Director of Alliances

This is a fully remote position, open to applicants in United States.

📋 Description

• Take full ownership of DataHub’s partnership strategy from start to finish.

• Develop and implement co-selling playbooks with hyperscalers and key technology partners.

• Register deals, facilitate introductions between account executives and partner counterparts, and drive collaborative pursuit of opportunities.

• Manage relationships with hyperscaler alliances, including specialization and co-sell scoring initiatives.

• Create a certification program for systems integrators that covers technical enablement, implementation, and specialized delivery tracks.

• Develop enablement content, technical training, and a tiered partner scoring system.

• Oversee relationships with SI and GSI partners.

• Identify target accounts using partner pipelines, look-alike data, and collaborative account mapping.

• Design and execute joint marketing initiatives, webinars, executive events, partner pages, co-branded content, and pipeline attribution infrastructure.

• Manage the partnership roadmap and planning cadence across sales, marketing, and product teams.

• Negotiate and oversee partnership agreements.

• Represent DataHub at partner and industry events.

• Work together with technical enablement and events functions to ensure a comprehensive partner experience.

• Report to the Chief Marketing Officer and collaborate closely with sales leadership, product marketing, and technical enablement.

⛳️ Requirements

• 7+ years of experience in partnerships, alliances, or channel roles within an enterprise software or data infrastructure organization.

• Proven experience in developing or scaling co-sell programs with hyperscalers (AWS, Google Cloud, Azure).

• Background in establishing SI/GSI partner programs, including certification and enablement processes.

• Demonstrated success in transforming partnerships into measurable pipeline and revenue.

• Capacity to operate at both strategic and hands-on levels, which includes developing a three-year alliance strategy and registering deals in APN.

• Strong collaboration skills across sales, marketing, and product teams.

• Exceptional written and verbal communication abilities for partner negotiations and executive reporting.

• Familiarity with the data catalog, data governance, or metadata management domains.

• Experience with compliance or regulatory frameworks pertinent to regulated industries.

• Established relationships within AWS, Google Cloud, or significant SI partner ecosystems.

🏝️ Benefits

• Equity for all; every team member is granted an ownership stake in the company.

• Opportunity for remote work.

• Monthly coworking stipend provided.

• Medical, dental, and vision premiums covered at 99% for employees and 65% for dependents.

• Flexible Spending Accounts (FSAs) available.

• Dependent Care FSA option offered.

• Inclusive fertility benefits and family-forming support through Carrot Fertility.

• Unlimited PTO and sick leave policy.

• Competitive compensation package.