Manager/Director, Strategic Alliances

Job Description

Denodo is looking for an entrepreneurial, well-organized, and highly-motivated individual to drive strategic alliances with assigned Technology Partners (data management & AI ecosystems), Enterprise Application ISVs, 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 via Denodo’s Partner Channel Sales organization 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 leads, 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 with partners’ sales teams.

The Alliance Director will be responsible for developing a joint business plan and delivering 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. The ideal candidate 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. 

Salary range for this position is between $160,000 USD and $180,000 USD, depending on experience and qualifications.

Job Responsibilities & Duties

Partner Identification, Evaluation, Management:

• Continuously research and identify potential strategic ISV, AI, and CSP partners that align with the company's product roadmap and market strategy and within assigned partners or categories 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 and Denodo.

• Manage and nurture relationships with assigned strategic 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.

Joint Solutions, 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 partners.
• 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. 

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. 

Desired Skills & Experience

• 5+ years of demonstrated experience in a similar role in strategic alliances in the data, analytics, or AI industry, driving growth with ISV and CSP partners and co-opetition 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%