[Hiring] Director of Alliances @DataHub

Role Description

DataHub is hiring a Director of Alliances to own our partnership strategy end to end:

• Building systems that let partners help close deals faster, deliver complete solutions, and generate new pipeline.
• Designing playbooks, negotiating agreements, and managing day-to-day partner relationships that turn strategy into revenue.

What You'll Own

• Partner-Influenced (Co-Sell)
  • Build and run a structured, repeatable co-sell playbook with hyperscalers and other strategic technology partners.
  • Register deals, introduce account executives to partner counterparts, and drive joint pursuit of opportunities.
  • Own hyperscaler alliance relationships, including specialization and co-sell scoring programs.
  • Grow the share of deals that are meaningfully influenced by a partner.
• Partner-Fulfilled (Certification)
  • Stand up a certification program for systems integrators, covering technical enablement, implementation, and specialized delivery tracks.
  • Build enablement content, technical training, and a tiered partner scoring model.
  • Manage relationships with a portfolio of SI and GSI partners.
  • Grow the number of certified partners who can independently deliver DataHub implementations.
• Partner-Sourced (Co-Marketing)
  • Identify and prioritize target accounts using partner pipeline, look-alike data, and joint account mapping.
  • Plan and execute joint marketing programs, from webinars to executive events, tailored to technical, business, and economic buyer personas.
  • Build joint partner pages, co-branded content, and the tracking infrastructure needed to attribute partner-sourced pipeline.
  • Grow the volume of net new opportunities sourced through partners.
• Program and Relationship Management
  • Own the partnership roadmap and planning cadence, coordinating across sales, marketing, and product.
  • Negotiate and manage partnership agreements.
  • Represent DataHub at partner and industry events, including partner participation in DataHub's own conference and field events.
  • Partner closely with the technical enablement and events functions to deliver a complete partner experience.

Qualifications

• 7+ years in partnerships, alliances, or channel roles at an enterprise software or data infrastructure company.
• Direct experience building or scaling co-sell programs with hyperscalers (AWS, Google Cloud, Azure).
• Experience standing up SI/GSI partner programs, including certification and enablement.
• A track record of turning partnerships into measurable pipeline and revenue, not just signed agreements.
• Comfort operating at both strategic and hands-on levels.
• Strong cross-functional collaborator, able to align sales, marketing, and product around shared partner goals.
• Excellent written and verbal communication skills for partner negotiations and executive reporting.

Nice to Have

• Familiarity with the data catalog, data governance, or metadata management space.
• Experience with compliance or regulatory frameworks relevant to regulated industries.
• Existing relationships within the AWS, Google Cloud, or major SI partner ecosystems.

Benefits

• Competitive compensation reflecting skills, experience, and impact.
• Equity for everyone; every team member receives an ownership stake in the company.
• Remote work options available.
• Location flexibility with a monthly coworking stipend.
• Comprehensive health coverage covering 99% of medical, dental, and vision premiums for employees.
• Flexible savings accounts for healthcare costs.
• Support for every path to parenthood through inclusive fertility benefits.
• Unlimited PTO and sick leave policy designed for flexibility and rest.