Director, Business Development – Partnerships

🕒 Janeiro 7

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Hazelcast

SiteLinkedInTodas as Vagas

51 - 200 funcionários

Fundada em 2008

🏢 Corporativo

🤖 Inteligência Artificial

☁️ SaaS

Enterprise • Artificial Intelligence • SaaS

Hazelcast é uma plataforma líder em dados em tempo real que combina de forma única um armazenamento de dados rápido e um mecanismo de computação distribuída em um único sistema. Ela oferece soluções para processamento de fluxos, arquiteturas orientadas a eventos e automação em tempo real de IA/ML. A plataforma é bem adequada para arquiteturas empresariais e implantações agnósticas de nuvem, oferecendo alto desempenho, resiliência e escala. A Hazelcast atende a várias indústrias, como serviços financeiros, e-commerce e saúde, ajudando as organizações a modernizar sua arquitetura de dados, melhorar o processamento de pagamentos e aprimorar a detecção de fraudes. A empresa também integra com Apache Kafka e Redis para capacidades aprimoradas de processamento de dados.

Descrição

• - **Strategy Development:** Design Hazelcast’s global partner strategy from the ground up, defining partner archetypes (GSI, Regional SI, OEM, Cloud, VAR) and use-case-specific GTM motions (e.g., BFSI, payments, real-time analytics). • - **Executive Alignment:** Develop and present clear, data-backed recommendations for approval to the CEO and executive team, whilst defining success metrics, economic models, and investment tradeoffs for the partnerships function • - **Partner Acquisition:** Personally source, negotiate, and close foundational partnerships with Strategic GSIs, consulting partners, and key technology alliances. • - **Deal Formation:** Own early-stage partner economics, including margin structures, referral/resale models, and joint solution packaging. • - **GTM Execution:** Build and execute joint GTM plans, including target account mapping, joint solution narratives, and field enablement for both Hazelcast Sales Directors and partner sellers. • - **Revenue Impact:** Accountable for Partner-sourced pipeline, Partner-influenced ACV, Time-to-first-deal per partner and act as a deal quarterback on strategic partner-led opportunities • - **Internal Collaboration:** Work cross-functionally with Sales leadership on rules of engagement, and with Product, Engineering, and Marketing (partner messaging, co-marketing, events) to execute the partner-driven roadmap and strategy. • - **Team Building:** Once the motion is proven, you will hire, build, and scale the global partnerships team.

🎯 Requisitos

• - **Experience:** 10–15+ years in Business Development, Strategic Partnerships, or Alliances within the enterprise software space. • - **The "Build" Mindset:** A demonstrated track record of creating (not just inheriting) partner strategies and programs. • - **Complex Deal Savvy:** Proven ability to source, negotiate, and close complex, multi-party enterprise deals and OEM distribution opportunities. • - **Technical Fluency:** Experience with complex, infrastructure-level technologies (distributed systems, data streaming, or in-memory computing) is strongly preferred. • - **Commercial Judgment:** Strong instincts for designing economic models that drive partner motivation while protecting company margins. • - **Executive Presence:** Comfortable operating at the CEO and Board level, with the ability to present data-backed recommendations. • - **Global Perspective:** Experience operating in global markets with high cultural fluency.

🏖️ Benefícios

• - Unlimited PTO • - Medical/Dental/Vision Insurance • - HSA/FSA • - Basic & Supplemental Life & AD&D insurance • - Short & Long-term Disability Insurance • - 401k • - EAP (Employee Assistance Program)