Strategic Alliance Director

Location
US-Remote

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

Responsibilities

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

Requirements

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