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