Director, Technology Alliances

About the role

Apollo has hundreds of technical integrations across its ecosystem. Only a select few graduate into full Technology Alliances - partnerships significant enough to warrant real commercial investment: co-selling, joint go-to-market programs, and coordinated effort across product, marketing, sales, and partnerships. This is where Apollo puts the large majority of its focus and resources once an integration has proven it's worth building a genuine alliance around.

You'll own 360-degree responsibility for a select group of Apollo's most important technology alliances - the commercial and relationship layer that turns a technical integration into a real go-to-market motion.

Where Product Partnerships owns integration depth and breadth (the technical relationship with each partner's R&D org), you own everything commercial: field-level co-selling, joint business planning, co-marketing execution, and stakeholder alignment from the executive level down to the field. You'll start by owning and running a focused portfolio of these alliances yourself.

As Apollo's technology alliance ecosystem and revenue contribution scale, you'll hire and lead a team of Technology Partner Managers to carry that portfolio forward.

What you'll do

• Own 360-Degree Alliance Relationships
• Take full ownership - commercial, relational, and operational - of a select portfolio of Apollo's graduated technology alliances
• Build and maintain joint business plans with each partner, and be the single point of accountability for the health and growth of the relationship
• Work with Product Partnerships to help decide which integrations are ready to graduate into a full alliance, and which alliances need to evolve or wind down
• Drive Field-Level Co-Selling and Revenue
• Get Apollo's own sales org and each partner's sales org actually selling together, not just aware of each other
• Broker rep-to-rep introductions and build the field enablement that makes co-selling easy on both sides
• Own partner-sourced and partner-influenced pipeline and revenue as a core, measurable outcome of the role
• Design and Run Co-Marketing Programs
• Build joint go-to-market programs that span demand generation, field events, and content - not one-off co-marketing moments
• Partner with Apollo's marketing team to execute programs that generate real pipeline, not just brand association
• Align Stakeholders Across the Business
• Drive alignment across every level of the organization - from executive sponsors to management to the field - on each alliance's priorities and goals
• Be the connective tissue between Partnerships, Product, Marketing, and Sales for each alliance you own
• Build and Lead the Team as You Scale
• Start as an individual contributor, personally owning and running a focused portfolio of alliances
• As the technology alliance ecosystem and revenue contribution grow, hire, coach, and lead a team of Technology Partner Managers
• Design how ownership divides as the team grows - by partner, partner type, or motion - and build the operating rhythm (QBRs, planning cadence, reporting) the team runs on

Minimum Qualifications

• 8+ years in technology alliances, strategic partnerships, or channel roles, with a demonstrated track record driving partner-sourced and partner-influenced pipeline and revenue
• Experience owning the full commercial lifecycle of a technology partnership - joint business planning, field co-sell, and co-marketing execution
• A track record designing and running joint go-to-market programs across demand generation, field events, and content, in partnership with a marketing team
• Proven ability to align stakeholders across levels (executive, management, field) and across functions (product, marketing, sales, partnerships) around a shared plan
• Comfortable starting as an individual contributor owning a personal portfolio, with a clear trajectory toward hiring and leading a team as the function scales
• Comfortable operating as the commercial counterpart to a technical partnerships function - you don't own integration depth, but you make sure the partnership generates real business value

Preferred Qualifications

• Experience with major CRM, cloud, or platform ecosystems and their partner/alliance programs
• Experience running rep-to-rep co-sell motions and marketplace listings
• Prior people-management experience, or demonstrated readiness to build and lead a team, is a plus
• Background at a high-growth SaaS company with both a self-serve and enterprise/mid-market motion, where alliance revenue had to be earned rather than assumed