Director, Alliances & Channel Sales

Red Dot Capital Partners; Boston (MA); On-site; USD 250,000 - 400,000; Full time

Job summary

Coralogix is a full-stack observability platform built on a streaming architecture that decouples cost from ingest volume. We are growing quickly, seeking a Director of Alliances & Channel Sales to embed in the SI practice meetings and drive partner-driven revenue.

You will own partner recruitment, three motions (sell-to, sell-with, sell-through), and hyperscaler relationships, while leading onsite workshops and co-selling with AWS and GCP.

Qualifications

• 5-7+ years in alliances, channel, or partner sales with numbers.
• Direct, named-level experience with a GSI and a hyperscaler field org.
• Infrastructure software background in observability, APM, or cloud cost.
• Comfortable working onsite with partner offices.
• Strong written planning and deal-review discipline.
• Entrepreneurial builder with regional motion scope.

Responsibilities

• Recruit and activate partners, including Global SIs and hyperscaler field organizations.
• Run three motions: sell-to, sell-with, and sell-through, and explain choices.
• Drive pipeline with partner-sourced opportunities and real events.
• Run onsite workshops with AEs, SEs, and prospects and manage logistics.
• Own the hyperscaler relationship in-region, including AWS and GCP.
• Pitch Coralogix to partner practice leads and maintain the deal until close.
• Build the operating rhythm: partner plans, joint account maps, and QBRs.

Skills

Partnership sales

GSI experience

Hyperscaler experience

Observability knowledge

Technical conversations

Job description

Description

Coralogix is a full-stack observability platform built on a streaming architecture that decouples cost from ingest volume — which means customers stop rationing their data. We're growing quickly, working with engineering organizations that have outgrown the pricing and architecture of the incumbents, and building toward observability for the AI era.

We are looking for a Director, Alliances & Channel Sales who lives inside that motion. Not a partner manager who reports on it. Someone who sits in the SI's practice meetings, gets Coralogix into the reference architecture, walks the partner's AE into our AE's pipeline, and then stays in the deal until it closes.

This is a build role. In your region, the partner business is what you make it.

What you'll own

• Recruit and activate partners. Global SIs (Accenture, Deloitte, Infosys, Capgemini, Wipro, and similar), regional and boutique SIs, and the hyperscaler field organizations at AWS and GCP. Recruiting new partners is as much the job as managing existing ones.


• Run all three motions and know which one you're in. Sell-to (partner as customer), sell-with (co-selling into shared accounts), and sell-through (partner resells and fulfills). Each has different economics, different champions, and different failure modes. You should be able to explain to a partner exec why you're proposing one over the other.


• Drive pipeline into our sales team. Partner-sourced opportunities, qualified, with a named champion and a real event. Volume of registrations isn't the metric. Closed revenue is.


• Run onsite workshops. Coordinate and lead joint workshops with our AEs, SEs, and prospects — architecture sessions, migration assessments, cost-modeling deep dives. You own the logistics, the invite list, and the follow-up.


• Own the hyperscaler relationship in-region. Marketplace listings and private offers, co-sell registration, ISV programs, funding, and — most importantly — the individual AWS and GCP sellers who control the account plan.


• Pitch Coralogix yourself. You are not a coordinator waiting for a sales rep to show up. You should be able to walk into a partner's practice lead meeting alone and explain why Coralogix wins: architecture, cost model, and where we sit in observability for the AI era. If handing off the pitch is your instinct, this is the wrong role.


• Build the operating rhythm. Partner business plans, joint account maps, QBRs that produce decisions rather than slides, and enablement that actually changes partner seller behavior.

Requirements

What we're looking for:

• 5-7+ years in alliances, channel, or partner sales, with meaningful time carrying a number — not purely program or marketing-side partner work.


• Direct, name-level experience with at least one GSI practice and at least one hyperscaler field org. You should be able to tell us how AWS co-sell actually works, not how it's supposed to work.


• Infrastructure software background — observability, APM, logging, SIEM, cloud cost, or data platform. You can hold a technical conversation with an SI architect without an SE in the room.


• Comfortable being onsite. Partner business is built in person, in the partner's office, with their sellers.


• Writes things down. Business plans, account maps, deal reviews, post-mortems. We think in writing here.


• Strategic, but a builder. You'll be defining the regional partner motion from a light foundation, then executing it yourself. There is no team under you on day one.

Cultural Fit

We’re seeking candidates who are hungry, humble, and smart. Coralogix fosters a culture of innovation and continuous learning, where team members are encouraged to challenge the status quo and contribute to our shared mission. If you thrive in dynamic environments and are eager to shape the future of observability solutions, we’d love to hear from you.

Compensation and rewards

• The on-target earnings range for this role is $250,000-$400,000. When determining your salary, we consider your experience, skills, education, and work location.


• Our total compensation package includes comprehensive and inclusive employee benefits for healthcare, dental, and mental health benefits, a 401(k) plan and match, paid sick time and paid time off.

Coralogix is an equal-opportunity employer and encourages applicants from all backgrounds to apply.