Consultant and SI Alliances Director
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 hundreds of financial institutions, fintechs, and Web3 companies globally. We're looking for a Senior Director, Consultant & SI Partnerships to build and scale relationships with the world's largest systems integrators and consulting firms owning the programs, co-sell motions, and commercial frameworks that turn Services Partners into a meaningful revenue channel.
Digital asset adoption is reshaping financial services, and SI and consultancies are at the center of how that transformation gets delivered. This role is for someone who knows how Services Partners work from the inside including their practice models, incentives, and org structures and who can make Fireblocks a go-to platform in their advisory and delivery stack.
Job Description
- Own and develop Fireblocks’ SI and Consultant channel program strategy, building on the momentum of existing partnerships to recruit, enable, and scale additional relationships.
- Serve as the primary relationship owner for key SI and consulting partners, developing joint go-to-market plans, co-sell motions, and solution frameworks that drive pipeline and revenue.
- Build and manage the partner enablement program, including training, certifications, and technical resources that equip SI and consulting teams to position and deliver Fireblocks-powered solutions to their enterprise clients.
- Collaborate closely with Fireblocks’Sales team to identify and pursue co-sell opportunities, aligning partner capabilities with customer needs for digital asset infrastructure, tokenization, and payments.
- Develop joint solution offerings with SI and consulting partners that combine Fireblocks’ platform with partner delivery capabilities, targeting use cases in asset tokenization, digital custody, payments infrastructure, and digital asset transformation.
- 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
- 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, ideally in financial technology, cloud infrastructure, or enterprise SaaS.
- Deep understanding of how SIs and consulting firms operate, including their practice models, delivery structures, go-to-market motions, and decision-making processes.
- Experience developing joint solutions and co-sell motions with SI and consulting partners that resulted in measurable pipeline and revenue growth.
- Strong executive presence with the ability to build trust and credibility with senior leaders at partner firms and within your own organization.
- Highly collaborative, with experience working cross-functionally across Sales, Product, Marketing, and Customer Success teams.
- Comfort operating in a fast-paced, high-growth environment where you will need to build processes and programs from scratch.
- Excellent communication and storytelling skills, with the ability to articulate the value of digital asset infrastructure to both technical and business audiences.
- Bachelor’s degree required; MBA or equivalent experience is a plus.
For employees hired to work remotely from New York, or from our NYC HQ, Fireblocks is required by law to include a reasonable estimate of the compensation range for this role.This range is specific to New York City, and takes into consideration a wide range of factors that are reviewed when making a hiring decision, such as years of experience, skills, and other business needs.
It is not typical for a candidate to be hired at or near the top of the pay range and each compensation decision is dependent on each individual case. A reasonable base salary range estimate for this position is $176,000 to $243,000. The base salary is one component of the total compensation package, which for some roles may include a target bonus, a very competitive equity grant, and very generous benefits. While we believe competitive compensation is a critical aspect of you deciding to join us, we do hope you also spend time considering why our mission and culture are right for you. We are creating something transformational here, and we hope you are as excited about the future as we are.
Fireblocks' mission is to enable every business to easily and securely access digital assets and cryptocurrencies. In order to do that, we strongly believe our workforce should be as diverse as our clients, and this is why we embrace diversity and inclusion in all its forms.