Strategic Alliance Director

Actian Corporation

1d

About The Position

Actian is the leader in hybrid data management, cloud data warehouse, and data integration technology. Actian is experiencing exponential growth and we are expanding our sales department to help us scale. We desire a dedicated and experienced Strategic Alliance Director with a focus on key technology areas within the data ecosystem to manage Actian’s strategic partners. This role will collaborate closely with our sales, marketing, and product teams to define a joint go-to-market strategy and support field engagement.

Requirements

• BS/BA degree in a related technical field required.
• Minimum 5 years of relevant business development and/or sales alliance experience.
• Proven success in managing alliances with large, well-known, Fortune 100 companies.
• Strong business and financial acumen.
• Strong skills in multi-tasking, communications, negotiation, organization, and teamwork.
• Proven self-starter with a high degree of initiative.
• Strong strategic selling/business development skills.

Nice To Haves

• MBA desired
• Google, Microsoft or AWS is a plus.

Responsibilities

• Develop and manage Actian's relationship with our top technology partners like Google Cloud.
• Provide strategic global ownership of the Actian and Alliance relationship.
• Prepare and deliver compelling pitch materials that are tailored to the corporate partner and that showcase Actian’s value proposition.
• Enable partner deal support, cross functional planning, relationship management, and analytical insights.
• Build business plans collaboratively with Actian field sales and work with cross-functional teams internally (Sales, Legal, Finance, Marketing, Product, etc.) to achieve those objectives.
• Drive monthly, quarterly progress towards strategic goals within joint business plan.
• Lead the relationship from the contractual and operational perspective. Identify and develop new areas of partnership leading to new and incremental revenue streams.
• Grow new revenues by identifying key stakeholders to build relationships and credibility within our existing and new partners.
• Work with marketing to design and implement marketing programs to achieve business goals.
• Develop/drive business opportunities with/to/through Global Systems Integrators and regional partners
• Create/execute joint GTM strategy/plans for partner solutions on public cloud providers AWS and AZURE
• Coordinate co-creation of vertical/horizontal solutions powered by Actian data warehouse and analytics technology
• Create/deliver sales enablement programs, training and assets for GSIs/channel sales teams
• Increase visibility and awareness of Actian value proposition within GSI/channel ecosystems

What This Job Offers

• Job Type: Full-time
• Career Level: Senior