Director, Technology Partnerships

🕒 Fevereiro 18

🏄 California, North Carolina, +2 estados a mais – Remoto

🏄 California – Remote 🌲 North Carolina – Remote 🎸 Tennessee – Remote 🤠 Texas – Remote

💵 $200.000 - $250.000 / ano

⏰ Tempo Integral

🔴 Especialista

💰 Gerente de Contas

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CaptivateIQ

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2017

💸 Finanças

🏢 Corporativo

💰 $100.000.000 Series C em 2022-01

Finance • Software as a Service (SaaS) • Enterprise

A CaptivateIQ é uma solução moderna de comissões de vendas que ajuda as empresas a melhorar significativamente o desempenho de receita. Ao automatizar e simplificar todo o processo de comissões, permite que as equipes de vendas se concentrem em vender em vez de realizar tarefas administrativas. A plataforma oferece ferramentas para visibilidade e análises em tempo real, que motivam os representantes de vendas e oferecem insights aos líderes de vendas. A solução da CaptivateIQ é flexível, transparente e projetada para crescer com empresas em expansão, oferecendo recursos como inteligência impulsionada por IA e tecnologia SmartGrid™. Notavelmente, atende a vários setores, como serviços financeiros, manufatura, mídia e entretenimento, entre outros, proporcionando uma vantagem estratégica na gestão e otimização de iniciativas de gerenciamento de desempenho de vendas.

Descrição

• Own the overall strategy and roadmap for our current Workday and NetSuite technology partnerships, including integration, marketplace, and field GTM motions. • Define clear partner tiers, focus areas, and success metrics (pipeline, influenced revenue, attach rates, integration adoption) for each platform. • Build multi‑year joint business plans with Workday and NetSuite that align product roadmap, sales coverage, and marketing investments. • Partner with Product and Engineering to identify additional certified integrations and joint solutions that are compelling to CaptivateIQ customers. • Ensure current and future integrations meet both technical requirements and go‑to‑market readiness (documentation, enablement materials, positioning, and reference customers). • Establish feedback loops from partners and customers back into the product roadmap to strengthen ecosystem differentiation. • Design and execute joint GTM motions (co‑sell plays, target account lists, campaigns) with Workday and NetSuite field teams and partner organizations. • Drive sourced and influenced pipeline through account mapping, opportunity identification, and structured co‑selling with our sales organization and partner reps. • Collaborate with Marketing to deliver co‑branded campaigns, events, and content that increase awareness and demand within the technology partner ecosystem. • Serve as the primary point of contact for partner alliances teams, maintaining strong relationships across sales, alliances, product, and marketing stakeholders. • Lead regular business reviews (QBRs/PBRs) to align on pipeline, integration priorities, and mutual success metrics. • Navigate and resolve conflicts or ambiguity around rules of engagement, deal alignment, and roadmap expectations. • Act as the internal champion for Workday and NetSuite, educating sales, solution consulting, partner success, and customer teams on how and when to bring these partners into deals. • Build simple, repeatable playbooks and enablement assets for internal teams and partners (how to co‑sell, when to engage, messaging, integration value props). • Work closely with Partner Operations to ensure partner processes (deal registration, lead sharing, reporting) are scalable and visible, enabling you to track performance and ROI. • Define and track KPIs for the Workday and NetSuite partnerships, including sourced and influenced pipeline, win rates, integration adoption, marketplace activity, and partner NPS where applicable. • Provide clear, data‑backed updates to leadership on performance, risks, and investment recommendations across the tech partner portfolio.

🎯 Requisitos

• 10+ years in alliances, business development, or technology partnerships within B2B SaaS, with a strong track record of driving revenue through strategic ISV or platform partners. • Direct experience working with Workday and/or NetSuite in an alliances, sales or technology partner capacity, including co‑sell motions and certified integrations. • Existing relationships within Workday and/or NetSuite alliances and field organizations. • Proven ability to build from 0→1: you’re comfortable operating in ambiguity, designing new programs, and iterating quickly with limited historical precedent. • Demonstrated success owning pipeline, revenue, and adoption goals tied to partner motions (sourced/influenced ARR, attach rates, integration usage, etc.). • Strong executive presence and influencing skills—you can earn trust and alignment with VP+ stakeholders internally and externally, even without direct authority. • Excellent cross‑functional collaborator, able to work effectively with Sales, Product, Marketing, RevOps, and Customer teams to align on partner strategy and execution. • Comfortable combining strategic thinking with hands‑on execution—from crafting multi‑year alliance strategy to running point on individual co‑sell opportunities or events. • Highly organized and data‑driven, with experience using CRM (e.g., Salesforce) and reporting tools to manage partner performance and communicate outcomes. • Periodic travel for partner meetings, conferences, and internal planning (estimated 25%+ travel).

🏖️ Benefícios

• Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents. • Flexible Time Off: Flexible vacation days plus quarterly mental health days to ensure you have the space to recharge. • Annual Stipends: Dedicated funds for your professional development and caretaking needs. • Work Anniversary Bonuses: Annual bonuses to celebrate your milestones and contributions to the CaptivateIQ team that grow as your tenure does. • Retirement Savings (US-Only): A 401(k) plan to help you invest in and secure your future. • Premium Tools: The latest Apple hardware to empower you to do your best work. • Inclusive Community: Active Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI goals by fostering an environment where diverse talent thrives.