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Department: Partner Channel Sales

Location: US-Palo Alto

Denodo is a leader in data management. The award-winning Denodo Platform is the leading data integration, management, and delivery platform using a logical approach to enable self- service BI, data science, hybrid/multi-cloud data integration, and enterprise data services. Realizing more than 400% ROI and millions of dollars in benefits, Denodo’s large enterprise and mid-market customers across 30+ industries have received payback in less than 6 months. For
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We are a fast-growing, international organization with teams across four continents and we work with a cutting-edge technology, but that's not all we have to offer. At Denodo, we are like a family and it is of the utmost importance to us that we help support your professional growth every step of the way

Job Description

The Strategic Alliances Manager, AI Ecosystem, is responsible for managing and nurturing strategic partnerships with key players in the AI landscape, including cloud providers, open-source LLM (Large Language Model) providers, AI application developers, and complementary Independent Software Vendors (ISVs). This role will identify, evaluate, and establish mutually beneficial alliances that drive revenue growth, enhance product offerings, and provide customers with cutting-edge AI solutions. The successful candidate will act as an AI evangelist, fostering strong relationships with partners, and ensuring the successful execution of joint go-to-market strategies that align with both short-term results and the company's long-term vision in the AI space. 

Job Responsibilities & Duties

Key Responsibilities: 

  1. Partner Identification and Evaluation:

   - Continuously research and identify potential strategic partners in the AI ecosystem, including cloud providers, open-source LLM providers, AI application developers, and complementary ISVs. 

   - Evaluate the strategic fit, technical compatibility, and business potential of prospective partners. 

   - Conduct due diligence and negotiate partnership agreements that protect the company's interests while fostering collaborative relationships. 

  1. Partner Management and Relationship Building:

   - Manage and nurture relationships with assigned strategic partners, serving as the primary point of contact and advocating for their interests within the organization. 

   - Facilitate regular communication, coordinate joint activities, and ensure alignment on shared goals and objectives. 

   - Collaborate with internal stakeholders, including product management, sales, marketing, and engineering teams, to ensure effective partner integration and alignment. 

  1. Joint Go-to-Market Strategy and Execution:

   - Develop and execute joint go-to-market strategies with partners, including co-marketing campaigns, sales enablement programs, and joint customer engagements. 

   - Collaborate with partners to identify and pursue new business opportunities, leveraging each other's strengths and capabilities in the AI space. 

   - Coordinate the development of joint AI solutions, ensuring seamless integration and interoperability between products and services. 

   - Drive co-building, co-selling, and co-marketing initiatives with partners to build pipeline and generate co-sell revenue. 

  1. AI Evangelism and Thought Leadership:

   - Act as an AI evangelist, promoting the company's AI capabilities and thought leadership within the ecosystem. 

   - Represent the company at relevant AI industry events, conferences, and partner meetings, fostering relationships and driving awareness. 

   - Collaborate with marketing and product teams to develop compelling AI-focused content, case studies, and messaging. 

  1. Partner Performance Management:

   - Establish and monitor key performance indicators (KPIs) to measure the success of partner relationships and joint initiatives, including co-sell revenue and pipeline metrics. 

   - Analyze partnership performance data, identify areas for improvement, and implement corrective actions or adjustments as needed. 

   - Provide regular updates and reports to internal stakeholders on partner performance and strategic alliance activities. 

  1. Business Development and Revenue Generation:

   - Identify and pursue revenue-generating opportunities through strategic partnerships in the AI space, such as joint selling, co-marketing, and co-development initiatives. 

   - Collaborate with the sales team to drive partner-influenced pipeline and revenue growth. 

   - Ensure alignment between short-term revenue goals and the company's long-term vision in the AI ecosystem. 


Desired Skills & Experience

Qualifications and Requirements: 

- Bachelor's degree in Computer Science, Engineering, Business Administration, or a related field; advanced degree in AI or a related field is preferred. 

- Minimum of 5 years of experience in strategic alliances, partner management, or business development roles, with a strong focus on the AI ecosystem. 

- Proven track record of establishing and managing successful strategic partnerships and joint go-to-market initiatives, including co-building, co-selling, and co-marketing initiatives to drive revenue and pipeline growth. 

- In-depth understanding of the AI ecosystem, including cloud providers, open-source LLM providers, AI application developers, and complementary ISVs. 

- Strong technical background and understanding of AI technologies, trends, and applications. 

- Excellent communication, negotiation, and interpersonal skills, with the ability to build and maintain strong relationships with partners and internal stakeholders. 

- Collaborative and team-oriented approach, with the ability to work cross-functionally and influence without direct authority. 

- Entrepreneurial mindset and experience in identifying and capitalizing on business opportunities in the AI space. 

- Strong analytical skills and the ability to interpret and present data effectively. 

- Proficiency in relevant software tools and applications, such as CRM systems, project management tools, and productivity suites. 

- Willingness to travel as needed to attend partner meetings, industry events, and conferences. 

This job description outlines the key responsibilities, qualifications, and requirements for a Strategic Alliances Manager role focused on managing strategic partnerships in the AI ecosystem, including cloud providers, open-source LLM providers, AI application developers, and complementary ISVs. The role requires a strong technical background in AI, evangelism skills, and the ability to balance short-term results with the company's long-term vision in the AI space. 

The Salary range is $180,000 plus commission.

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