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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
more information, visit www.denodo.com.

 

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/Director is a key member of the Technology and Cloud Alliances team and will be responsible for developing and executing a comprehensive alliance strategy focused on Technology Partners (AWS, Microsoft, Google).

This role involves building and maintaining strong relationships with the assigned technology partner stakeholders, overseeing the successful implementation of mutually beneficial joint Go-to-market strategies: Build Together –joint solutions and differentiated product integrations;  Go-to-Market together – compelling “better together” joint value propositions and marketing campaigns; Sell Together – engaging referral and co-sell motions. The person will be responsible to develop a joint business plan and deliver on key objectives set for the partnership – which include soft metrics (solutions, collateral, GTM campaigns) as well as pipeline and revenue metrics for Sourced, Co-sell, and Influenced revenue.

This role is scoped for high performing, highly motivated individuals who are self-directed, entrepreneurial, highly collaborative, diligent, thoughtful and accountable for results. The ideal candidate has prior experience working for a software company in the Data & AI space managing Tier 1 technology partners to deliver joint solutions and sourced/co-sell revenue growth. 

 

Job Responsibilities & Duties

Key Responsibilities: 

  1. Partner Identification and Evaluation:

   - Continuously research and identify potential strategic ISV partners in the data, analytics, and AI space that align with the company's product roadmap and market strategy. 

   - 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 ISV 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. 

   - Coordinate the development of joint 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. 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, such as joint selling, co-marketing, and co-development initiatives. 

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

   - Represent the company at relevant industry events, conferences, and partner meetings to promote strategic alliances and foster new relationships. 

Desired Skills & Experience

 Bachelor's degree in Business Administration, Marketing, Computer Science, or a related field; advanced degree preferred. 

- Minimum of 5 years of experience in strategic alliances, partner management, or business development roles, preferably in the data, analytics, or AI industry, with experience managing partnerships with companies like Snowflake, Databricks, SAP, Collibra, Salesforce and vendors in the AI space (Nvidia, emerging players). 

- 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. 

- Strong understanding of the data, analytics, and AI ecosystem, market trends, and industry dynamics. 

- 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 and a hunger to demonstrate tangible results and revenue impact. 

- 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. 

The salary range is $180,000 plus commission.

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