Director of Alliances

Accountabilities:: Develop and execute a comprehensive partnership strategy across hyperscalers, technology partners, systems integrators, and global systems integrators. Build and manage a structured, repeatable co-sell motion with strategic technology and cloud partners. Manage deal registration, partner introductions, joint account pursuits, and opportunity coordination with sales teams. Own hyperscaler alliance relationships, including specialization, certification, and co-sell scoring programs. Establish and scale a certification program for systems integrators, including technical enablement, implementation, and specialized delivery tracks. Develop partner enablement content, technical training, and tiered partner scoring models. Manage a portfolio of SI and GSI relationships and increase the number of partners capable of independently delivering implementations. Identify target accounts using partner pipeline, look-alike data, and joint account mapping. Plan and execute joint marketing programs, including webinars, executive events, co-branded content, and partner campaigns. Build partner pages, tracking infrastructure, and attribution processes to measure partner-sourced pipeline and opportunities. Own the partnership roadmap, planning cadence, agreements, and ongoing relationship management. Coordinate partnership initiatives across Sales, Marketing, Product, Technical Enablement, and Events. Represent the organization at partner and industry events and support partner participation in conferences and field programs. Continuously improve partner programs to increase partner-influenced, partner-fulfilled, and partner-sourced revenue. Requirements: 7+ years of experience in partnerships, alliances, or channel roles within enterprise software, data infrastructure, or a related technology environment. Demonstrated experience building or scaling co-sell programs with hyperscalers such as AWS, Google Cloud, or Azure. Experience establishing SI/GSI partner programs, including certification, technical enablement, and delivery capabilities. Proven track record of turning partnerships into measurable pipeline and revenue rather than focusing solely on signed agreements. Ability to operate strategically while remaining highly hands-on, from developing long-term alliance strategies to personally managing deal registrations and partner opportunities. Strong cross-functional collaboration skills, with the ability to align Sales, Marketing, Product, and Enablement around shared partner objectives. Excellent written and verbal communication skills, including experience managing partner negotiations and executive-level reporting. Strong relationship-building, commercial judgment, organization, and program management skills. Familiarity with data catalogs, data governance, metadata management, or related enterprise data technologies is preferred. Experience with compliance or regulatory frameworks relevant to regulated industries is a plus. Existing relationships across AWS, Google Cloud, or major SI partner ecosystems are advantageous. Benefits: Competitive compensation based on skills, experience, impact, and market considerations. Equity ownership for all employees. Fully remote work environment. Monthly coworking stipend to support flexible work arrangements. Medical, dental, and vision coverage, with 99% of employee premiums and 65% of dependent premiums covered. Flexible Spending Accounts (FSAs), including a Dependent Care FSA option. Inclusive fertility and family-forming benefits through Carrot Fertility. Unlimited paid time off and sick leave designed to support flexibility and work-life balance. Opportunity to work on high-impact enterprise AI and data infrastructure challenges. Collaboration with an experienced team building production technology at global scale.