Strategic Alliance Director

🕒 Outubro 7

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🔴 Especialista

👔 Diretor

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Actian

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 1980

💼 Consultoria

🏥 Saúde

📦 Logística

Consulting • Healthcare • Logistics

A Actian é uma empresa que oferece plataformas de gestão e análise de dados, permitindo que as empresas tomem decisões confiantes baseadas em dados. Seus produtos incluem uma solução SaaS nativa em nuvem e uma plataforma de dados abrangente com capacidades em gestão de dados, integração, qualidade, análises e modernização de aplicativos. A tecnologia da Actian suporta opções de implantação flexíveis em ambientes locais, na nuvem e híbridos. Suas soluções de banco de dados incluem NoSQL, RDBMS e outros sistemas de gerenciamento de banco de dados ideais para diversas aplicações. A Actian colabora com grandes plataformas de nuvem como Google Cloud, AWS e Microsoft Azure, fornecendo soluções para várias indústrias, como serviços financeiros, saúde e varejo. A empresa visa capacitar as organizações simplificando a maneira como os dados são conectados, gerenciados e analisados, oferecendo soluções confiáveis, escaláveis e de alto desempenho.

Descrição

• Build and scale 6-8 NA consulting/SI partners as a primary revenue engine • Own the end-to-end partner lifecycle: selection, onboarding, GTM strategy, enablement, and revenue delivery • Identify, qualify, and onboard 6-8 strategic NA partners • Establish governance with monthly reviews, quarterly QBRs, and clear success criteria • Co-develop partner business plans with pipeline targets and regional account lists • Drive partner prospecting aligned to Actian sales territories • Attend joint customer discovery meetings with the NA sales leader and regional representatives • Own deal registration, pipeline tracking, and quarterly performance reviews • Build partner enablement programs, including sales training, technical certifications, and monthly webinars • Create and maintain a partner resource portal • Build partner-specific GTM strategies and vertical focus • Co-create solutions and execute joint campaigns, including webinars, case studies, and co-marketing • Partner with the NA Sales Leader on territory mapping, regional alignment, and quarterly regional business reviews • Gather competitive intelligence from Snowflake and Databricks partners • Share win/loss insights with Actian sales and product • Deliver $3M-5M+ partner-sourced pipeline, 40-50+ joint customer meetings, 20-30% deal conversion, and 90%+ deal registration compliance in Year 1 • Achieve 70%+ partner certification rate, create 2-3 co-created solutions, and launch 3+ joint GTM campaigns • Establish competitive intelligence relationships and provide quarterly leadership briefings

🎯 Requisitos

• 7+ years in strategic alliance management, partner business development, or SI/consulting channel sales • Proven success building and scaling 5+ key partner relationships with Deloitte, Accenture, EY, KPMG, Slalom, or similar firms • Direct experience managing partner-originated pipeline, customer meetings, deal conversion, and partner business plans • Demonstrated success designing and executing partner enablement programs and GTM strategies • Field sales or channel experience; comfortable with sales cycles, deal qualification, and working alongside sales reps • Background in data/cloud/analytics ecosystem; familiarity with Snowflake, Databricks, BigQuery strongly preferred • Understanding of consulting partner sales models, margin structures, and incentive alignment • BS/BA degree required; MBA preferred • Revenue accountability mindset – quota-driven with personal accountability for pipeline • Partner business planning and enablement program design expertise • GTM strategy, negotiation skills, and strong executive communication • Strategic business acumen; understand partner economics and co-selling models • Excellent sales collaboration – you enable reps without complicating their world • High initiative and self-directed relationship builder with a sales edge • 30%+ travel: partner offices, customer sites, Actian sales offices • Based in major NA markets (SF, NYC, Chicago Colorado, Texas, preferred)

🏖️ Benefícios

• Direct revenue impact – 70% quota tied to partner-sourced pipeline • Build the channel; shape partner strategy and GTM at a critical inflection point with all the resources needed from technical to marketing • Work with elite partners – Deloitte, Accenture, Slalom, and other top-tier SI firms, plus Snowflake, Databricks • Field-forward culture – 30%+ time with partners, sales teams, and customers • Sales enablement role – you're a force multiplier for NA Sales Leader and regional reps • Hyper-growth opportunity in mission-critical data infrastructure

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