Strategic Alliance Director

Actian

. Build and scale 6-8 NA consulting/SI partners as a primary revenue engine .

Posted 10/7/2026full-timeRemote • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in strategic alliance management and partner business development, with a strong focus on building and scaling partner relationships, executing go-to-market strategies, and designing enablement programs. Proven ability to drive revenue growth through effective pipeline management and collaboration with sales teams.

Highest-signal resume keywords

Strategic Alliance ManagementPartner Business DevelopmentGTM Strategy ExecutionPartner Enablement Program DesignRevenue Accountability Mindset

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Partner Relationship ManagementPipeline TrackingDeal RegistrationSales TrainingTechnical CertificationsPartner Business PlanningNegotiation SkillsSales Cycle ManagementCo-Selling ModelsCompetitive Intelligence

Soft Skills

Executive CommunicationRelationship BuildingHigh InitiativeSales CollaborationSelf-Directed

Tools & Technologies

Partner Resource PortalWebinarsCase StudiesCo-Marketing CampaignsSales Enablement Tools

Certifications & Qualifications

BS/BA DegreeMBA Preferred

Industry Keywords

Consulting Partner Sales ModelsData EcosystemCloud AnalyticsSnowflakeDatabricksBigQueryQuota-DrivenPartner EconomicsMargin StructuresIncentive Alignment

Tech Stack

Tools & technologies

BigQueryCloud

About the role

Key responsibilities & impact

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
Identify, qualify, and onboard 6-8 strategic NA partners
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 the NA sales leader and regional representatives
Own deal registration, pipeline tracking, and quarterly performance reviews
Build partner enablement programs, including sales training, technical certifications, and monthly webinars
Create and maintain a partner resource portal
Build partner-specific GTM strategies and vertical focus
Co-create solutions and execute joint campaigns, including webinars, case studies, and co-marketing
Partner with the 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
Deliver $3M-5M+ partner-sourced pipeline, 40-50+ joint customer meetings, 20-30% deal conversion, and 90%+ deal registration compliance in Year 1
Achieve 70%+ partner certification rate, create 2-3 co-created solutions, and launch 3+ joint GTM campaigns
Establish competitive intelligence relationships and provide quarterly leadership briefings

Requirements

What you’ll need

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
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

Comp & perks

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