Director, Global Strategic Alliances

🕒 July 23

🇺🇸 United States – Remote

💵 $163k - $261k / year

⏰ Full Time

🔴 Lead

👔 Director

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 26%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Sphera

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1989

💼 Consulting

🏥 Healthcare

📦 Logistics

Consulting • Healthcare • Logistics

Sphera is a leading provider of enterprise sustainability management software, data, and consulting services. It offers solutions that enable organizations in sectors like Chemicals, Oil & Gas, Industrials, and Financial Services to manage their sustainability goals effectively. Sphera's offerings include the SpheraCloud platform, which focuses on Environment, Health, Safety & Sustainability (EHS&S) management, operational compliance, and risk management. The company's software and consulting services are designed to help organizations improve their safety, mitigate risks, reduce costs, and build resilience. By providing an integrated 360-degree view of sustainability and performance management, Sphera assists companies in meeting regulatory reporting requirements and achieving their sustainability objectives.

📋 Description

• Build and scale Sphera's strategic partner ecosystem globally, focusing on GSIs, SIs, consulting firms, and other strategic partners • Own and grow a portfolio of high-value strategic alliance relationships • Identify, recruit, onboard, and activate partners • Build relationships with executive sponsors, alliance leaders, consulting organisations, and partner sales teams • Develop joint business plans aligned with Sphera's growth objectives and partner priorities • Establish rules of engagement and operating models • Own partner-sourced and partner-influenced pipeline and revenue targets • Build repeatable co-sell motions with Sphera's sales organisation and partner sales teams • Develop joint account mapping and align resources • Drive partner participation throughout the sales cycle • Develop joint value propositions and go-to-market strategies • Establish lead-routing, opportunity-registration, and channel-conflict processes • Create scalable partner onboarding, enablement, and activation programmes • Develop joint sales plays, playbooks, solution positioning, and enablement programmes • Partner with Marketing on co-marketing, demand generation, events, and thought leadership • Establish partner expectations and success measures • Build the governance framework for Sphera's partner ecosystem • Establish executive sponsorship, pipeline reviews, performance reviews, and QBRs • Serve as the operational connector across Sales, Marketing, Product, Services, Customer Success, and partner teams • Develop executive dashboards and scorecards • Establish and track alliance KPIs • Maintain accurate pipeline, forecasts, and executive reporting • Measure partner contribution and accountability for pipeline and revenue outcomes • Assess alliance performance, market dynamics, and ecosystem opportunities • Use data and partner feedback to improve the partner model and return on investment • Potentially build and lead a team as the alliances function grows

🎯 Requirements

• 10+ years of experience in strategic alliances, partner ecosystems, GSI/SI partnerships, enterprise software sales, business development, or partner leadership within enterprise software or SaaS • Proven experience building and developing partner ecosystems • Demonstrated success generating partner-sourced or partner-influenced pipeline and revenue • Experience working directly with system integrators, global system integrators, consulting organisations, or specialist consultancies • Experience developing joint business plans, co-sell motions, partner enablement, and go-to-market strategies • Strong executive presence with excellent communication, negotiation, and relationship-building skills • Ability to build relationships at multiple levels, from operational sales teams through to executive stakeholders • Comfortable operating strategically while remaining hands-on and accountable for execution • Strong understanding of enterprise sales motions, account mapping, opportunity management, and complex multi-stakeholder sales cycles • Experience creating partner programmes, governance models, sales plays, and operating processes • Comfortable working in an environment where the partner function is still being built and processes are not yet fully established • Willingness to travel up to 40% as required • Bachelor's degree or equivalent experience • Preferred: experience within EHS&S, Sustainability, Supply Chain Risk Management, Operational Risk Management, Industrial Software, Digital Manufacturing, or related enterprise software • Preferred: experience with major consulting and engineering organisations such as Deloitte, Accenture, EY, PwC, ERM, Arcadis, Jacobs, or similar • Preferred: experience building partnerships with large global organisations and specialist or boutique consultancies • Preferred: experience within a SaaS company of similar or smaller scale to Sphera • Experience with reseller relationships is a plus • Preferred: experience designing and implementing partner governance frameworks, executive sponsorship programmes, and QBR processes • Preferred: familiarity with partner enablement, co-sell strategies, joint account planning, and joint go-to-market programmes

🏖️ Benefits

• Medical, Dental, and Vision Insurance • Health Savings Account • Flexible Spending Account • 401(k) Retirement Plan with Company Match • Life and Disability Insurance • Critical Illness Insurance • Accident Insurance • Hospital Indemnity Insurance • Paid Time Off and Holidays • Flexible Working Schedule • Eligible for Variable Compensation Plan Commensurate with relevant qualifications and experience