Strategic Alliances Director

Job Responsibilities & Duties

• Partner Identification, Evaluation, Management: Continuously research and identify strategic AI partners aligned with Denodo’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 Denodo 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%.

Pay

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

Schedule

Not specified.

Benefits

Not specified.