Director, Strategic Partnerships

Shelby American, Inc.; New York (NY); Remote; USD 130,000 - 146,000; Full time

Job summary

A leading company is seeking a results-driven Director of Strategic Partnerships to enhance commercial and technical partnerships. This role involves developing a partnership strategy that drives growth through reseller and referral channels, requiring a candidate who excels in complex deal-making in a fast-paced environment.

Benefits

Quarterly bonus

Qualifications

• 10+ years in partnerships, business development, sales, or channel leadership.
• Experience in strategic alliances and indirect channel models.
• Strong negotiation and deal-structuring skills.

Responsibilities

• Develop and execute partnerships strategy.
• Lead indirect sales channel success.
• Manage full lifecycle of partnership management.

Skills

Sales

Negotiation

Stakeholder Management

Partnership Strategy

Business Development

Job description

All Jobs > Director, Strategic Partnerships

We are seeking a dynamic and results-driven Director of Strategic Partnerships to lead and expand our ecosystem of commercial and technical partnerships. This high-impact role is responsible for developing, executing, and scaling a partnership strategy that fuels growth through reseller and referral indirect sales channel models.

This Sales Leader will serve as the key architect of our alliances and partner programs, driving meaningful business outcomes, accelerating partner performance, and creating strategic value across the organization. The ideal candidate brings deep expertise in enterprise partnerships, excels in complex deal-making, and thrives in a fast-paced, high-growth environment.

Key Responsibilities

• Develop and execute a comprehensive partnerships strategy aligned with business goals.
• Define and drive the success of indirect sales channels including resell and referral programs.
• Build scalable frameworks for partner onboarding, enablement, and performance management.
• Source, structure, and negotiate high-impact, multi-year agreements with strategic partners.
• Lead the full lifecycle of partnership management from opportunity identification to deal closure to ongoing optimization.
• Collaborate with Product, Marketing, Direct Sales, and Customer Success to ensure alignment of partnership initiatives with company objectives.
• Serve as the internal champion for partnership priorities, ensuring visibility and accountability across teams.
• Lead all contracting efforts including MOUs, terms and conditions, and legal compliance for partner relationships.
• Track and report on partner performance, pipeline activity, and financial impact of partnerships.
• Resolve partner challenges and escalate as needed to maintain productive, high-trust relationships.

Required Skills and Experience

• 10+ years of progressive experience in partnerships, business development, sales, or channel leadership—preferably within commercial insurance, eLearning, HR tech, or SaaS.
• Demonstrated success leading strategic alliances and indirect channel models at scale.
• Experience working with HR platforms, LMS providers, and compliance training vendors.
• Strong deal-structuring and negotiation skills with a track record of closing complex agreements.
• Proven ability to operate cross-functionally and influence at all levels, including C-suite.

Additional Key Qualifications

• Exceptional executive presence, relationship-building, and stakeholder management skills.
• Strategic thinker with strong analytical capabilities and business acumen.
• Excellent verbal and written communication skills, including presentations to large and executive audiences.
• Entrepreneurial mindset with a high sense of urgency and bias for action.
• Experience in high-growth, fast-paced environments strongly preferred.

Supervisory Responsibilities: This role supervises a team of 3 direct reports.

Work Environment: Fully remote

The pay range for this position $130,000-$146,000 annually. In addition, the position is eligible for a quarterly bonus.

Traliant is an equal opportunity employer committed to diversity and inclusion.

Qualified individuals who bring diverse perspectives to the workplace are especially encouraged to apply. We are committed to a work environment that supports, inspires, and respects all individuals regardless of age, ethnic or national origin, political affiliation, religion, sex, sexual orientation, gender identity, disability, marital status, citizenship, or any other protected characteristic.