Strategic Alliances Director

Denodo is looking for an entrepreneurial, well-organized, and highly-motivated individual to drive strategic alliances with assigned Technology Partners (data management & AI ecosystems) and Cloud Service Providers (CSPs) and deliver exceptional results in Co-build, Co-GTM and Co-Sell motions. As part of Denodo’s extended partner ecosystem team, this role will also work indirectly with G/SI and consulting firms taking solutions to market.

This role involves building and maintaining strong relationships with the assigned technology partner stakeholders from management to technical to sales/marketing folks, and overseeing the successful implementation of mutually beneficial joint Go-to-market strategies: - Build Together: differentiated product integrations and joint solutions - Go-to-Market together – compelling “better together” joint value propositions, messaging, and marketing campaigns; - Sell Together – engaging referral and co-sell motions, especially with CSP co-sell and marketplace programs.

The person will be responsible to develop a joint business plan and deliver on key objectives set for the partnership – which include soft metrics (solutions, collateral, GTM campaigns) as well as pipeline and revenue metrics for Sourced, Co-sell, and Influenced revenue. They will be both technical and business-savvy, self-directed, highly collaborative, diligent, thoughtful and accountable for results.

The ideal candidate must have proven experience working at a relevant Software/SaaS company managing Tier 1 technology/cloud partners to deliver joint solutions and sourced/co-sell revenue growth. Strong product and/or sales background prior to partner role will be valuable.

1. Partner Identification, Evaluation, Management:

• Continuously research and identify potential strategic ISV/CSP partners that align with the company's product roadmap and market strategy and within assigned partners or categories (AI, data lake, CSP etc.) to identify growth opportunities.
• Develop business plans including product/solution integrations, co-marketing and joint sales motions with clear timelines and KPIs for both partners.
• Manage and nurture relationships with assigned strategic ISV partners, serving as the primary point of contact and advocating for their interests within Denodo to coordinate joint activities, and ensure alignment of shared goals and objectives.

2. Joint Solutions and Go-to-Market Strategy and Execution:

• Collaborate with internal stakeholders, including product management, customer success and engineering teams to deliver joint solutions, ensuring seamless integration and interoperability between products and services, that benefit customers and increase revenues.
• Develop and execute joint go-to-market strategies with partners, including co-marketing campaigns, sales enablement programs for sellers and G/SI partners, and joint customer engagements. Identify and capture MDF and incentives from CSPs.
• Enable and collaborate with sales teams to leverage co-selling programs and marketplace transactions (with CSPs) to build pipeline and generate co-sell revenue.
• Represent the company at relevant industry events, conferences, and partner meetings to promote strategic alliances and foster new relationships.

3. Partner Performance Management:

• Provide regular updates to management, internal and partner stakeholders on partner plans, partner performance and strategic alliance activities.
• Demonstrate partnership success through key performance indicators (KPIs) that measure joint initiatives, roadmap, co-branding, GTM campaign results, co-sell revenue, and pipeline metrics.
• Analyze partnership performance data, identify areas for improvement, and implement corrective actions or adjustments as needed.

• BS/BA or higher degree.
• 5 years of demonstrated experience in a similar role in strategic alliances in the data, analytics, or AI industry, driving growth with CSPs and co-competitive partners.
• Track record of results-oriented alliances management that sets and achieves aforementioned KPIs for Co-build, Co-GTM, and Co-sell to drive revenue growth.
• Strong networks and experience with ISV, Cloud, systems integrator and consulting ecosystem at technical/sales and management levels.
• Excellent communication, negotiation, and interpersonal skills, with the ability to build and maintain strong relationships with partners and internal stakeholders.
• Be entrepreneurial and take the initiative to lead. Collaborative and team-oriented approach, positive attitude, with the ability to work cross-functionally and influence without direct authority and help others succeed in their roles.
• Willingness to travel around 25%.
• Any Denodo NA office location.
• The salary range is $180,000 plus commission.