---
title: "Strategic Alliance Director at Actian – All Job Board"
---

# Strategic Alliance Director at Actian

Written by

[admin](https://alljobboard.com/author/admin/)

in

- [United States (Remote)](https://maps.google.com/maps?q=United%20States%20%28Remote%29&zoom=14&size=512x512&maptype=roadmap&sensor=false)
- Posted 1 month ago

![Actian](https://alljobboard.com/wp-content/plugins/wp-job-manager/assets/images/company.png)

 **Actian**

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

### Our Ideal Strategic Alliance Director Will Have

• 7+ years in strategic alliance management, partner business development, or SI/consulting channel sales

• Proven success building and scaling 5+ key partner relationships with Deloitte, Accenture, EY, KPMG, Slalom, or similar firms

• Direct experience managing partner-originated pipeline, customer meetings, deal conversion, and partner business plans

• Demonstrated success designing and executing partner enablement programs and GTM strategies

• Field sales or channel experience; comfortable with sales cycles, deal qualification, and working alongside sales reps

• Background in data/cloud/analytics ecosystem; familiarity with Snowflake, Databricks, BigQuery strongly preferred

• Understanding of consulting partner sales models, margin structures, and incentive alignment

### Skills & Attributes

### • BS/BA degree required; MBA preferred

• Revenue accountability mindset – quota-driven with personal accountability for pipeline

• Partner business planning and enablement program design expertise

• GTM strategy, negotiation skills, and strong executive communication

• Strategic business acumen; understand partner economics and co-selling models

• Excellent sales collaboration – you enable reps without complicating their world

• High initiative and self-directed relationship builder with a sales edge

30%+ travel: partner offices, customer sites, Actian sales offices. Based in major NA markets (SF, NYC, Chicago Colorado, Texas, preferred).

### Why Actian

• Direct revenue impact – 70% quota tied to partner-sourced pipeline

• Build the channel; shape partner strategy and GTM at a critical inflection point with all the resources needed from technical to marketing

• Work with elite partners – Deloitte, Accenture, Slalom, and other top-tier SI firms, plus Snowflake, Databricks

• Field-forward culture – 30%+ time with partners, sales teams, and customers

• Sales enablement role – you’re a force multiplier for NA Sales Leader and regional reps

• Hyper-growth opportunity in mission-critical data infrastructure

Originally posted on Himalayas

**Source:** this listing was published by [Himalayas](https://himalayas.app/). [View the original posting and apply](https://himalayas.app/companies/actian/jobs/strategic-alliance-director) — applications are handled there, not on this site.

To apply for this job please visit [himalayas.app](https://himalayas.app/companies/actian/jobs/strategic-alliance-director).

