{"id":2048033,"url":"https://alion.io/job/actian-strategic-alliance-director","title":"Strategic Alliance Director","company":{"id":20379,"name":"Actian","domain":"actian.com","url":"https://alion.io/company/actian","size_band":null,"is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Lever","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"posting_text","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":147000,"max_usd":264000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":1252},"experience_years_min":7,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Databricks","optional":false},{"name":"Google BigQuery","optional":false},{"name":"Snowflake","optional":false}],"status":"live","first_seen_at":"2026-10-07T13:27:22Z","employer_posted_date":"2026-10-07","last_verified_at":"2026-11-03T13:24:05Z","board_verified":true,"closed_at":null,"days_open":27,"trust":{"level":"ok","repost_count":0,"flags":[],"days_open":26},"description":"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\nStrategic Alliance Director to build and scale 6-8 NA consulting/SI partners as a primary revenue engine.\nOwn 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.\nReports to: Global Head of Partnerships | Works with: NA Sales Leader and regional reps across all NA sales regions\nCompensation & Accountability\n70% 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.\nWhat You'll Do\nIdentify, 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\nCo-develop partner business plans with pipeline targets and regional account lists; drive partner prospecting aligned to Actian sales territories\nAttend joint customer discovery meetings with NA sales leader and regional reps; own deal registration, pipeline tracking, and quarterly performance reviews\nBuild partner enablement programs (sales training, technical certifications, monthly webinars); create and maintain partner resource portal\nBuild partner-specific GTM strategies and vertical focus; co-create solutions and execute joint campaigns (webinars, case studies, co-marketing)\nPartner with NA Sales Leader on territory mapping, regional alignment, and quarterly regional business reviews\nGather competitive intelligence from Snowflake and Databricks partners; share win/loss insights with Actian sales and product\nWhat Success Looks Like (Year 1)\n6-8 partners onboarded with business plans and SLAs\n$3M-5M+ partner-sourced pipeline; 40-50+ joint customer meetings; 20-30% deal conversion; 90%+ deal registration compliance\n70%+ partner certification rate; 2-3 co-created solutions; 3+ joint GTM campaigns launched\nZero territory conflicts; 80%+ of sales reps actively pursuing partner pipeline\nCompetitive intelligence relationships established; quarterly briefings to leadership\nOur Ideal Strategic Alliance Director Will Have\n7+ years in strategic alliance management, partner business development, or SI/consulting channel sales\nProven success building and scaling 5+ key partner relationships with Deloitte, Accenture, EY, KPMG, Slalom, or similar firms\nDirect experience managing partner-originated pipeline, customer meetings, deal conversion, and partner business plans\nDemonstrated success designing and executing partner enablement programs and GTM strategies\nField sales or channel experience; comfortable with sales cycles, deal qualification, and working alongside sales reps\nBackground in data/cloud/analytics ecosystem; familiarity with Snowflake, Databricks, BigQuery strongly preferred\nUnderstanding of consulting partner sales models, margin structures, and incentive alignment\nSkills & Attributes\nBS/BA degree required; MBA preferred\nRevenue accountability mindset - quota-driven with personal accountability for pipeline\nPartner business planning and enablement program design expertise\nGTM strategy, negotiation skills, and strong executive communication\nStrategic business acumen; understand partner economics and co-selling models\nExcellent sales collaboration - you enable reps without complicating their world\nHigh initiative and self-directed relationship builder with a sales edge\n30%+ travel: partner offices, customer sites, Actian sales offices. Based in major NA markets (SF, NYC, Chicago Colorado, Texas, preferred).\nWhy Actian\nDirect revenue impact - 70% quota tied to partner-sourced pipeline\nBuild the channel; shape partner strategy and GTM at a critical inflection point with all the resources needed from technical to marketing\nWork with elite partners - Deloitte, Accenture, Slalom, and other top-tier SI firms, plus Snowflake, Databricks\nField-forward culture - 30%+ time with partners, sales teams, and customers\nSales enablement role - you're a force multiplier for NA Sales Leader and regional reps\nHyper-growth opportunity in mission-critical data infrastructure","description_format":"text","description_chars":4578,"description_truncated":false,"requirements":{"experience_years_min":7,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"master","optional":false},"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Data Integration & ETL Tools","Data Governance & Catalogs","Data Warehouses & Lakehouses","Databases & DBMS"],"lifecycle":[{"event":"open","at":"2026-10-07T20:38:40Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 2","filings_12m":2,"filings_prev_12m":0,"green_card_filings_12m":0,"median_offered_wage_usd":122500,"route":null,"cap_exempt":false,"checked_at":"2026-10-29T16:27:21+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)"],"filings_for_role_12m":0}],"liveness":{"score":86,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.86,"p_room":1,"age_days":26,"expected_fill_days":98,"reasons":["conf:1","win:early"],"computed_at":"2026-11-03T05:54:40Z"},"pay":null,"html_url":"https://alion.io/job/actian-strategic-alliance-director","json_url":"https://alion.io/job/actian-strategic-alliance-director.json","meta":{"generated_at":"2026-11-03T15:02:30Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":21146,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-04T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":20379},"rest":"https://alion.io/mcp/rest/get_company?id=20379"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Factian-strategic-alliance-director"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Factian-strategic-alliance-director"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Factian-strategic-alliance-director"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/actian-strategic-alliance-director\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Factian-strategic-alliance-director"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":2048033}},{"tool":"search_jobs","arguments":{"company":"actian.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":2048033},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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