Strategic Alliance Director

Location: USA <p><a href="[Link Protected] target="_blank" rel="noopener">Actian</a> is the leader in hybrid data management, cloud data warehouse, and data integration technology. We're experiencing exponential growth and expanding our go-to-market engine through strategic partnerships. We're seeking a </p> <p>Strategic Alliance Director to build and scale 6-8 NA consulting/SI partners as a primary revenue engine.</p> <p>Own the end-to-end partner lifecycle: selection, onboarding, GTM strategy, enablement, and revenue delivery. You'll be measured on partner-sourced customer opportunities and deal closure.</p> <p><strong>Reports to: </strong>Global Head of Partnerships | <strong>Works with: </strong>NA Sales Leader and regional reps across all NA sales regions</p> <h3>Compensation &amp; Accountability</h3> <p><strong>70% of annual quota is based on partner-sourced opportunities delivered to Actian sales.</strong> This is a revenue-accountable role where success is measured by the volume, quality, and closing rate of customer opportunities your partner relationships generate for the field sales team. The remaining 30% focuses on partner enablement, solution co-creation, GTM strategy, and ecosystem management.</p> <h3>What You'll Do</h3> <p>• Identify, qualify, and onboard 6-8 strategic NA partners (Deloitte, Accenture, EY, KPMG, Slalom, etc.); establish governance with monthly reviews, quarterly QBRs, and clear success criteria</p> <p>• Co-develop partner business plans with pipeline targets and regional account lists; drive partner prospecting aligned to Actian sales territories</p> <p>• Attend joint customer discovery meetings with NA sales leader and regional reps; own deal registration, pipeline tracking, and quarterly performance reviews</p> <p>• Build partner enablement programs (sales training, technical certifications, monthly webinars); create and maintain partner resource portal</p> <p>• Build partner-specific GTM strategies and vertical focus; co-create solutions and execute joint campaigns (webinars, case studies, co-marketing)</p> <p>• Partner with NA Sales Leader on territory mapping, regional alignment, and quarterly regional business reviews</p> <p>• Gather competitive intelligence from Snowflake and Databricks partners; share win/loss insights with Actian sales and product</p> <h3>What Success Looks Like (Year 1)</h3> <p>• 6-8 partners onboarded with business plans and SLAs</p> <p>• $3M-5M+ partner-sourced pipeline; 40-50+ joint customer meetings; 20-30% deal conversion; 90%+ deal registration compliance</p> <p>• 70%+ partner certification rate; 2-3 co-created solutions; 3+ joint GTM campaigns launched</p> <p>• Zero territory conflicts; 80%+ of sales reps actively pursuing partner pipeline</p> <p>• Competitive intelligence relationships established; quarterly briefings to leadership</p> <h3>Our Ideal Strategic Alliance Director Will Have</h3> <p>• 7+ years in strategic alliance management, partner business development, or SI/consulting channel sales</p> <p>• Proven success building and scaling 5+ key partner relationships with Deloitte, Accenture, EY, KPMG, Slalom, or similar firms</p> <p>• Direct experience managing partner-originated pipeline, customer meetings, deal conversion, and partner business plans</p> <p>• Demonstrated success designing and executing partner enablement programs and GTM strategies</p> <p>• Field sales or channel experience; comfortable with sales cycles, deal qualification, and working alongside sales reps</p> <p>• Background in data/cloud/analytics ecosystem; familiarity with Snowflake, Databricks, BigQuery strongly preferred</p> <p>• Understanding of consulting partner sales models, margin structures, and incentive alignment</p> <p>Skills &amp; Attributes</p> <p>• BS/BA degree required; MBA preferred</p> <p>• Revenue accountability mindset – quota-driven with personal accountability for pipeline</p> <p>• Partner business planning and enablement program design expertise</p> <p>• GTM strategy, negotiation skills, and strong executive communication</p> <p>• Strategic business acumen; understand partner economics and co-selling models</p> <p>• Excellent sales collaboration – you enable reps without complicating their world</p> <p>• High initiative and self-directed relationship builder with a sales edge</p> <p>30%+ travel: partner offices, customer sites, Actian sales offices. Based in major NA markets (SF, NYC, Chicago Colorado, Texas, preferred).</p> <h3>Why Actian</h3> <p>• Direct revenue impact – 70% quota tied to partner-sourced pipeline</p> <p>• Build the channel; shape partner strategy and GTM at a critical inflection point with all the resources needed from technical to marketing</p> <p>• Work with elite partners – Deloitte, Accenture, Slalom, and other top-tier SI firms, plus Snowflake, Databricks</p> <p>• Field-forward culture – 30%+ time with partners, sales teams, and customers</p> <p>• Sales enablement role – you're a force multiplier for NA Sales Leader and regional reps</p> <p>• Hyper-growth opportunity in mission-critical data infrastructure</p> <h3>Compensation</h3> <h3>Additional Information</h3> GDPR Compliance: Sourced via verified public channels under Legitimate Interests (Art. 6(1)(f) GDPR). [Contact Info Protected]

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