Strategic Alliance Director

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