Director, ISV Alliances
Confluent
- USA
- Permanent
- Full-time
- Develop a framework for prioritizing potential partnerships. Work closely with product management, engineering, and sales teams to do so.
- Build multiple partnerships in parallel. Bring together cross-functional teams from both sides to define the joint value proposition, go to market, and desired outcomes.
- Bring leadership and structure to joint strategy and GTM plans with partners, including prioritization of verticals, geos, solutions, metrics, financials, and target accounts
- Create and execute long-term and annual execution plans for each partner to unlock the full potential of growth
- Triangulate joint GTM opportunities with Cloud partners and Systems Integrators to activate ecosystem plays in the market. Foster relationships at all levels at partner organizations to drive success
- Deliver key metrics and results and drive alignment with our sales operations, strategy, and deal teams to drive a measurable and successful outcome.
- 5+ years experience in the enterprise infrastructure software industry within the SaaS sector or within the data integration industry
- 5+ years of leading ISV alliances or partnership sales, ideally running partnerships with SaaS providers such as Salesforce.com, ServiceNow, Workday, and/or Oracle. Experiencing running partnerships with leaders in the data integration space, such as Qlik, Fivetran, Matillion, and/or Precisely, is also valued.
- Track record of growing an enterprise software business through ISV partnerships
- Highly effective at developing, maintaining, and influencing partner relationships at all levels, especially senior and executive leadership levels
- Willing and eager to roll up sleeves and do the heavy lifting when needed.
- Excellent communication and presentation capabilities combined with the ability to articulate complex business proposals clearly and to influence both internal and external stakeholders at executive levels
- Excellent cross-functional leadership and collaboration skills that can quickly bring together Product, Marketing, Sales/Field to execute against partnerships
- Strong market knowledge and ability to create successful growth strategies as well as own and execute a long-term strategic plan
- A strong business knowledge of data fabrics, message queues, ETL, and Kafka
- A solid working knowledge of critical strategic partner strategies, technology offerings, key pain points, and how this fits or intersects with the Confluent offer.
- Demonstrated success at applying analytical skills to long-term business planning that results in tangible business outcomes.
- Ability to succeed in a fast-paced, high-growth environment while leading the organization through multiple company stages.