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Alliances Director, Public Sector
2 months ago
Immuta is a leading provider of cloud data security solutions, empowering organizations to unlock the value of their cloud data while protecting it from unauthorized access. Our innovative Data Security Platform provides sensitive data discovery, security, and access control, as well as data activity monitoring and deep integrations with leading cloud data platforms.
Job SummaryWe are seeking an experienced Alliances Director, Public Sector to join our team and drive the growth of our public sector business through strategic partnerships and alliances. As a key member of our Global Alliances team, you will be responsible for developing and executing GTM plans in the public sector, driving ARR growth, and delivering customer success.
Key Responsibilities- Work with the Global Alliances team to execute GTM plans in the public sector, driving ARR growth and delivering customer success.
- Develop public sector-specific capacity plans, driving ARR growth and delivering customer success.
- Collaborate with Immuta marketing to identify, plan, and execute on partner marketing and demand generation activities.
- Educate partners on Immuta's value proposition and differentiation.
- Engage platform and ecosystem partners to develop pipeline and drive revenue for the company.
- Manage public sector partner sales targets delivered through the cloud, data platform, and SI ecosystems in a global market.
- As the voice of the Immuta public sector field, engage with Immuta cloud partner management to support the build of Immuta partner capability across the company.
- Manage the public sector partner operational cadence of business reviews (i.e., QBR) with the sales leadership.
- Oversee the refinement and development of the public sector partners by establishing KPIs and best practices.
- Manage public sector partner vendors enablement process, set appropriate metrics for partner funnel management.
- Build a partner program that encompasses all public sector partners, to include SIs, ISVs, resellers, etc. This program will be full scope and include items such as templated agreements, training, and partner licensing standards.
- 5-10+ years of public sector business development or sales experience managing alliance partners in the data management and/or cloud sectors.
- Technology sales and/or marketing experience is required.
- Experience working with government-focused Systems Integrators in the DoD, IC, and Federal Civilian spaces.
- Experience working with government-focused alliances, trade associations, and organizations.
- Experience and personal relationships with the following companies are a bonus (AWS / Microsoft / Databricks / Snowflake / Starburst / Carahsoft / ViON / Vertosoft).
- Familiarity or direct experience with analytics and/or data management software vendor ecosystems.
- Experience with cloud-based marketplace systems.
- Experience with government cloud environments and marketplaces.
- Comfort with carrying a channel sales quota and/or revenue targets.
- A track record of managing and exceeding channel sales KPIs.
- Comfort selling the Immuta value proposition to partners, and in delivering sales enablement sessions for internal and external audiences.
- Collaborate with eco-system leadership to establish and jointly work toward objectives focused on achieving a high level of customer experience.
- Training: Provide input on partner training content and process based on communications with partners, industry best practices, or recommended process improvements.
- Service Delivery and Service Management: Serves as an escalation path for end customers or partners to ensure excellent customer experience.
- Excellent communication skills: interpersonal, written, visual (presentations), and verbal.
- 100% employer-paid healthcare (medical, dental, vision) premiums for you and your dependents (including domestic partners).
- 100% employer-paid mental wellness platform for you and your dependents.
- Stock options.
- Wellness perks (100% employer-paid Whoop fitness band and subscription).
- Paid parental leave (both maternity and paternity).
- Unlimited paid time off (U.S.-based positions).
- Learning and development resources.
Immuta provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, national origin, marital status, age, disability (including disability due to pregnancy) or genetics, protected veteran status, or any other characteristic protected by law. Immuta complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment.