Alliances Director (GTM/SI)
About The Position
The Alliances Director will expand and drive key strategic alliance partners – with a strong focus on global systems integrators (SI) and consulting partners – across North America while supporting global go-to-market (GTM) efforts. This role is centered on activating “market maker” partners that shape customer strategy, positioning Blue Yonder within their supply chain transformation agendas and ultimately driving measurable revenue impact. The Director will execute partner business plans aligned to sales priorities, working closely with sales, marketing, product, and industry teams to build pipeline, accelerate deal progression, and increase customer adoption. Success in this role requires strong collaboration across the partner ecosystem to identify new routes to market, enable partners through joint GTM execution, and drive co-sell and co-marketing initiatives that deliver tangible business outcomes.
Requirements
- 8+ years of experience in alliances, partner sales, channel, or go-to-market (GTM) roles within enterprise SaaS, software, or supply chain technology
- Proven experience working closely with sales teams and partners (SI - System Integrators and/or technology) to drive pipeline, co-sell motions, and revenue outcomes
- Experience supporting complex enterprise sales cycles involving multiple stakeholders, partners, and solution providers
- Strong understanding of partner-driven GTM execution, including pipeline management, deal progression, and partner engagement strategies
- Ability to build and manage relationships with systems integrators (SIs), consulting firms, and/or technology partners
- Demonstrated success influencing or contributing to partner-driven revenue growth in a SaaS or enterprise environment
- Outstanding presentation, facilitation, communication and negotiation skills.
- Excellent written and verbal communication and client relationship skills.
- Strong time management and organizational skills.
- Self-driven and motivated by self-management.
Nice To Haves
- Experience working with global systems integrators (SI) in field-facing or sales-aligned roles
- Familiarity with ERP, SaaS platforms, or enterprise applications ecosystem
- Knowledge of end-to-end supply chain processes
Responsibilities
- Develop and execute partner account strategies aligned to Blue Yonder’s go-to-market (GTM) priorities, with a strong focus on global systems integrators (SI) across key industries such as Retail, Manufacturing, and Logistics
- Establish and maintain a strong operating cadence with SI and partner leadership, as well as Blue Yonder sales teams, to align on pipeline, priorities, and joint opportunities
- Partner closely with sales teams and SI partners to support account planning, deal execution, and co-sell motions, helping progress opportunities and remove blockers throughout the sales cycle
- Coordinate cross-functional resources (sales, marketing, product, and industry teams) to enable SI and partner ecosystems and support successful deal execution and customer outcomes
- Drive joint go-to-market initiatives with SI partners and the broader partner ecosystem, including co-selling, co-marketing, and field engagement activities that increase demand and accelerate revenue
- Support SI partner enablement by ensuring readiness across solution positioning, sales engagement, and delivery lifecycle in collaboration with internal teams
- Provide visibility into SI and partner-driven pipeline, including tracking deal progress, identifying risks, and escalating issues as needed to maintain momentum
- Serve as a key partner-facing resource across SI and consulting partners, bringing customer insights, market feedback, and opportunity intelligence to internal stakeholders
Benefits
- Comprehensive Medical, Dental and Vision
- 401K with Matching
- Flexible Time Off
- Corporate Fitness Program
- A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
