The world of digital assets is accelerating in speed, magnitude, and complexity, opening the door to new ways for leveraging the blockchain. Fireblocks’ platform and network provide the simplest and most secure way for companies to work with digital assets and it trusted by some of the largest financial institutions, banks, globally-recognized brands, and Web3 companies in the world, including BNY Mellon, BNP Paribas, ANZ Bank, Revolut, and thousands more.
What You’ll Do
Fireblocks is the leading digital asset infrastructure platform trusted by the world's largest financial institutions, fintechs, and Web3 companies. As Director, Technology Alliances, you will own Fireblocks' integration ecosystem across Cloud providers, Core Banking platforms, ERP systems, and TMS providers. Your mission is to make Fireblocks a native capability within the enterprise technology stacks our customers already rely on. Driving adoption by ensuring integrations are built, enabled, and actively used. This is a role for a builder who connects technical integration work to real customer outcomes.
Job Description
- Own the integration strategy across Cloud, Core Banking, ERP, and TMS prioritizing what reduces friction for existing customers and accelerates adoption for new ones.
- Develop packaged offerings with enterprise technology partners based on customer needs
- Work with internal teams to prioritize integration requirements and track delivery to production.
- Build enablement programs including docs, guides, and certification so partner teams can deploy Fireblocks integrations independently.
- Create joint solution content with partner Marketing teams targeting financial institutions, treasury, and enterprise buyers.
- Keep Sales and Solutions Engineering equipped with current integration playbooks and coordinate field-level collaboration with ISV partners.
- Execute co-sell, resell and marketplace models that give partners a direct incentive to promote Fireblocks integrations.
- Define and track partnership KPIs, including partner-sourced and partner-influenced pipeline, revenue, certifications, and customer outcomes. Regularly report progress to leadership.
- Represent Fireblocks at partner events, industry conferences, and executive briefings to deepen relationships and expand our partner ecosystem.
- Negotiate partnership agreements, including commercial terms, co-marketing commitments, and joint investment plans.
Background
- 10+ years in Technology Alliances, Sales or Business Development focused on building integrations, not just commercial agreements.
- Hands-on knowledge of how Cloud, Core Banking, ERP, or TMS platforms are architected and deployed.
- Track record of driving integration adoption measured in active usage or partner-led deployments, not just shipping and moving on.
- Experience building partner enablement programs tha