Strategic Alliance Director

Actian is the leader in hybrid data management, cloud data warehouse, and data integration technology. We're experiencing exponential growth and expanding our go-to-market engine through strategic partnerships. We're seeking a Strategic Alliance Director to build and scale 6-8 NA consulting/SI partners as a primary revenue engine. Own the end-to-end partner lifecycle: selection, onboarding, GTM strategy, enablement, and revenue delivery. You'll be measured on partner-sourced customer opportunities and deal closure. Reports to: Global Head of Partnerships | Works with: NA Sales Leader and regional reps across all NA sales regions Compensation & Accountability 70% of annual quota is based on partner-sourced opportunities delivered to Actian sales. This is a revenue-accountable role where success is measured by the volume, quality, and closing rate of customer opportunities your partner relationships generate for the field sales team. The remaining 30% focuses on partner enablement, solution co-creation, GTM strategy, and ecosystem management. What You'll Do • Identify, qualify, and onboard 6-8 strategic NA partners (Deloitte, Accenture, EY, KPMG, Slalom, etc.); establish governance with monthly reviews, quarterly QBRs, and clear success criteria • Co-develop partner business plans with pipeline targets and regional account lists; drive partner prospecting aligned to Actian sales territories • Attend joint customer discovery meetings with NA sales leader and regional reps; own deal registration, pipeline tracking, and quarterly performance reviews • Build partner enablement programs (sales training, technical certifications, monthly webinars); create and maintain partner resource portal • Build partner-specific GTM strategies and vertical focus; co-create solutions and execute joint campaigns (webinars, case studies, co-marketing) • Partner with NA Sales Leader on territory mapping, regional alignment, and quarterly regional business reviews • Gather competitive intelligence from Snowflake and Databricks partners; share win/loss insights with Actian sales and product What Success Looks Like (Year 1) • 6-8 partners onboarded with business plans and SLAs • $3M-5M+ partner-sourced pipeline; 40-50+ joint customer meetings; 20-30% deal conversion; 90%+ deal registration compliance • 70%+ partner certification rate; 2-3 co-created solutions; 3+ joint GTM campaigns launched • Zero territory conflicts; 80%+ of sales reps actively pursuing partner pipeline • Competitive intelligence relationships established; quarterly briefings to leadership Our Ideal Strategic Alliance Director Will Have • 7+ years in strategic alliance management, partner business development, or SI/consulting channel sales • Proven success building and scaling 5+ key partner relationships with Deloitte, Accenture, EY, KPMG, Slalom, or similar firms • Direct experience managing partner-originated pipeline, customer meetings, deal conversion, and partner business plans • Demonstrated success designing and executing partner enablement programs and GTM strategies • Field sales or channel experience; comfortable with sales cycles, deal qualification, and working alongside sales reps • Background in data/cloud/analytics ecosystem; familiarity with Snowflake, Databricks, BigQuery strongly preferred • Understanding of consulting partner sales models, margin structures, and incentive alignment Skills & Attributes • BS/BA degree required; MBA preferred • Revenue accountability mindset – quota-driven with personal accountability for pipeline • Partner business planning and enablement program design expertise • GTM strategy, negotiation skills, and strong executive communication • Strategic business acumen; understand partner economics and co-selling models • Excellent sales collaboration – you enable reps without complicating their world • High initiative and self-directed relationship builder with a sales edge 30%+ travel: partner offices, customer sites, Actian sales offices. Based in major NA markets (SF, NYC, Chicago Colorado, Texas, preferred). Why Actian • Direct revenue impact – 70% quota tied to partner-sourced pipeline • Build the channel; shape partner strategy and GTM at a critical inflection point with all the resources needed from technical to marketing • Work with elite partners – Deloitte, Accenture, Slalom, and other top-tier SI firms, plus Snowflake, Databricks • Field-forward culture – 30%+ time with partners, sales teams, and customers • Sales enablement role – you're a force multiplier for NA Sales Leader and regional reps • Hyper-growth opportunity in mission-critical data infrastructure