[Hiring] Strategic Alliance Director @Actian Corporation

Role Description

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.

• 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

Qualifications

• 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

Requirements

• 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)

Benefits

• 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