Director, Alliances & Channel Sales

Coralogix•Boston, MA

2d•$250,000 - $400,000•Onsite

About The Position

Coralogix is seeking a Director, Alliances & Channel Sales to build and lead the partner business in their region. This role requires someone who can actively engage with System Integrators (SIs) and hyperscaler field organizations, driving Coralogix into their reference architectures and co-selling into shared accounts. The ideal candidate will be responsible for recruiting and activating partners, running sell-to, sell-with, and sell-through motions, and driving qualified pipeline into the sales team. This is a hands-on, build role where the individual will be expected to pitch Coralogix, run joint workshops, own the hyperscaler relationship in-region, and establish an operating rhythm with partners, including business plans, joint account maps, and QBRs. The role emphasizes a strategic, builder mindset with a focus on execution and measurable results, rather than just program management.

Requirements

5-7+ years in alliances, channel, or partner sales, with meaningful time carrying a number.
Direct, name-level experience with at least one GSI practice and at least one hyperscaler field organization.
Infrastructure software background (observability, APM, logging, SIEM, cloud cost, or data platform).
Ability to hold a technical conversation with an SI architect without an SE present.
Comfortable being onsite for partner business development.
Proficiency in documenting business plans, account maps, deal reviews, and post-mortems.
Strategic and builder mindset, capable of defining and executing a regional partner motion from a light foundation.
Hungry, humble, and smart cultural fit.

Responsibilities

Recruit and activate partners, including Global SIs (Accenture, Deloitte, Infosys, Capgemini, Wipro, and similar), regional and boutique SIs, and hyperscaler field organizations at AWS and GCP.
Run sell-to (partner as customer), sell-with (co-selling into shared accounts), and sell-through (partner resells and fulfills) motions, understanding the economics, champions, and failure modes of each.
Drive qualified pipeline into the sales team, focusing on partner-sourced opportunities with named champions and real events, with closed revenue as the primary metric.
Coordinate and lead joint workshops with AEs, SEs, and prospects, including architecture sessions, migration assessments, and cost-modeling deep dives.
Own the hyperscaler relationship in-region, including marketplace listings, private offers, co-sell registration, ISV programs, funding, and engagement with individual AWS and GCP sellers.
Independently pitch Coralogix to partner practice leads, articulating the value proposition around architecture, cost model, and positioning for the AI era.
Build the operating rhythm with partners, including developing partner business plans, joint account maps, conducting QBRs that drive decisions, and implementing enablement programs that change partner seller behavior.