Relay · 2 months ago
Director, Strategic Alliances
Raleigh, NC
Full-time
Onsite
Director/Executive
7+ years expRelay is a cloud-based technology platform that helps frontline teams improve communications and productivity. The Director of Strategic Alliances will be responsible for building and managing partnerships that drive business growth and enhance the company's value proposition.
Communication HardwareGPSProductivity ToolsSoftware
Responsibilities
You will own the development and execution of our Strategic Alliance Market Map
You will identify, recruit, and scale partners across our key alliance segments
Own the full partnership recruitment cycle
You will be the "first call" and the "closer," negotiating agreements and managing the launch of new strategic alliances
Collaborate with our Product and Operations teams to design and build compelling partnerships that strengthen our value proposition and are executed in a manner that upholds our customer experience standards
Develop and execute joint GTM plans for each key partner
This includes creating joint value propositions, building sales enablement materials, and driving co-marketing campaigns
Evangelize the partner ecosystem, manage the co-selling motion, and own the KPIs for partner-sourced and partner-influenced pipeline and revenue
As a foundational member, you will help create the "playbook," building the templates, processes, and best practices for our entire partner function
Qualification
Required
7-10+ years in strategic alliances, business development, or channel sales within a B2B SaaS, hardware, frontline or enterprise technology company
A demonstrable and measurable history of building partnerships from scratch that have created new, scalable revenue streams
An entrepreneurial self-starter who is comfortable with ambiguity
Exceptional communication, presentation, and negotiation skills
Deep experience creating and executing joint go-to-market plans and enabling sales teams (both internal and external) to co-sell
Ability to see the high-level strategic 'why' for a partnership while also being able to roll up your sleeves and manage the tactical execution
Bachelor's degree in Business, Management or related field
Preferred
Direct experience building partnerships in our key verticals (Industrial, Manufacturing, Logistics, Hospitality, or Healthcare)
Experience with IoT, connected hardware, or telecommunications ecosystems
Benefits
100% Paid Insurance Health, Dental, Vision, Long/Short Term Disability and Life Insurance benefits for you and those who depend on you
Generous Paid Time Off
401(K) Savings Plan + Company Match
Baby Cash Reward + Paid Parental Leave
Wellness Perks, including a world-class onsite fitness center with instructor led classes + locker room as well as endless outdoor amenities whether tennis, basketball, cycling, or pickleball is your jam
Free Snacks and Fun Times
Latest tech, standing desks, and all the accessories and software you need to succeed in your role
Company
Relay
Relay is a cloud based communication platform that offers team communications, operational insights, and workers safety for the leaders.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$48MKey Investors
G2 Venture Partners
2024-06-10Series B· $35M
2023-04-26Series A· $13M
Leadership Team
David Morken
Co-Founder, Chairman
Sai R.
CTO, Relay
Recent News
BusinessCloud
2025-12-24
2025-11-22
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