Director, Strategic Technology & ISV Partnerships

ZoomInfo•Waltham, MA

2d•Hybrid

About The Position

The Director, Strategic Technology & ISV Partnerships will build and scale ZoomInfo’s strategic technology ecosystem across hyperscalers and cloud marketplaces, ISVs, integrations, AI and platform relationships, and data distribution. This leader owns the strategy and commercialization of ZoomInfo’s highest-priority technology partnerships and leads the team responsible for partner execution, adoption, pipeline, and revenue. The Director serves as the executive relationship owner for ZoomInfo’s most strategic technology partners and is accountable for growing the business through, with, and on top of leading cloud and platform companies. The role aims to position ZoomInfo within hyperscaler, cloud, and technology partner ecosystems; achieve alliance targets for sourced and influenced pipeline and revenue, win rate, integration adoption, and data distribution consumption; increase partner maturity across sales, marketing, enablement, joint initiatives, and delivery; and build a high-performing team within its assigned budget. The Director reports to the Vice President, Strategic Partnerships, leads the Strategic Technology & ISV team, and works closely with the Data Partnerships / Data Distribution lead. The position develops ZoomInfo’s global Strategic Technology and ISV strategy, owns priority technology relationships, incorporates cloud partnerships into the broader strategy, and leads partner business planning and performance governance. It oversees hyperscaler relationships with AWS, Microsoft Azure, and Google Cloud; marketplace strategy and co-sell motions; joint go-to-market activity; partner program standing; and cross-functional execution. It also works with Product and Engineering on integrations, embedded data, AI use cases, and product partnerships, while developing commercial models and repeatable partner motions that support adoption and revenue. The role collaborates across Sales, Product, Engineering, Marketing, Partner Marketing, Solutions, Customer Success, Legal, Finance, RevOps, and executive leadership. Core systems and tools include Salesforce, Jira, Confluence, GSuite, NetSuite, Snowflake, GCP, AWS, Microsoft Azure, hyperscaler partner portals, marketplace consoles, and other related software tools. The US base salary range is $150,000–$178,000, plus variable compensation, equity, and benefits. Actual compensation depends on factors including work location, qualifications, skills, experience, and training. ZoomInfo describes its benefits as comprehensive and says it offers holistic mind, body, and lifestyle programs.

Requirements

10+ years of experience in technology partnerships, alliances, or business development.
Significant experience managing hyperscaler partnerships with AWS, Microsoft Azure, and/or Google Cloud.
Proven experience managing cloud marketplace listings, private offers, and co-sell programs with hyperscaler field organizations.
Confirmed track record of over-performing on partner-sourced and partner-influenced revenue.
Existing senior relationships and a network across hyperscaler, ISV, and technology platform leadership.
Experience building and leading a team, ideally in a player-coach model that begins close to execution and scales with the portfolio.
Strategic business, commercial, and marketing planning capabilities, including joint business plan development and partner economics.
Experience structuring and negotiating complex partnership agreements, including resale, marketplace, referral, and data distribution models, in partnership with Legal and Finance.
Experience partnering with Product and Engineering on integrations, platform partnerships, and AI or data product strategy.
Excellent interpersonal skills and a demonstrated ability to build positive partner relationships and close business.
Ability to develop strong internal relationships across Verticals and Business Units at ZoomInfo.
Comfort working with and presenting to SVP and C-level leadership at ZoomInfo and partner organizations.
Self-motivation, strong self-management skills, and essential leadership qualities.

Nice To Haves

Experience with Databricks and Snowflake.

Responsibilities

Develop and manage ZoomInfo’s global Strategic Technology and ISV partnership strategy, including partner segmentation, prioritization, coverage, and investment.
Own and deepen priority technology relationships across SaaS, AI, go-to-market, cloud, and platform companies.
Integrate the Cloud Partnerships portfolio and hyperscaler relationships into the broader Strategic Technology and ISV strategy.
Lead and develop the Strategic Technology & ISV team, including the Partner Manager and future Partner Account Managers as the portfolio grows.
Provide strategic leadership across Data Partnerships / Data Distribution and align those relationships with the broader technology ecosystem.
Own executive and field relationships with AWS, Microsoft Azure, Google Cloud, and their partner, marketplace, and ISV organizations.
Develop and execute joint hyperscaler business plans aligned to product, marketplace, co-sell, field priorities, pipeline, revenue, and consumption targets.
Own cloud marketplace strategy, including listings, private offers, pricing and packaging, and marketplace procurement.
Drive hyperscaler co-sell motions, including opportunity and deal registration, incentives, account mapping, and joint pursuit of strategic accounts.
Position ZoomInfo to benefit from customer cloud commitments and committed-spend drawdown programs, working with Sales, Finance, and Legal on commercial and contracting structures.
Achieve and maintain partner program tiers, competencies, and validations needed to access hyperscaler funding, co-marketing, and field alignment.
Lead hyperscaler field engagement and enablement, including joint events, executive briefings, and conference and summit participation.
Drive joint go-to-market initiatives with hyperscaler data, analytics, and AI platforms, including Snowflake, Databricks, and relevant cloud-native AI services.
Coordinate cross-functional execution on hyperscaler technical validation, security reviews, marketplace listing requirements, billing, and reporting.
Serve as the executive escalation point and senior sponsor for ZoomInfo’s hyperscaler relationships.
Partner with Product and Engineering to prioritize integrations, embedded-data opportunities, AI use cases, and product partnership opportunities.
Own the commercial strategy for integrations so partnerships deliver measurable adoption and business outcomes beyond technical connectivity.
Identify and develop partnerships that expand distribution, product capabilities, market reach, and routes to revenue.
Develop repeatable co-sell, referral, marketplace, embedded-data, and joint go-to-market motions where appropriate.
Build partner business plans aligned to integrations, go-to-market priorities, adoption, customer opportunities, pipeline, and revenue objectives.
Manage partner business planning, quarterly business reviews, executive governance, performance measurement, and partner health.
Establish KPIs for partner-sourced and influenced revenue, pipeline, integration adoption, product consumption, distribution growth, marketplace performance, and partner engagement.
Ensure partner opportunities are entered and tracked in Salesforce and partner portals.
Operate within the assigned budget and align investment with partner productivity and strategic value.
Collaborate with internal teams and executive leadership to execute strategic priorities and develop partner offerings, joint narratives, and go-to-market strategy.