VP, Technology Alliances

About the role

For over 25 years, Global Relay has set the standard in enterprise information archiving with industry-leading cloud archiving, surveillance, eDiscovery, and analytics solutions. We securely capture and preserve the communications data of the world's most highly regulated firms, giving them greater visibility and control over their information and ensuring compliance with stringent regulations. Though we offer competitive compensation and benefits and all the other perks one would expect from an established company, we are not your typical technology company. Global Relay is a career-building company. A place for big ideas. New challenges. Groundbreaking innovation. It's a place where you can genuinely make an impact - and be recognized for it. We believe great businesses thrive on diversity, inclusion, and the contributions of all employees. To that end, we recruit candidates from different backgrounds and foster a work environment that encourages employees to collaborate and learn from each other, completely free of barriers. Your Role Build the ecosystem that powers trust in the world's most regulated industries. At Global Relay , we help financial institutions and regulated organizations capture, archive, and analyze communications data at scale-securely and compliantly. As we accelerate our platform and go-to-market strategy, we're investing in a world-class technology alliances function to expand our reach and unlock new revenue channels. This is a foundational leadership role based in San Francisco, designed for someone who has built and scaled partnerships inside high-growth SaaS or cloud companies and knows how to navigate the Bay Area ecosystem. As VP, Technology Alliances, you will define and lead our global partner strategy across hyperscalers, ISVs, and telecom providers. You'll build the motion from the ground up-owning everything from partner segmentation and program design to executive alignment and revenue contribution. You'll work directly with Sales, Product, and Marketing leadership to turn partnerships into a material growth engine, not just a support function. This role reports to the Global Head of Sales and will be highly visible across the executive team.

Responsibilities

• Ecosystem Strategy: Define and execute a global alliances strategy aligned to revenue goals, with focus on cloud, AI, and communications platforms
• Strategic Partnerships: Build and expand relationships with companies such as NVIDIA , Twilio , Meta , Verizon , and Hewlett Packard Enterprise
• Program Build-Out: Design scalable partner programs including onboarding, enablement, certification, and joint GTM frameworks
• Revenue Impact: Drive sourced and influenced pipeline through co-sell motions, channel partnerships, and embedded integrations
• Executive Engagement: Own C-level relationships and governance (QBRs, joint planning, executive sponsorship)
• Cross-Functional Alignment: Partner with Product, Marketing, and Sales to bring integrated solutions to market
• Team Leadership: Hire and develop a high-performing alliances organization over time

Requirements

• 12-15+ years in partnerships, business development, or channel leadership within SaaS, cloud, or enterprise software
• Proven experience building alliances with hyperscalers, ISVs, or telecom providers in the Bay Area ecosystem
• Track record of turning partnerships into measurable revenue streams (not just logos or integrations)
• Strong executive presence with experience influencing VP/C-level stakeholders at large technology companies
• Experience structuring complex commercial agreements (co-sell, OEM, resale, strategic integrations)
• Familiarity with regulated industries (financial services, compliance, data governance) is strongly preferred
• Builder mindset: comfortable operating in ambiguity and creating structure from scratch

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