us into the right engagements at the right time. • Enable partners: • Build the function: Establish the process, reporting, and rhythm the partnership's motion runs on. You'll be defining how this works, not inheriting a playbook. • Build the function: • Work cross-functionally: Partner with Sales, Enablement, Customer Success, Marketing, and Product to align partner activity with pipeline targets and ensure clean handoffs into delivery so that the right people show up at the right moment • Work cross-functionally:
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