Senior Director, Global Alliances – ISV

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

📋 Description

• Take charge of and expand Blue Yonder’s global ISV Partner Program, which encompasses partner segmentation, program structure, onboarding, enablement, governance, performance management, and continuous partner engagement.

• Formulate and implement partner business strategies that align ISV, consulting services, and GSI partner initiatives with Blue Yonder’s strategic goals, sales objectives, industry focus areas, and market messaging.

• Spearhead go-to-market collaboration with marketing and sales teams to develop integrated partner campaigns, co-selling strategies, field activation plans, events, and demand-generation initiatives that enhance qualified pipeline and revenue growth.

• Establish and nurture trusted executive relationships with ISV partners, consulting services partners, GSIs, and internal Blue Yonder stakeholders across sales, marketing, product, alliances, and customer success.

• Oversee, mentor, and guide direct reports by defining clear priorities, setting goals and metrics, supporting career advancement, and fostering a high-performance, collaborative team environment.

• Ensure cross-functional alignment and execution across partner initiatives, maintaining clear ownership, timelines, communication, and accountability for essential deliverables.

• Collaborate with product and solution teams to pinpoint joint solution opportunities, partner integrations, innovation priorities, and unique offerings that enhance customer value.

• Set up program metrics and reporting systems to evaluate partner performance, including pipeline contribution, revenue impact, enablement progress, campaign effectiveness, and partner engagement.

• Organize partner enablement efforts, such as training sessions, community calls, webinars, field education, sales strategies, and resources that support adoption and activation.

• Represent Blue Yonder at partner meetings, executive briefings, industry events, and speaking engagements, effectively communicating Blue Yonder’s value proposition and partner ecosystem strategy.

• Create global and regional strategies for ISV partner activation, ensuring uniformity in program execution while accommodating local market dynamics and field priorities.

• Work with regional sales leaders, field alliance teams, industry teams, and services leaders to discover partner-led opportunities and enhance customer engagement.

• Facilitate joint go-to-market strategies across ISVs, consulting services partners, and GSIs to boost market coverage, solution differentiation, and customer outcomes.

• Provide regular updates to internal stakeholders regarding partner strategy, program performance, field engagement, partner enablement, and areas for improvement.

⛳️ Requirements

• Over 10 years of experience in alliances, partnerships, business development, channel programs, or partner go-to-market roles within enterprise software, SaaS, or supply chain technology.

• Proven track record in building, managing, or scaling ISV partner programs, including partner onboarding, enablement, business planning, field activation, and performance assessment.

• Demonstrated success in driving go-to-market partnerships with ISVs, consulting services partners, and GSIs, including co-selling strategies, co-marketing initiatives, joint value propositions, and pipeline generation.

• Experience in managing direct reports (3+ years), leading teams, establishing goals, coaching talent, and fostering accountability in a high-growth, fast-paced environment.

• Strong capability to collaborate with marketing and sales teams to design and implement partner campaigns, sales strategies, field enablement, executive engagement, and demand-generation programs.

• Willingness to travel up to 35% as needed for partner meetings, customer engagements, field activation, and industry events.

🏝️ Benefits

• Comprehensive Medical, Dental, and Vision coverage

• 401K with Matching contributions

• Flexible Time Off policy

• Corporate Fitness Program

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