Manager/Director, Strategic Alliances

Country: US

City: Palo Alto

Job Category: Partner Channel Sales

Denodo is a leader in data management. The award-winning Denodo Platform is the leading data integration, management, and delivery platform using a logical approach to enable self- service BI, data science, hybrid/multi-cloud data integration, and enterprise data services. Realizing more than 400% ROI and millions of dollars in benefits, Denodo’s large enterprise and mid-market customers across 30+ industries have received payback in less than 6 months. For more information, visit www.denodo.com.

We are a fast-growing, international organization with teams across four continents and we work with a cutting-edge technology, but that's not all we have to offer. At Denodo, we are like a family and it is of the utmost importance to us that we help support your professional growth every step of the way

Job Description

Denodo is seeking an entrepreneurial, highly organized, and results-driven AI Partnerships Manager/Director to build and scale strategic alliances across the AI ecosystem—from agentic AI platform providers to SaaS ISVs delivering advanced AI capabilities. This role is responsible for sourcing and establishing new partnerships, co-developing joint solutions, driving co-GTM motions, and delivering measurable revenue impact. You will play a critical role in shaping Denodo’s AI partner ecosystem and expanding our market reach.

Salary range for this position is between $175,000 USD and $195,000 USD, depending on experience and qualifications + commission.

Job Responsibilities & Duties

Partner Identification, Evaluation, Management:

Continuously research and identify strategic AI partners aligned with Denodo’s market strategy and product roadmap.
Develop a clear “better together” narrative and joint value proposition for each priority partner.
Build and manage outreach pipelines; engage key stakeholders at target partners to qualify opportunities and establish executive alignment.
Lead discussions and cross-functional coordination to structure, negotiate, and finalize partnership agreements.

Joint Solutions, Go-to-Market Strategy and Execution:

Build joint business plans covering integration strategy, co-build initiatives, co-marketing, and co-sell motions with defined KPIs and timelines.
Collaborate closely with product management and engineering teams to deliver differentiated joint solutions with seamless interoperability.
Develop and execute joint go-to-market initiatives—including co-marketing programs, partner-seller enablement, field training, and joint customer engagements.
Identify and secure MDF, incentives, and other partner resources to amplify GTM impact.
Represent Denodo at industry events, conferences, and partner briefings to strengthen ecosystem presence and cultivate new relationships.

Partner Performance Management:

Provide regular internal and external updates on partner plans, progress, metrics, and risks.
Track and report performance against KPIs such as roadmap milestones, joint marketing impact, co-sell pipeline, influenced/sourced revenue, and partner engagement activity.
Analyze performance data to identify gaps and drive corrective actions to maximize partnership success.

Desired Skills & Experience

BS/BA degree or higher.
5+ years of experience in strategic alliances or partner management within data, analytics, cloud, or AI ecosystems.
Proven ability to drive co-build, co-GTM, and co-sell results with measurable revenue impact.
Strong network and experience collaborating with ISV and platform partners across technical, sales, and executive levels.
Excellent communication, negotiation, and interpersonal skills with the ability to influence without direct authority.
Data-driven mindset with experience tracking KPIs such as pipeline generation and influenced/sourced revenue.
Demonstrated success planning and executing joint GTM and partner-led programs.
Experience working with sales teams, pipelines, and opportunity mapping.
Highly collaborative, self-directed, and comfortable in a fast-paced, dynamic environment.
Willingness to travel up to ~35%.

Denodo is an equal opportunity employer and prohibits discrimination and harassment of any kind. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by applicable law. Denodo will provide reasonable accommodation to employees who have protected disabilities in accordance with applicable law.

We do not accept resumes from headhunters or suppliers that have not signed a formal fee agreement. Therefore, any resume received from an unapproved supplier will be considered unsolicited, and we will not be obligated to pay a referral fee.