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    "description": "<p> Actian is the leader in hybrid data management, cloud data warehouse, and data integration technology. We&#8217;re experiencing exponential growth and expanding our go-to-market engine through strategic partnerships. We&#8217;re seeking a </p>\n<p>Strategic Alliance Director to build and scale 6-8 NA consulting/SI partners as a primary revenue engine.</p>\n<p>Own the end-to-end partner lifecycle: selection, onboarding, GTM strategy, enablement, and revenue delivery. You&#8217;ll be measured on partner-sourced customer opportunities and deal closure.</p>\n<p><strong>Reports to: </strong>Global Head of Partnerships | <strong>Works with: </strong>NA Sales Leader and regional reps across all NA sales regions</p>\n<h3>Compensation &amp; Accountability</h3>\n<p><strong>70% of annual quota is based on partner-sourced opportunities delivered to Actian sales.</strong> 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.</p>\n<h3>What You&#8217;ll Do</h3>\n<ul></p>\n<p>• 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</p>\n<p>• Co-develop partner business plans with pipeline targets and regional account lists; drive partner prospecting aligned to Actian sales territories</p>\n<p>• Attend joint customer discovery meetings with NA sales leader and regional reps; own deal registration, pipeline tracking, and quarterly performance reviews</p>\n<p>• Build partner enablement programs (sales training, technical certifications, monthly webinars); create and maintain partner resource portal</p>\n<p>• Build partner-specific GTM strategies and vertical focus; co-create solutions and execute joint campaigns (webinars, case studies, co-marketing)</p>\n<p>• Partner with NA Sales Leader on territory mapping, regional alignment, and quarterly regional business reviews</p>\n<p>• Gather competitive intelligence from Snowflake and Databricks partners; share win/loss insights with Actian sales and product</p>\n</ul>\n<h3>What Success Looks Like (Year 1)</h3>\n<ul>\n<p>• 6-8 partners onboarded with business plans and SLAs</p>\n<p>• $3M-5M+ partner-sourced pipeline; 40-50+ joint customer meetings; 20-30% deal conversion; 90%+ deal registration compliance</p>\n<p>• 70%+ partner certification rate; 2-3 co-created solutions; 3+ joint GTM campaigns launched</p>\n<p>• Zero territory conflicts; 80%+ of sales reps actively pursuing partner pipeline</p>\n<p>• Competitive intelligence relationships established; quarterly briefings to leadership</p>\n</ul>\n<h3>Our Ideal Strategic Alliance Director Will Have</h3>\n<ul>\n<p>• 7+ years in strategic alliance management, partner business development, or SI/consulting channel sales</p>\n<p>• Proven success building and scaling 5+ key partner relationships with Deloitte, Accenture, EY, KPMG, Slalom, or similar firms</p>\n<p>• Direct experience managing partner-originated pipeline, customer meetings, deal conversion, and partner business plans</p>\n<p>• Demonstrated success designing and executing partner enablement programs and GTM strategies</p>\n<p>• Field sales or channel experience; comfortable with sales cycles, deal qualification, and working alongside sales reps</p>\n<p>• Background in data/cloud/analytics ecosystem; familiarity with Snowflake, Databricks, BigQuery strongly preferred</p>\n<p>• Understanding of consulting partner sales models, margin structures, and incentive alignment</p>\n<h3>Skills &amp; Attributes</h3>\n<h3>• BS/BA degree required; MBA preferred</h3>\n<p>• Revenue accountability mindset – quota-driven with personal accountability for pipeline</p>\n<p>• Partner business planning and enablement program design expertise</p>\n<p>• GTM strategy, negotiation skills, and strong executive communication</p>\n<p>• Strategic business acumen; understand partner economics and co-selling models</p>\n<p>• Excellent sales collaboration – you enable reps without complicating their world</p>\n<p>• High initiative and self-directed relationship builder with a sales edge</p>\n<p>30%+ travel: partner offices, customer sites, Actian sales offices. Based in major NA markets (SF, NYC, Chicago Colorado, Texas, preferred).</p>\n</ul>\n<h3>Why Actian </h3>\n<ul>\n<p>• Direct revenue impact – 70% quota tied to partner-sourced pipeline</p>\n<p>• Build the channel; shape partner strategy and GTM at a critical inflection point with all the resources needed from technical to marketing</p>\n<p>• Work with elite partners – Deloitte, Accenture, Slalom, and other top-tier SI firms, plus Snowflake, Databricks</p>\n<p>• Field-forward culture – 30%+ time with partners, sales teams, and customers</p>\n<p>• Sales enablement role – you&#8217;re a force multiplier for NA Sales Leader and regional reps</p>\n<p>• Hyper-growth opportunity in mission-critical data infrastructure</p>\n</ul>\n<p>Originally posted on Himalayas </p>\n<p class=\"job-source\"><strong>Source:</strong> this listing was published by <a href=\"https://himalayas.app/\" rel=\"dofollow\">Himalayas</a>. <a href=\"https://himalayas.app/companies/actian/jobs/strategic-alliance-director\" rel=\"dofollow\">View the original posting and apply</a> &mdash; applications are handled there, not on this site.</p>\n",
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