Director of ISV and Strategic Growth Partners

Accountabilities:

• Build and scale strategic technology partnerships across Data, Cloud, AI, and ISV ecosystems, while managing relationships that support revenue growth and product or offering collaboration.

• Develop net-new partner motions, innovative routes to market, reseller models, and marketplace opportunities.

• Define the strategic investment landscape and roadmap for technology partnerships, including AI companies, Data Cloud providers, Cloud Service Partners, and ISVs.

• Develop market-leading joint solutions and assets with regional and global Systems Integrator partners, aligning partner capabilities with platform opportunities.

• Identify and prioritize new business opportunities across industries, use cases, outcomes, and business users to activate sales execution within partner organizations.

• Enable and incentivize partner go-to-market teams through training, sales activation programs, and coordinated field engagement.

• Collaborate closely with Product and Technology teams on partner relationships, product releases, joint solutions, and sales activation.

• Align marketing strategies with regional sectors and solutions, coordinating execution across internal teams, Systems Integrators, and Technology Partners.

• Oversee global partner enablement to ensure partner sellers are equipped and motivated to sell and deliver combined solutions.

• Work with field engagement teams and technology partners on strategic account selection and joint account planning to support proactive business development.

• Manage co-sell programs, including opportunity registration and field execution, while developing programs that generate new revenue opportunities.

• Integrate technology and ISV partner strategies with Customer Success initiatives supporting implementation, adoption, and expansion.

• Evaluate partnership opportunities through quantitative and qualitative due diligence, forecast business development results, and continuously measure performance against targets.

• Work with senior leadership and cross-functional teams to define success metrics and ensure alignment across sales, product, finance, customer success, and marketing.

Requirements:

• Established network across the Technology, AI, SaaS, ISV, and/or Cloud Service Provider ecosystem, with a proven ability to build and manage strategic relationships.

• Demonstrated track record of generating revenue growth through technology, ISV, or cloud partnerships within a SaaS environment.

• 6+ years of channel or partner sales experience with increasing responsibility in a software or SaaS organization.

• Strong experience developing global technology, ISV, and/or cloud service provider strategies, partner programs, consumption-based financial models, and go-to-market plans.

• Proven ability to build strategic relationships with major technology partners or cloud providers and align multiple organizations around shared objectives.

• Experience incubating new partner go-to-market motions and reseller models, with a working knowledge of marketplace ecosystems.

• Demonstrated ability to create joint solutions by aligning implementation partner intellectual property with partner capabilities and a SaaS platform to deliver differentiated offerings and measurable ROI.

• Strong analytical and commercial skills, with experience managing a large portfolio of sales activation initiatives, evaluating results, and making investment trade-offs to maximize ROI.

• Excellent cross-functional collaboration, executive communication, strategic thinking, and stakeholder management skills.

• Ability to operate effectively as both a strategic leader and hands-on operator in a complex, fast-moving SaaS environment.

Benefits:

• Base salary range of $190,000-$257,000 USD.

• Inclusive workplace committed to diversity, equity, inclusion, and belonging.

• Commitment to providing reasonable accommodations throughout the hiring process and for essential job functions.

• Opportunity to work across a global technology ecosystem and collaborate with senior stakeholders across multiple business functions.

• Exposure to strategic initiatives spanning technology partnerships, AI, cloud, SaaS, sales, product, marketing, and customer success.

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