Director, Strategic Alliances at Relay

Raleigh, North Carolina, United States

Apply Now

Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, SaaS, Frontline Worker TechnologyIndustries

Requirements

7-10+ years in strategic alliances, business development, or channel sales within a B2B SaaS, hardware, frontline or enterprise technology company
Proven track record of building partnerships from scratch that have created new, scalable revenue streams
Based in Raleigh, NC, with interest in working in person 3+ days per week

Responsibilities

Own the development and execution of the Strategic Alliance Market Map, including identifying, recruiting, and scaling partners across key alliance segments
Own the full partnership recruitment cycle, including being the "first call" and "closer," negotiating agreements, and managing the launch of new strategic alliances
Collaborate with Product and Operations teams to design and build compelling joint solutions that strengthen the value proposition and uphold customer experience standards
Develop and execute joint GTM plans for key partners, including creating joint value propositions, building sales enablement materials, and driving co-marketing campaigns
Evangelize the partner ecosystem, manage the co-selling motion, and own KPIs for partner-sourced and partner-influenced pipeline and revenue
Help create the "playbook," including building templates, processes, and best practices for the entire partner function

Skills

Key technologies and capabilities for this role

Strategic AlliancesPartnership ManagementB2B SalesCloud TechnologyBusiness DevelopmentSaaSFrontline Operations

Questions & Answers

Common questions about this position

Is this role remote or does it require office work?

This role is based in Relay's Raleigh, NC headquarters and requires working in person 3+ days per week.

What benefits does Relay offer?

Relay provides a comprehensive benefits package that prioritizes work/life integration and supports personal and professional development. The Raleigh campus includes a fitness center, outdoor sports courts, a cafeteria, and modern workspaces.

What is the company culture like at Relay?

Relay has a vibrant culture of empowerment and engagement with over 200 team members, where every employee is encouraged to do their best work. The environment fosters collaboration and innovation in a world-class Raleigh campus.

What skills or experience are needed for the Director of Strategic Alliances role?

The role requires entrepreneurial builder mindset, expertise in managing the full partnership lifecycle including recruitment, negotiation, joint-solution development, GTM launch, sales enablement, and revenue generation. Experience in ecosystem strategy, identifying and scaling partners across key segments is essential.

What makes a strong candidate for this position?

Ideal candidates are passionate about technology, driven to make a difference aligned with a bigger mission, and excited to shape the future of frontline work. They should be entrepreneurial builders ready to architect partner-led growth in an in-person role at the Raleigh headquarters.

Relay

Communication platform for workforce efficiency

About Relay

Relay is a communication platform aimed at improving workforce efficiency, especially for workers who do not have access to traditional communication tools or who use walkie-talkies. The platform utilizes Push-to-Talk (PTT) technology, which allows users to communicate instantly without the limitations of traditional walkie-talkies, such as limited range and security concerns. Relay includes features like GPS tracking, emergency alerts, and works on both mobile and desktop devices, all controlled through a voice interface. Unlike its competitors, Relay focuses on providing a subscription service that includes software integrations and regular updates to adapt to the changing needs of businesses. The main goal of Relay is to enhance communication for active workers, ensuring they can connect efficiently and safely.

Raleigh, North CarolinaHeadquarters

2015Year Founded

$46.7MTotal Funding

SERIES_BCompany Stage

Consulting, Enterprise SoftwareIndustries

201-500Employees

Benefits

Health, dental & vision

PTO

Paid sick leave

401(k) with 3% match

Paid parental leave

Connection & wellness credit

Equipment & tools

Flexible work environment

Free snacks & fun times

Risks

Emerging competitors like Apiture and Vantaca threaten Relay's market share.

Rapid AI translation advancements by others could outpace Relay's TeamTranslate feature.

Reliance on Series B funding may lead to financial instability if growth targets aren't met.

Differentiation

Relay offers real-time language translation for frontline teams, enhancing communication efficiency.

The platform integrates GPS tracking and emergency alerts, ensuring worker safety and coordination.

Relay's voice interface eliminates the need for traditional bulky walkie-talkies, improving mobility.

Upsides

Relay's Series B funding of $35M supports growth in productivity and safety features.

The demand for cloud-based communication platforms is rising, benefiting Relay's scalable solutions.

Advancements in voice interface technology enhance Relay's user interaction and accessibility.

Land your dream remote job 3x faster with AI

Try Jobo Free