What are the responsibilities and job description for the Senior Director, Technology Alliances position at OneTrust?
The Challenge
As Senior Director - Technology Partnerships, you will lead a team while being a player-coach supporting top-tier technology partnerships. We aim to grow ACV impact & customer adoption through alignment with key technology partners. This role has people management responsibilities including fostering employee growth and development, executing projects, and managing performance. You will develop effective business plans, increase sales opportunities, and run campaigns with our partners' various marketing teams.
As part of the Global Partner Organization (GPO), this role will report directly to the Senior Vice President, of Global Partner Ecosystems and will work closely with GTM, Marketing, and Product management teams
Your Mission
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Team Management: Drive a high-performance team culture based on respect, integrity, and accountability while leading tech partner strategy to support ACV growth
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Build Business Partnerships: You will develop and maintain deep relationships with colleagues, partners, and stakeholders, both within and outside the company. You aim to understand their needs and find solutions that benefit all.
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Executive Relationships: You will interact with senior leaders to present/defend/clarify concerns or issues regarding an existing project, program, or solution. This includes the ability to confidently address difficult questions, manage pushback from a high-level audience, and maintain an executive demeanor while engaging in difficult or sometimes high-pressure situations.
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Partner Sourced Revenue: You will lead your team to examine sales pipelines. You'll support our partners in enhancing their sales approach to increase OneTrust revenue. Additionally, you'll promote collaboration between the partner's sales team, partner sales specialists, and key teams to meet our primary revenue objectives.
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Performance Monitoring and Reporting: Establish key performance indicators (KPIs) to measure the success of partnership initiatives. Regularly report on partnership performance, providing insights and recommendations for continuous improvement.
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Thought Management: Stay informed about industry trends and best practices in technology partnerships. Represent the company at industry events, conferences, and meetings to promote our mission and partner value proposition.
You Are
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10 years of experience in partnerships, business development, or a related field within the tech industry.
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5 years managing a team of tech partner alliance managers, business development or related field in tech.
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Proven track record of developing and executing successful go-to-market (GTM) strategies with data to back.
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Experience in leading cross-functional teams and projects.
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Solid understanding and network within the software industry specifically hyperscaler, data platforms, and regulatory compliance ecosystems
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Exemplary negotiation and relationship-building skills both internally and externally
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Ability to develop programs through quickly piloting initiatives and articulating a vision for strategic partnerships through executive-level presentation.
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Well-developed analytical skills with the ability to measure and communicate the impact of partnerships. Able to use data to tell stories behind which partnerships should be prioritized.
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Proficiency in project management and the ability to drive multiple initiatives simultaneously. Proven ability to deliver programs from design to scale.
