Consultant and SI Alliances Director

You will own the strategy for the systems integrator and consulting channel, expanding existing partnerships and recruiting new ones. You will develop joint go-to-market plans, co-sell motions, and solution offerings; enable partners through training and certifications; pursue opportunities with Sales; track partnership performance; negotiate agreements; and represent the organization at partner and industry events.

Responsibilities

• Own and develop the SI and Consultant channel program strategy.
• Recruit, enable, and scale systems integrator and consulting partnerships.
• Serve as the primary relationship owner for key SI and consulting partners.
• Develop joint go-to-market plans, co-sell motions, and solution frameworks.
• Build and manage the partner enablement program, including training, certifications, and technical resources.
• Collaborate with Sales to identify and pursue co-sell opportunities.
• Develop joint solution offerings for tokenization, digital custody, payments infrastructure, and digital asset transformation.
• Define and track partnership KPIs and report progress to leadership.
• Represent Fireblocks at partner events, industry conferences, and executive briefings.
• Negotiate partnership agreements, commercial terms, co-marketing commitments, and joint investment plans.

Requirements

• 8+ years of experience in partnerships, channel sales, alliances, or business development with a significant focus on GSI and consulting firm relationships.
• Proven track record of building and scaling SI or large SI partnerships at a high-growth technology company.
• Deep understanding of SI and consulting firm practice models, delivery structures, go-to-market motions, and decision-making processes.
• Experience developing joint solutions and co-sell motions that produced measurable pipeline and revenue growth.
• Experience working cross-functionally across Sales, Product, Marketing, and Customer Success.
• Excellent communication and storytelling skills for technical and business audiences.
• Bachelor’s degree required; MBA or equivalent experience is a plus.

Benefits

• Target bonus for some roles.
• Equity grant for some roles.
• Generous benefits.