Consultant and SI Alliances Director
Fireblocks is a digital asset infrastructure platform that helps financial institutions, fintechs, and businesses store, transfer, issue stablecoins, and manage digital assets securely.
Projects
About Fireblocks
Fireblocks provides digital asset infrastructure for financial institutions, fintechs, and businesses handling digital assets at scale. Users can secure custody, issue stablecoins, tokenize assets, process payments, and manage wallets through a unified platform. The platform uses multi-party computation cryptography with policy-based governance to secure private keys and automate transaction workflows.
Skills
About the Role
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.
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.
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.
Benefits
- Target bonus for some roles.
- Equity grant for some roles.
- Generous benefits.
