Director of Alliances

DataHub

21h•Remote

About The Position

DataHub is an AI & Data Context Platform adopted by over 3,000 enterprises, including Apple, CVS Health, Netflix, and Visa. Innovated jointly with a thriving open-source community of 13,000+ members, DataHub's metadata graph provides in-depth context of AI and data assets with best-in-class scalability and extensibility. The company's enterprise SaaS offering, DataHub Cloud, delivers a fully managed solution with AI-powered discovery, observability, and governance capabilities. Organizations rely on DataHub solutions to accelerate time-to-value from their data investments, ensure AI system reliability, and implement unified governance, enabling AI & data to work together and bring order to data chaos. About DataHub DataHub transforms enterprise data into trusted context, enabling intelligent decision-making by humans and AI agents. The company was founded by the creators of the popular DataHub open source product that has more than 16,000 contributors and is used by thousands of organizations. The company’s flagship product, DataHub Cloud, is the leading context management platform trusted by the Global 2000 to ensure that context is always relevant, reliable, and continuously refreshed across the entire data estate.

Requirements

7+ years in partnerships, alliances, or channel roles at an enterprise software or data infrastructure company
Direct experience building or scaling co-sell programs with hyperscalers (AWS, Google Cloud, Azure)
Experience standing up SI/GSI partner programs, including certification and enablement
A track record of turning partnerships into measurable pipeline and revenue, not just signed agreements
Comfort operating at both strategic and hands on levels: you can build a three year alliance strategy and also personally register a deal in APN
Strong cross functional collaborator, able to align sales, marketing, and product around shared partner goals
Excellent written and verbal communication skills for partner negotiations and executive reporting

Nice To Haves

Familiarity with the data catalog, data governance, or metadata management space
Experience with compliance or regulatory frameworks relevant to regulated industries
Existing relationships within the AWS, Google Cloud, or major SI partner ecosystems

Responsibilities

Build and run a structured, repeatable co-sell playbook with hyperscalers and other strategic technology partners
Register deals, introduce account executives to partner counterparts, and drive joint pursuit of opportunities
Own hyperscaler alliance relationships, including specialization and co-sell scoring programs
Grow the share of deals that are meaningfully influenced by a partner
Stand up a certification program for systems integrators, covering technical enablement, implementation, and specialized delivery tracks (such as compliance or migration work)
Build enablement content, technical training, and a tiered partner scoring model
Manage relationships with a portfolio of SI and GSI partners
Grow the number of certified partners who can independently deliver DataHub implementations
Identify and prioritize target accounts using partner pipeline, look-alike data, and joint account mapping
Plan and execute joint marketing programs, from webinars to executive events, tailored to technical, business, and economic buyer personas
Build joint partner pages, co-branded content, and the tracking infrastructure needed to attribute partner-sourced pipeline
Grow the volume of net new opportunities sourced through partners
Own the partnership roadmap and planning cadence, coordinating across sales, marketing, and product
Negotiate and manage partnership agreements
Represent DataHub at partner and industry events, including partner participation in DataHub's own conference and field events
Partner closely with the technical enablement and events functions to deliver a complete partner experience

Benefits

Competitive compensation
Equity for everyone
Remote Work
Location flexibility
Home office, coworking space, or something in between? We support your ideal setup. You’ll receive a monthly coworking stipend to use whenever you need a change of pace or in-person collaboration time.
Comprehensive health coverage
We cover 99% of medical, dental, and vision premiums employees, and 65% for dependents.
Flexible savings accounts
We offer FSAs to help cover planned or unexpected healthcare costs. You can also opt into a Dependent Care FSA to support family needs.
Support for every path to parenthood
Through Carrot Fertility, we provide inclusive fertility benefits and family-forming support. All U.S. employees have access, regardless of age, gender identity, or family structure.
Time off that works for you
We trust you to take the time you need. Our unlimited PTO and sick leave policy is designed for flexibility, rest, and real life.