Director Technology Alliances

2 weeks ago

San Francisco, California, United States Dataiku Full time

Director, Technology Alliances

We are looking for a seasoned, collaborative "go getter" to develop and scale our business working with Technology Alliances on a global scale. Our ideal candidate has a background leading and managing strategic alliances, building strong field and product relationships and executing programs with a complex ecosystem of partners to drive new business. We are looking for a news maker who can shape, develop and scale multiple technology partnerships; we are not looking for an Alliance manager to report the news.

This is an opportunity to be part of an all-star team at the center of a strategic initiative focused on fueling Dataiku's growth. You will be asked to use your charisma and relationship skills to build trusted field and partner relationships, your creativity to develop memorable and effective marketing programs, and your organizational skills to manage and prioritize your time and talent for maximum impact.

In this role you will:

  • Work as a key member of Dataiku's Tech Alliance team leveraging best practices and working across Product, Marketing, and Sales to define, refine and influence our joint value proposition, integration roadmap and competitive positioning in the market
  • Ensure alignment between Dataiku and our partners' services, technical solutions, vertical focus, expertise, licensing models, and compensation models to maximize growth
  • Build trusted executive relationships with sales leadership of our key cloud and ISV alliances
  • Develop templatized material that promotes the "better together vision" and position of Dataiku with our partner and alliance sales teams.
  • Create new sales accelerator programs with our partnerships sales and pre-sales teams can leverage for frictionless joint selling
  • Assist Dataiku and partner sales teams in the management of strategic deals via strategic alignment with the ISV partnership's stakeholders
  • Collaborate with Dataiku Sales, Sales Ops and Marketing to develop, track and manage co-sell motions with ISV technology partner
  • Collaborate with the various partners to provide value and solution selling capabilities
  • Apply strong project management skills to develop timelines for execution on major partnership milestones and activities (example - Sales Accelerator Programs, Enablement Programs, Integrated Marketing Campaigns, Product/R&D Investment Planning)
  • Develop an annual business plan with global revenue metrics agreed to by ISV Partnership counterpart and executive sponsors

This could be a fit for you if you have:

  • 8-10+ years of experience in enterprise sales or partnership management at a leading
  • technology company
  • Bring the technical chops to have an evaluate a product discussion and shape an ideal Partner GTM
  • Evaluate TAM, build business cases and JVPs, bring thought leadership and domain specific expertise and ability to prioritize high value / ROI initiatives over tactical / busy work
  • Background prioritizing and positioning new alliances into new and existing accounts and aligning to a rapidly growing vendor in data, analytics, or applications
  • Experience driving new business programs
  • Willingness and ability to travel up to 30% in the region (travel policies permitting)
  • Customer-driven mindset with a passion for helping customers and partners solve problems for a win-win deliverable
  • Desire to keep learning and ability to adapt
  • A disciplined, focused, and results driven mindset; are comfortable operating with ambiguity due to quickly evolving market needs, change, and at a fast pace
  • Collaborative, growth mindset and ability to navigate changing market and partner dynamics
  • Ability to establish relationships with sales teams and leaders within and outside of our alliance ecosystem (i.e. Microsoft/AWS/Google/Snowflake/Databricks, NVIDIA, etc.)
  • Ability and comfort level working with, presenting to, and negotiating with C-level and executive management

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