Strategic Alliance Director

Job not on LinkedIn

🔥 22 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

👔 Director

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 11%

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Actian

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 1980

💼 Consulting

🏥 Healthcare

📦 Logistics

Consulting • Healthcare • Logistics

Actian is a company that offers data management and analytics platforms, enabling businesses to make confident, data-driven decisions. Their products include a cloud-native SaaS solution and a comprehensive data platform with capabilities in data management, integration, quality, analytics, and app modernization. Actian's technology supports flexible deployment options across on-premises, cloud, and hybrid environments. Their database solutions include NoSQL, RDBMS, and other database management systems ideal for diverse applications. Actian collaborates with major cloud platforms like Google Cloud, AWS, and Microsoft Azure, providing solutions across various industries such as financial services, healthcare, and retail. The company aims to empower organizations by simplifying how data is connected, managed, and analyzed, offering reliable, scalable, and high-performance solutions.

📋 Description

• 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

🎯 Requirements

• 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)

🏖️ Benefits

• 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