Strategic Alliances Director

Denodo; Palo Alto (CA); On-site; USD 175,000 - 195,000; Full time

Job summary

Denodo seeks an entrepreneurial, highly organized AI Partnerships Manager/Director to build and scale strategic alliances across the AI ecosystem, from agentic AI platform providers to SaaS ISVs delivering advanced capabilities. You will source partnerships, co-develop solutions, and drive co-GTM motions to deliver revenue impact.

Based in Palo Alto, you will shape Denodo's AI partner ecosystem and expand market reach while traveling up to 35% as required.

Qualifications

• BS/BA degree or higher.
• 5+ years of strategic alliances or partner management.
• Proven ability to drive co-build, co-GTM, and co-sell with measurable revenue impact.
• Strong network and experience collaborating with ISV and platform partners across technical, sales, and executive levels.
• Excellent communication, negotiation, and interpersonal skills.
• Data-driven mindset with experience tracking KPIs such as pipeline generation and influenced/sourced revenue.
• Demonstrated success planning and executing joint GTM and partner-led programs.
• Experience working with sales teams, pipelines, and opportunity mapping.
• Highly collaborative, self-directed, and comfortable in a fast-paced, dynamic environment.
• Willingness to travel up to ~35%.

Responsibilities

• Partner Identification, Evaluation, Management: Research and identify strategic AI partners aligned with Denodo’s market strategy and product roadmap.
• Joint Solutions, Go-to-Market Strategy and Execution: Build joint business plans covering integration, co-build, co-marketing, and co-sell with defined KPIs and timelines.
• Partner Performance Management: Track and report performance against KPIs such as pipeline milestones, joint marketing impact, co-sell revenue, and engagement activity.

Skills

Partnerships management

Strategic alliances

Negotiation

Sales enablement

KPIs tracking

Cross-functional collaboration

Communication skills

Travel readiness

Education

BS/BA or higher

Job description

Denodo is seeking an entrepreneurial, highly organized, and results-driven AI Partnerships Manager/Director to build and scale strategic alliances across the AI ecosystem—from agentic AI platform providers to SaaS ISVs delivering advanced AI capabilities. This role is responsible for sourcing and establishing new partnerships, co-developing joint solutions, driving co-GTM motions, and delivering measurable revenue impact. You will play a critical role in shaping Denovo’s AI partner ecosystem and expanding our market reach.

Salary range for this position is between $175,000 USD and $195,000 USD, depending on experience and qualifications + commission.

Job Description

Denovo is seeking an entrepreneurial, highly organized, and results-driven AI Partnerships Manager/Director to build and scale strategic alliances across the AI ecosystem—from agentic AI platform providers to SaaS ISVs delivering advanced AI capabilities. This role is responsible for sourcing and establishing new partnerships, co-developing joint solutions, driving co-GTM motions, and delivering measurable revenue impact. You will play a critical role in shaping Denovo’s AI partner ecosystem and expanding our market reach.

Salary range for this position is between $175,000 USD and $195,000 USD, depending on experience and qualifications + commission.

Job Responsibilities & Duties

Partner Identification, Evaluation, Management:

• Continuously research and identify strategic AI partners aligned with Denovo’s market strategy and product roadmap.
• Develop a clear “better together” narrative and joint value proposition for each priority partner.
• Build and manage outreach pipelines; engage key stakeholders at target partners to qualify opportunities and establish executive alignment.
• Lead discussions and cross-functional coordination to structure, negotiate, and finalize partnership agreements.

Joint Solutions, Go-to-Market Strategy and Execution:

• Build joint business plans covering integration strategy, co-build initiatives, co-marketing, and co-sell motions with defined KPIs and timelines.
• Collaborate closely with product management and engineering teams to deliver differentiated joint solutions with seamless interoperability.
• Develop and execute joint go-to-market initiatives—including co-marketing programs, partner-seller enablement, field training, and joint customer engagements.
• Identify and secure MDF, incentives, and other partner resources to amplify GTM impact.
• Represent Denovo at industry events, conferences, and partner briefings to strengthen ecosystem presence and cultivate new relationships.

Partner Performance Management:

• Provide regular internal and external updates on partner plans, progress, metrics, and risks.
• Track and report performance against KPIs such as roadmap milestones, joint marketing impact, co-sell pipeline, influenced/sourced revenue, and partner engagement activity.
• Analyze performance data to identify gaps and drive corrective actions to maximize partnership success.

Desired Skills & Experience

• BS/BA degree or higher.
• 5+ years of experience in strategic alliances or partner management within data, analytics, cloud, or AI ecosystems.
• Proven ability to drive co-build, co-GTM, and co-sell results with measurable revenue impact.
• Strong network and experience collaborating with ISV and platform partners across technical, sales, and executive levels.
• Excellent communication, negotiation, and interpersonal skills with the ability to influence without direct authority.
• Data-driven mindset with experience tracking KPIs such as pipeline generation and influenced/sourced revenue.
• Demonstrated success planning and executing joint GTM and partner-led programs.
• Experience working with sales teams, pipelines, and opportunity mapping.
• Highly collaborative, self-directed, and comfortable in a fast-paced, dynamic environment.
• Willingness to travel up to ~35%.