Director, Partnerships

Dremio

15h•Remote

About The Position

Dremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises, including Maersk, Amazon, Regeneron, NetApp, and S&P Global. Customers rely on Dremio for cloud, hybrid, and on-prem lakehouses to power their data mesh, data warehouse migration, data virtualization, and unified data access use cases. Based on open source technologies, including Apache Iceberg and Apache Arrow, Dremio provides an open lakehouse architecture enabling the fastest time to insight and platform flexibility at a fraction of the cost. Learn more at www.dremio.com. About the role We’re seeking a Director, Partnerships (Alliances & Channel) to build Dremio’s partner ecosystem and operating system across cloud providers, SIs/GSIs, regional SIs, resellers/channel, and ISVs/technology partners (OEM & MSP is out of scope and owned separately). This is a global, builder role responsible for creating repeatable motions that drive measurable impact through partner-sourced pipeline and partner-influenced revenue, with a slight emphasis toward cloud alliances (co-sell and marketplace motions) and ensuring that strategic partnerships translate into “real-world working solutions” customers can adopt. Success requires strong cross-functional leadership across Sales, Product, Marketing, and Ops—paired with hands-on execution to stand up the program, plays, measurement, and cadence from scratch.

Requirements

10+ years in partnerships, alliances, channel, or ecosystem leadership roles in B2B technology (data/analytics, cloud, infrastructure, or adjacent enterprise software strongly preferred).
Demonstrated experience building a partner program and operating model (not just managing existing relationships).
Track record driving measurable outcomes: partner-sourced pipeline and partner-influenced revenue with disciplined attribution.
Strong experience with cloud alliance motions, including co-sell operating cadence and field execution; marketplace familiarity is a plus.
Proven ability to create repeatable GTM plays with SIs/resellers and align internal stakeholders across Sales, Marketing, Product, and Ops.
Executive presence and strong partner-facing communication skills; able to influence without authority internally.
Willingness to travel ~25% globally, including EMEA.

Nice To Haves

Experience with cloud marketplaces (private offers, transact motions, partner-sold offerings) and the operational requirements behind them.
Experience driving ecosystem partnerships where “integration + adoption” is the value (ELT/ETL, catalogs, governance, observability, etc.).
Familiarity with Iceberg / lakehouse ecosystems and modern data platform buying centers.
Experience standing up partner enablement programs (playbooks, certifications/training paths, partner portals) even without dedicated Partner Ops headcount.

Responsibilities

Define partner segmentation and priorities across CSPs, SIs/GSIs, regional SIs, resellers/channel, and ISVs/tech partners (excluding OEM & MSP).
Evaluate Dremio’s partner program: tiers, benefits, enablement requirements, deal engagement rules, and field-ready guidance.
Establish the partner operating rhythm: partner pipeline reviews, internal GTM alignment cadence, QBRs with top partners, and executive updates.
Build governance for partner decisions (who approves what, escalation paths, internal alignment on priorities and investments).
Build and execute joint business plans with cloud providers aligned to field coverage, target accounts, and measurable pipeline goals.
Operationalize co-sell: account mapping, opportunity strategy, partner participation requirements, and stage-based execution.
Drive marketplace outcomes where relevant: listing readiness, private offer mechanics, repeatable offer packaging, and seller enablement.
Ensure cloud partner readiness is translated into repeatable field plays (what to run, with whom, and how to win).
Build partner plays with SIs/resellers that translate into pipeline creation and deal acceleration (referral, co-sell, and services-led motions).
Coordinate with the OEM function to ensure channel pathways can support and extend OEM-led motions when required (clear handoffs, rules, and coverage).
Create and maintain partner enablement assets required to activate the channel (positioning, pitch, competitive context, qualification, and deal guidance).
Identify and drive a focused set of strategic technology partnerships (e.g., ingestion/ELT, catalog, governance) that increase adoption and win rates.
Partner with Product and Engineering to define integration requirements, validate reference workflows, and drive launch readiness.
Ensure each strategic partner launch includes a complete GTM kit: solution narrative, joint pitch/one-pager, enablement, and a repeatable field play.
Define measurement standards for partner-sourced pipeline and partner-influenced revenue (documentation requirements, partner attribution rules, and auditability).
Report performance using leading and lagging indicators: active partners, co-sell activity, marketplace motions, play adoption, sourced pipeline, influenced revenue.
Identify friction in the system (deal handoffs, enablement gaps, attribution errors) and drive fixes quickly.