Strategic Alliance Director

Actian Corporation; United States; Remote; USD 180,000 - 260,000; Full time

Job summary

Actian Corporation is seeking a Strategic Alliance Director to lead 6-8 NA consulting/SI partners as a primary revenue engine. You will own the full partner lifecycle and drive partner-sourced opportunities to closure in a fast-growing data management and cloud integration environment.

Reports to the Global Head of Partnerships and collaborates with NA Sales Leader across regions. Compensation is heavily quota-driven with clear success metrics and enablement focus.

Qualifications

• 7+ years in strategic alliance management.
• Proven success building and scaling 5+ key partner relationships with large firms.
• Direct experience managing partner-originated pipeline and deals.
• Strong experience with revenue-driven partner programs.

Responsibilities

• Identify, qualify, and onboard 6-8 NA partners; establish governance with reviews and SLAs.
• Co-develop partner business plans with pipeline targets and territory alignment.
• Attend joint customer discovery meetings; own deal registration and quarterly reviews.
• Build partner enablement programs: sales training, certifications, webinars.
• Create GTM strategies and co-marketing campaigns with partners.
• Collaborate with regional leaders on territory mapping and business reviews.
• Gather competitive intelligence with Snowflake and Databricks partners to share insights.

Skills

Strategic alliance management

Partner development

SI/consulting channel sales

Pipeline management

Cross-functional collaboration

Job description

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