Director of Alliances

The Director of Alliances is responsible for building and executing an ecosystem of partnerships that scales FORT’s revenue, customer base, and brand reach. This role designs and drives a partner program spanning OEMs, technology partners, integrators, and distributors — creating channels that generate pipeline and bookings alongside FORT’s direct sales motion.

This is a high-impact, high-visibility role at a critical inflection point: FORT is scaling beyond direct sales into partner-led growth. The Director of Alliances owns the strategy and execution to make that shift real, to unlock exponential revenue growth that outpaces what direct sales alone can deliver.

KEY RESPONSIBILITIES

• Own and deliver against pipeline generation and bookings targets tied to alliance-sourced and alliance-influenced revenue.
• Define, launch, and operationalize a tiered partner program that includes resellers, technology partners, OEMs, integrators, and design firms.
• Identify, cultivate, and drive strategic partnerships with large ecosystem players (e.g., Nvidia, Jabil, Carnegie Robotics) to embed FORT into their platforms and go-to-market motions.
• Build and maintain a structured portfolio of potential and active partners; stratify focus based on actual pipeline momentum, bookings contribution, and strategic alignment.
• Develop distribution partners in regions where FORT does not have direct sales coverage, starting with priority international markets.
• Collaborate closely with Sales, Product, and Marketing to align partner programs with FORT’s product roadmap, pricing strategy, and customer success model.
• Establish partner enablement infrastructure: onboarding, training, co-marketing, deal registration, and performance tracking.
• Report regularly on alliance KPIs — partner-sourced pipeline, bookings, deal velocity, and program ROI — to the CRO and leadership team.

REQUIRED QUALIFICATIONS

• 6–10 years of experience in B2B alliances, channel sales, or strategic partnerships, with direct ownership of partner-sourced revenue targets.
• Demonstrated track record of meeting or exceeding alliance bookings and pipeline targets in a growth-stage or scaling environment.
• Experience in electronics, robotics, industrial automation, automotive, or adjacent hardware/software sectors.
• Strong ability to build relationships at the executive level with partners ranging from startups to Fortune 500 companies.
• Data-driven mindset with fluency in pipeline analytics, partner scorecards, and KPI-based program management.
• Proficiency with AI productivity tools (e.g., Claude, ChatGPT) as part of daily business workflows.

PREFERRED QUALIFICATIONS

• Deep domain expertise in robotics, autonomous systems, or functional safety.
• Experience building a partner program from scratch or restructuring an underperforming one.
• Existing relationships with OEMs, integrators, or technology partners in FORT’s target verticals (defense, logistics, construction, agriculture).
• Familiarity with channel/alliance tooling such as Salesforce PRM, Crossbeam, or partner management platforms.

Compensation & Benefits

The base salary for this position ranges from $180,000-$195,000 based on qualifications, experience, and the level at which the candidate is hired. Total compensation may also include additional incentives and benefits.