Director, Business Development – Partnerships

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Hazelcast

Site WebLinkedInTous les Emplois

51 - 200 employés

Fondée en 2008

🏢 Entreprise

🤖 Intelligence artificielle

☁️ SaaS

Enterprise • Artificial Intelligence • SaaS

Hazelcast est une plateforme de données en temps réel de premier plan qui combine de manière unique un stockage de données rapide et un moteur de calcul distribué en un seul système. Elle propose des solutions pour le traitement de flux, les architectures événementielles et l'automatisation AI/ML en temps réel. La plateforme est parfaitement adaptée aux architectures d'entreprise et aux déploiements indépendants du cloud, offrant des performances élevées, une résilience et une échelle. Hazelcast dessert divers secteurs tels que les services financiers, le e-commerce et la santé, aidant les organisations à moderniser leur architecture de données, améliorer le traitement des paiements et renforcer la détection des fraudes. L'entreprise s'intègre également avec Apache Kafka et Redis pour améliorer les capacités de traitement des données.

Description

• - **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.

🎯 Exigences

• - **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.

🏖️ Avantages

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