Director, Strategic Partnerships – Alliances

This is a fully remote position, open to applicants in Latin America.

📋 Description

• Oversee the entire partner ecosystem from start to finish.

• Act as the sole point of accountability for Microsoft, Databricks, and Anthropic at Nimble Gravity. Ensure regular interactions with our partner stakeholders, identify issues proactively, and maintain synergy across all three initiatives.

• Execute Microsoft co-selling with expertise.

• Lead activities within the Microsoft Cloud Partner Program, including the pursuit of managed partner status, enrollment in Azure specializations, execution of the Azure Accelerate program (MCI and ECIF), and nominations for Azure Offer Navigator across specialized offers (Azure Frontier, AI Transformation, Synapse to Fabric Migration, Databricks Compete, Analytics Modernization Accelerator). Manage the funding lifecycle comprehensively for every relevant deal.

• Implement Databricks co-sell operations.

• Register ongoing deals, automate deal registration whenever possible, and advance Nimble Gravity through the various Databricks partner tier milestones. Establish a consistent business rhythm with Databricks partnership and FSI sales leadership.

• Cultivate the Anthropic partnership.

• Collaborate with our Principal at Anthropic to enhance our Anthropic strategy. Assist in defining incentive program strategies and joint pursuit mechanisms as the Anthropic partner program evolves.

• Generate partner-sourced revenue.

• Create, qualify, and convert opportunities generated through all three partners. Your performance will be assessed based on partner-sourced pipeline, partner-influenced bookings, funding utilization, and time to close.

• Initiate pipeline generation activities.

• Develop and manage repeatable one-to-many strategies with partner sales teams, in conjunction with marketing. Monitor pipeline generated from each initiative.

• Train and empower Principals and sellers.

• Instruct the broader Nimble Gravity sales team on how to utilize partner funding, align opportunities with relevant programs, and integrate partners into deal cycles at the appropriate time.

• Create alliance playbooks.

• Document how we co-sell with Microsoft, succeed with Databricks, and position Anthropic. Record the funding mechanisms, deal registration procedures, and engagement model for delivery when partner funding is involved. Ensure the documentation allows for scalability beyond individual efforts.

• Map and maintain the partner organization.

• Utilize HubSpot to outline every pertinent contact within Microsoft, Databricks, and Anthropic. Monitor relationship health and recency. Identify the right outreach opportunities for the appropriate Nimble Gravity representative at the right time.

• Collaborate across functions.

• Work alongside the Principal at Anthropic, the FSI Sales Channel team led by our VP of Sales FSI, delivery, pre-sales, marketing, and RevOps. Many opportunities span multiple platforms, necessitating a cohesive approach to the partner motion across all of them.

• Represent Nimble Gravity within the partner ecosystem.

• Attend partner events, briefings, joint customer interactions, and industry conferences (Microsoft Build, Databricks DAIS, Anthropic events). Be the credible, business-savvy, and technically proficient representative of Nimble Gravity that partner sellers wish to involve in their accounts.

• Measure and communicate impact.

• Track and report on partner-sourced pipeline, influenced bookings, funding utilization, and relationship coverage. Adjust the strategy based on what is effective and what is not.

• Build the team.

• As partner-sourced revenue grows, develop the partnerships organization beneath you. Define roles, recruit talent, and function as a leader of a department rather than merely an individual contributor.

⛳️ Requirements

• A minimum of 8 years of relevant experience, ideally combining technology partner management with consultative sales of services to enterprise customers.

• Proven success as an alliances lead, partner manager, or co-sell-focused seller with a major cloud, data, or AI platform vendor (Microsoft, Databricks, AWS, Google, Snowflake, Anthropic, OpenAI, or similar). Mastery of at least one partner ecosystem is required; the ability to rapidly adapt to others is essential.

• Strong familiarity with the mechanics of the Microsoft Cloud Partner Program is highly preferred, including Azure specializations, managed partner status, Partner Center, MCI, ECIF, Azure Offer Navigator, and the Azure Accelerate program family.

• Demonstrated history of transforming partner relationships into sourced pipelines and successfully closing complex service engagements stemming from them. You are accountable for achieving results.

• Experience in Banking, Financial Services, and Insurance (BFSI) is advantageous. Strong candidates without BFSI experience are welcome if their knowledge of partner ecosystems and track record of pipeline generation are outstanding.

• Understanding of how platform vendor partner programs operate: deal registration, partner tiers, co-sell mechanisms, joint marketing, partner-sourced versus partner-attached deals, and funding nomination workflows.

• Experience in selling or co-selling consulting and professional services to enterprise clients. You can generate your own leads, draft proposals, and finalize complex deals.

• Excellent program and project management skills. You view a partner motion as an integrated system rather than a series of isolated conversations.

• Proven capability to establish a function from scratch in an entrepreneurial setting. You are comfortable handling tasks yourself today while also planning to hire a team for tomorrow.

• Experience creating executive-level communications and presentations, including vision-led proposals and partner-facing joint planning documents.

• Familiarity with the enterprise AI and data platform landscape. You can effectively discuss Azure Foundry, Microsoft Fabric, Databricks Lakehouse, Claude, agentic systems, and how these platforms yield measurable ROI in production.

• Experience with revenue operations tools; HubSpot is preferred.

• Fluent in English.

• A self-starter who excels in a fast-paced environment focused on customer growth.

• Ability to work in the US and travel as needed; willing to spend significant time onsite with partners, clients, and at industry events.

🏝️ Benefits

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