Director, Alliance
Leads Central EMEA partner sales and alliances, managing regional teams, executive systems-integrator relationships, co-sell strategy, pipeline generation, delivery governance, and cross-functional field adoption. Requires extensive enterprise software, cloud, or data partnership experience, executive presence, and strong operational discipline.
About the job
Responsibilities
- Lead the regional Alliances/C&SI function and develop a high-performing cross-functional team.
- Own the multi-year Central EMEA partner territory plan, including partner segmentation, coverage, and operating cadence.
- Build executive relationships and joint business plans with global and regional systems integrators and specialist data and AI partners.
- Drive account-level co-sell planning, pipeline creation, partner-sourced revenue, and partner-influenced consumption.
- Develop regional partner go-to-market campaigns, including migration and modernization, Genie, Lakebase, and AgentBricks initiatives.
- Hold partners accountable for delivery capability, business development, pipeline, forecasts, and KPIs using Salesforce.
- Govern partner delivery quality, resolve escalations, ensure statements of work are staffed, and coordinate co-delivery models.
- Orchestrate Sales, Field Engineering, Marketing, Partner Solution Architecture, Partner Management, and Partner Enablement teams.
- Co-create industry-specific joint solutions and repeatable go-to-market campaigns.
- Use AI tools for pipeline inspection, partner intelligence, executive meeting preparation, and partner-facing demonstrations.
- Travel 25–40% for partner reviews, account-planning workshops, and executive engagements.
Requirements
- Proven people leadership experience building and scaling teams of partner sales managers or directors.
- Extensive partner, alliance, channel, or go-to-market sales experience in enterprise software, cloud, or data companies.
- Track record of building partner-sourced pipeline and generating measurable revenue impact.
- Executive-level experience with global and regional systems integrators, including industry go-to-market activation and CXO engagement.
- Demonstrated success leading joint account-planning workshops and converting partner capabilities into pipeline and closed consumption.
- Experience influencing Sales, Field Engineering, Marketing, cloud partners, and SI/ISV partners in a matrixed environment.
- Strong executive presence, business narrative development, operational rigor, KPI discipline, and OKR management.
- Experience managing partner delivery quality, escalations, statements of work, and professional-services co-delivery.
- Deep knowledge of SI business models, industry workflows, regional buying patterns, and data and AI use cases.
- Fluency with modern AI productivity tools and AI-powered analytics.
- Ability to travel 25–40%.
Benefits
- Comprehensive benefits and perks tailored to employees' regional needs.
Skills
Partner Sales, Alliance Sales, Go-to-Market Strategy, Systems Integrators, Co-Sell, Pipeline Management, Salesforce, Partner Enablement, Partner Marketing, Field Engineering, AWS, Microsoft Azure, GCP, Ai Analytics, Okrs
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