Strategic Alliance Director

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

📋 Description

• Develop and enhance a network of 6-8 consulting/SI partners in North America as a key revenue driver.

• Manage the complete partner lifecycle: selection, onboarding, go-to-market (GTM) strategy, enablement, and revenue generation.

• Identify, assess, and onboard 6-8 strategic partners in North America.

• Implement governance structures with monthly evaluations, quarterly business reviews (QBRs), and well-defined success metrics.

• Collaborate on partner business plans that include pipeline objectives and regional account lists.

• Lead partner prospecting efforts that align with Actian sales territories.

• Participate in joint customer discovery sessions with the NA sales leader and regional representatives.

• Manage deal registration, pipeline monitoring, and quarterly performance assessments.

• Develop partner enablement initiatives, such as sales training, technical certifications, and monthly webinars.

• Create and sustain a partner resource portal.

• Formulate partner-specific GTM strategies and sector-focused initiatives.

• Collaborate on creating solutions and executing joint marketing campaigns, including webinars, case studies, and co-marketing efforts.

• Partner with the NA Sales Leader on territory mapping, regional alignment, and quarterly business reviews.

• Collect competitive intelligence from partners associated with Snowflake and Databricks.

• Share insights on wins and losses with Actian sales and product teams.

• Deliver a partner-sourced pipeline of $3M-5M+, facilitate 40-50 joint customer meetings, achieve a 20-30% deal conversion rate, and maintain 90%+ deal registration compliance in the first year.

• Attain a partner certification rate of 70%+, develop 2-3 co-created solutions, and launch over 3 joint GTM campaigns.

• Forge competitive intelligence relationships and provide quarterly updates to leadership.

⛳️ Requirements

• 7+ years of experience in strategic alliance management, partner business development, or consulting channel sales.

• Proven track record of building and scaling 5+ significant partner relationships with firms such as Deloitte, Accenture, EY, KPMG, Slalom, or comparable organizations.

• Direct involvement in managing partner-originated pipelines, customer meetings, deal conversions, and partner business planning.

• Demonstrated success in designing and implementing partner enablement programs and GTM strategies.

• Experience in field sales or channel sales; adept at sales cycles, deal qualification, and collaborating with sales representatives.

• Familiarity with the data/cloud/analytics ecosystem; knowledge of Snowflake, Databricks, and BigQuery is highly preferred.

• Understanding of consulting partner sales models, margin structures, and incentive alignment.

• A BS/BA degree is required; an MBA is preferred.

• A revenue accountability mindset – quota-driven with personal responsibility for pipeline management.

• Expertise in partner business planning and the design of enablement programs.

• Strong skills in GTM strategy, negotiation, and executive communication.

• Strategic business insight; comprehension of partner economics and co-selling models.

• Exceptional collaboration skills in sales – you enable representatives without complicating their processes.

• Proactive, self-motivated relationship builder with a sales-oriented approach.

• Willingness to travel 30%+: to partner offices, customer locations, and Actian sales offices.

• Preferred location in major North American markets (San Francisco, New York City, Chicago, Colorado, Texas).

🏝️ Benefits

• Direct impact on revenue – 70% of quota tied to partner-sourced pipeline.

• Opportunity to shape the channel; influence partner strategy and GTM during a pivotal growth phase with comprehensive resources available from technical to marketing.

• Collaborate with elite partners – including Deloitte, Accenture, Slalom, and other top-tier SI firms, as well as Snowflake and Databricks.

• Field-oriented culture – dedicate over 30% of time to partners, sales teams, and customers.

• Sales enablement role – act as a force multiplier for the NA Sales Leader and regional representatives.

• Hyper-growth opportunity in crucial data infrastructure.