Remote opportunity at
ActianStrategic Alliance Director
Actian offers products spanning hybrid data management, cloud warehousing and data integration. The company is growing its go-to-market approach through alliances, and this remote Strategic Alliance…
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About This Role
Actian offers products spanning hybrid data management, cloud warehousing and data integration. The company is growing its go-to-market approach through alliances, and this remote Strategic Alliance Director role would turn six to eight North American consulting and systems integration partners into a primary sales channel. The director owns each partner from selection and onboarding through strategy, enablement and revenue. The role reports to the Global Head of Partnerships and works…
Job Description
Actian offers products spanning hybrid data management, cloud warehousing and data integration. The company is growing its go-to-market approach through alliances, and this remote Strategic Alliance Director role would turn six to eight North American consulting and systems integration partners into a primary sales channel.
The director owns each partner from selection and onboarding through strategy, enablement and revenue. The role reports to the Global Head of Partnerships and works with the North American sales leader and regional representatives.
Compensation is closely tied to results: 70 percent of annual quota comes from partner-sourced opportunities passed to Actian sales. The other 30 percent covers enablement, co-creating solutions, go-to-market planning and ecosystem work. Named target partners include Deloitte, Accenture, EY, KPMG and Slalom.
Year-one goals include onboarding six to eight partners, building $3M to $5M or more in partner-sourced pipeline, arranging 40 to 50 joint customer meetings, reaching 20 to 30 percent deal conversion, and achieving 90 percent or higher deal registration compliance.
Candidates need seven-plus years in alliances, partner development or systems-integrator selling, with experience building five or more key partnerships. A bachelor's degree is required, an MBA is a plus, and travel of 30 percent or more is expected.
Responsibilities
- Find, vet and onboard six to eight strategic North American partners, with monthly check-ins, quarterly reviews and defined success criteria
- Build partner business plans with pipeline goals and regional account lists
- Lead partner-driven prospecting that lines up with Actian sales territories
- Join discovery meetings with the North American sales leader and reps, registering deals and tracking pipeline
- Create enablement programs covering sales training, certifications and monthly webinars
- Maintain a partner resource portal
- Craft partner-specific go-to-market approaches and vertical focus, and run joint marketing such as webinars and case studies
- Work with the North American sales leader on territory design and quarterly regional reviews
- Gather competitive insight from Snowflake and Databricks partners and report findings to sales and product
Requirements
- Seven-plus years in alliances, partner development, or systems-integrator channel selling
- Record of building and expanding five or more major partner relationships with firms such as Deloitte, Accenture, EY, KPMG or Slalom
- Hands-on management of partner-originated pipeline, meetings, conversion and business plans
- Success designing enablement programs and go-to-market plans
- Field sales or channel background, comfortable with deal cycles and qualification
- Understanding of consulting partner economics, margins and incentives
- Bachelor's degree
- Quota-focused mindset with personal accountability for pipeline
- Travel of 30 percent or more to partner offices, customer sites and Actian offices
Qualifications
- Experience in the data, cloud or analytics ecosystem, especially Snowflake, Databricks or BigQuery
- MBA
- Strong negotiation and executive communication
Core Skills
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is the job remote?
It is marked remote, but the posting says the role is based in major North American markets and requires frequent travel.
How is pay structured?
Seventy percent of annual quota depends on deals partners source and pass to Actian sales, and 30 percent covers enablement, co-creation and ecosystem work.
Is a salary listed?
No base salary or range appears in the posting.
What experience is required?
Seven-plus years in alliances, partner development, or systems-integrator channel selling, plus a bachelor's degree.
How do I apply?
The posting does not describe an application method.
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