Alliances Director – GTM/SI

This is a fully remote position, open to applicants in Arizona, +1 more state.

📋 Description

• Formulate and implement strategies for partner accounts that align with Blue Yonder’s go-to-market (GTM) objectives, placing a significant emphasis on global systems integrators (SI) within key sectors including Retail, Manufacturing, and Logistics.

• Establish and sustain a robust operational rhythm with SI and partner leadership, along with Blue Yonder sales teams, to synchronize on pipeline, priorities, and collaborative opportunities.

• Collaborate closely with sales teams and SI partners to facilitate account planning, deal execution, and co-selling efforts, aiding in the advancement of opportunities and the removal of obstacles throughout the sales process.

• Coordinate cross-functional resources (sales, marketing, product, and industry teams) to empower SI and partner ecosystems, ensuring successful deal execution and positive customer outcomes.

• Propel joint go-to-market initiatives with SI partners and the wider partner ecosystem, encompassing co-selling, co-marketing, and field engagement activities that boost demand and expedite revenue.

• Assist in the enablement of SI partners by ensuring preparedness across solution positioning, sales engagement, and delivery lifecycle in partnership with internal teams.

• Offer insight into the pipeline driven by SI and partners, including monitoring deal progress, identifying risks, and escalating issues as necessary to sustain momentum.

• Act as a pivotal partner-facing resource across SI and consulting partners, delivering customer insights, market feedback, and opportunity intelligence to internal stakeholders.

⛳️ Requirements

• Over 8 years of experience in alliances, partner sales, channel, or go-to-market (GTM) positions within enterprise SaaS, software, or supply chain technology.

• Proven track record of collaborating closely with sales teams and partners (SI - System Integrators and/or technology) to drive pipeline, co-selling efforts, and revenue results.

• Experience in supporting intricate enterprise sales cycles that involve multiple stakeholders, partners, and solution providers.

• Strong knowledge of partner-driven GTM execution, including pipeline management, deal progression, and partner engagement strategies.

• Proficiency in building and managing relationships with systems integrators (SIs), consulting firms, and/or technology partners.

• Demonstrated ability to influence or contribute to partner-driven revenue growth in a SaaS or enterprise environment.

🏝️ Benefits

• Comprehensive Medical, Dental and Vision

• 401K with Matching

• Flexible Time Off

• Corporate Fitness Program

• A variety of voluntary benefits such as Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more