Director, Strategic Technology & ISV Partnerships

ZoomInfo Technologies LLC•Waltham, MA

3d•$150,000 - $178,000

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. The role owns the strategy and commercialization of high-priority technology partnerships and leads the team responsible for partner execution, adoption, pipeline, and revenue. The Director serves as executive relationship owner for strategic technology partners and is accountable for growth through and with leading cloud and platform companies. The role reports to the Vice President, Strategic Partnerships and leads the Strategic Technology & ISV team, including a Partner Manager, while working closely with the Data Partnerships / Data Distribution lead. The Director will develop the global partnership strategy, manage relationships with leading technology partners, incorporate cloud partnerships into the broader portfolio, and guide partner business planning and performance. Responsibilities include owning hyperscaler and marketplace relationships; developing joint plans, co-sell motions, listings, pricing, and commercial structures; and coordinating technical validation and cross-functional execution. The role will also advance ISV partnerships, integrations, embedded data, AI use cases, and data distribution, with a focus on measurable adoption and business outcomes. The position establishes partnership governance and KPIs, manages partner business plans and executive reviews, tracks opportunities and performance, and operates within an assigned budget. The Director collaborates with Sales, Product, Engineering, Marketing, Solutions, Customer Success, Legal, Finance, RevOps, and executive leadership. Core tools may include Salesforce, Jira, Confluence, GSuite, NetSuite, Snowflake, GCP, AWS, Microsoft Azure, hyperscaler partner portals, marketplace consoles, and other ecosystem software.

Requirements

10+ years of experience in technology partnerships, alliances, or business development, including significant experience managing hyperscaler partnerships such as AWS, Microsoft Azure, and/or Google Cloud.
Proven experience managing cloud marketplace listings, private offers, and co-sell programs with hyperscaler field organizations.
Track record of partner-sourced and influenced revenue over-performance.
Existing senior relationships and 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 demonstrated ability to build positive partner relationships and close business.
Ability to develop strong internal relationships across Verticals, Business Units, and 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

Databricks and Snowflake experience.

Responsibilities

Develop and manage ZoomInfo’s global Strategic Technology and ISV partnership strategy, including partner segmentation, prioritization, coverage, and investment.
Own and deepen high-priority technology relationships across SaaS, AI, go-to-market, cloud, and platform companies.
Absorb ownership of the Cloud Partnerships portfolio and integrate hyperscaler and cloud relationships into the broader technology strategy.
Lead and develop the Strategic Technology & ISV team and expand the team 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 business plans with hyperscalers, aligning product, marketplace, co-sell, and field priorities to 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, listing requirements, billing, and reporting.
Serve as 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 partnerships.
Own the commercial strategy for integrations, progressing partnerships from technical connectivity to measurable adoption and business outcomes.
Identify and develop partnerships that expand distribution, product capabilities, market reach, and revenue channels.
Develop repeatable co-sell, referral, marketplace, embedded-data, and joint go-to-market motions where appropriate.
Build partner business plans aligning integrations, go-to-market priorities, adoption goals, customer opportunities, pipeline, and revenue objectives.
Manage partner business planning, QBRs, 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 across Sales, Product, Engineering, Marketing, Partner Marketing, Solutions, Customer Success, Legal, Finance, and executive leadership to execute strategic priorities.
Contribute to developing partner offerings, joint narratives, and go-to-market strategy with internal solution owners.