Director, Strategic Technology & ISV Partnerships

About the Role

The Director, Strategic Technology & ISV (Independent Software Vendor) Partnerships will build and scale ZoomInfo’s strategic technology ecosystem across hyperscalers and cloud marketplaces, ISVs, integrations, AI/platform relationships, and data distribution. This leader owns the strategy and commercialization of ZoomInfo’s highest-priority technology partnerships and leads the team responsible for partner execution, adoption, pipeline, and revenue. You will serve as the executive relationship owner for our most strategic technology partners and the single accountable leader for how ZoomInfo grows through, with, and on top of the world’s leading cloud and platform companies. You will play a critical part in driving wins at the most strategic accounts, with the following outcomes:

• Position ZoomInfo as a leader in our hyperscaler, cloud, and technology partner ecosystems with access to senior partner leadership
• Achieve alliance targets across partner-sourced and influenced pipeline, revenue, win rate, integration adoption, and data distribution consumption
• Increase partner maturity across the dimensions of the ZoomInfo Alliance Partner Framework: Sales, Marketing, Enablement, Joint Initiatives, and Delivery
• Build a high-performing Strategic Technology & ISV team and operate within the assigned budget

This role reports to ZoomInfo’s Vice President, Strategic Partnerships to ensure the technology ecosystem aligns with ZoomInfo’s overall partner programs and strategy. The Director leads the Strategic Technology & ISV team, including a Partner Manager, Strategic Technology & ISV, and works closely with the Data Partnerships / Data Distribution lead.

What You’ll Do

Strategy and Leadership

• Develop and manage ZoomInfo’s global Strategic Technology and ISV partnership strategy, including partner segmentation, prioritization, coverage, and investment
• Own and deepen ZoomInfo’s highest-priority technology relationships across leading SaaS, AI, GTM, cloud, and platform companies
• Absorb ownership of the Cloud Partnerships portfolio and integrate hyperscaler and cloud relationships into the broader Strategic Technology and ISV strategy
• Lead and develop the Strategic Technology & ISV team, including the Partner Manager and future Partner Account Managers as the portfolio scales
• Provide strategic leadership across Data Partnerships / Data Distribution and ensure those relationships align with the broader technology ecosystem

Hyperscaler and Cloud Marketplace Responsibilities

• Own ZoomInfo’s executive and field relationships with the hyperscalers, including AWS, Microsoft Azure, and Google Cloud, and their respective partner, marketplace, and ISV organizations
• Develop and execute joint business plans with each hyperscaler that align product, marketplace, co-sell, and field priorities to pipeline, revenue, and consumption targets
• Own ZoomInfo’s cloud marketplace strategy, including listings, private offers, pricing and packaging, and procurement through marketplace channels
• Drive co-sell motions with hyperscaler field teams, including opportunity registration, deal registration and incentives, account mapping, and joint pursuit of strategic accounts
• Position ZoomInfo to benefit from customers’ cloud commitments and committed-spend drawdown programs, partnering with Sales, Finance, and Legal on commercial and contracting structures
• Achieve and maintain the partner program tiers, competencies, and validations required to unlock hyperscaler funding, co-marketing, and field alignment
• Lead hyperscaler field engagement and enablement, including joint events, executive briefings, and presence at hyperscaler conferences and summits
• Drive joint go-to-market initiatives with hyperscaler data, analytics, and AI platforms, including Snowflake, Databricks, and cloud-native AI services where relevant
• Coordinate cross-functional execution with Product, Engineering, InfoSec, Legal, Finance, and RevOps on hyperscaler technical validation, security reviews, listing requirements, and billing and reporting
• Act as the executive escalation point and senior sponsor for ZoomInfo’s hyperscaler relationships

ISV, Integrations, and Data Distribution

• Partner closely with Product and Engineering to prioritize integrations, embedded-data opportunities, AI use cases, and product partnership opportunities
• Own the commercial strategy surrounding integrations so partnerships progress beyond technical connectivity into measurable adoption and business outcomes
• Identify and develop new partnership opportunities that expand ZoomInfo’s distribution, product capabilities, market reach, and routes to revenue
• Develop repeatable co-sell, referral, marketplace, embedded-data, and joint GTM motions where appropriate
• Build partner business plans that align integrations, go-to-market priorities, adoption goals, customer opportunities, pipeline, and revenue objectives

Governance, Measurement, and Operating Rhythm

• Architect and manage partner business planning, QBRs, executive governance, performance measurement, and partner health
• Establish clear KPIs for partner-sourced and influenced revenue, pipeline, integration adoption, product consumption, distribution growth, marketplace performance, and partner engagement
• Ensure all partner opportunities are entered and tracked in Salesforce and partner portals to manage progress toward performance goals
• Operate within the assigned budget and align investment to partner productivity and strategic value

Cross-Functional Partnership

• Collaborate with Sales, Product, Engineering, Marketing, Partner Marketing, Solutions, Customer Success, Legal, Finance, and executive leadership to execute strategic priorities
• Contribute through internal teams to develop partner offerings, joint narratives, and go-to-market strategy in cooperation with ZoomInfo solution owners

Core systems and tools you may be working with: Salesforce, Jira, Confluence, GSuite, NetSuite, Snowflake, GCP, AWS, Microsoft Azure, hyperscaler partner portals and marketplace consoles, plus multiple other peripheral software tools in these ecosystems.

What You Bring

• 10+ years of experience in technology partnerships, alliances, or business development, including significant experience managing hyperscaler partnerships (AWS, Microsoft Azure, and/or Google Cloud); Databricks and Snowflake experience a plus
• Proven experience managing cloud marketplace listings, private offers, and co-sell programs with hyperscaler field organizations
• Confirmed track record of partner-sourced and influenced revenue over-performance
• Existing senior relationships and network across hyperscaler, ISV, and technology platform leadership
• Experience building and leading a team, ideally in a player-coach model that begins close to execution and scales as the portfolio grows
• Strategic business, commercial, and marketing planning capabilities, including joint business plan development and partner economics
• Experience structuring and negotiating complex partnership agreements, including resale, marketplace, referral, and data distribution models, in partnership with Legal and Finance
• Experience partnering with Product and Engineering on integrations, platform partnerships, and AI or data product strategy
• Excellent interpersonal skills and a confirmed capacity to build positive relationships and close business with partners
• Ability to develop strong internal relationships across Verticals, Business Units, and across ZoomInfo
• Comfortable working with and presenting to SVP and C-level leadership at ZoomInfo and at partner organizations
• Must be self-motivated, have strong self-management skills, and demonstrate essential leadership qualities

Comp & Benefits

The US base salary range for this position is $150,000 - $178,000 + variable compensation + equity + benefits.

Actual compensation offered will be based on factors such as the candidate’s work location, qualifications, skills, experience and/or training. Your recruiter can share more information about the specific salary range for your desired work location during the hiring process.

We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here.

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