SLED Channel & Alliances Director

• Work with partner marketing, field marketing, and the SLED Sales leader to develop and execute a regional partner strategy to drive new revenue growth and expand partner relationships
• Identify, recruit, and onboard new partners
• nurture existing partnerships to maximize their potential
• Collaborate with internal sales, marketing, and product teams to create partner programs, co-marketing initiatives, and sales enablement tools
• Conduct regular business reviews with partners to assess performance, set goals, and develop action plans for improvement
• Provide training and support to partners on product offerings, sales strategies, and market trends
• Monitor market trends and competitor activities to inform partnership strategies and opportunities
• Represent the company at industry events, conferences, and partner meetings to enhance visibility and build relationships
• Track and report on partnership performance metrics, providing insights for continuous improvement
• Lead contract negotiations and finalize partnership agreements
• Collaborate with legal and finance teams to ensure compliance with legal and financial requirements
• Maintain accurate documentation for auditing and compliance purposes

• BA/BS required
• 8+ years of quota-carrying experience in partner management, channel sales, or business development roles with a SLED focus partners
• Proven experience working with hyperscalers, technology alliances, and system integrators to exceed pipeline and ARR goals
• Demonstrated ability to articulate the business value of complex enterprise technology
• A track record of overachievement and hitting sales targets, Including: Partner Sourced Revenue, Partner Influenced Revenue and Partner closed ARR
• Skilled in building business champions and running a complex sales process
• Previous Sales Methodology training (e.g. MEDDIC, SPIN, Challenger Sales)
• Familiarity with databases and AI technologies is desired
• Driven and competitive. Possess a strong desire to be successful
• Skilled in managing time and resources
• sound approach to qualifying opportunities
• Possess aptitude to learn quickly and establish credibility. High EQ and self-aware
• Passionate about growing your career in the largest market in software (database)
• Strong understanding of the Data and AI market dynamics and partner ecosystems
• Excellent communication, negotiation, and relationship-building skills
• Ability to work independently and drive results in a fast-paced environment
• Strong analytical and strategic thinking capabilities
• Willingness to travel as required to meet with partners and attend events

Familiarity with databases and AI technologies is desired

• medical, dental, and vision benefits
• 401(k)
• paid time off
• certain leaves of absence
• stock option grant
• annual bonus (for certain roles)