Director of Alliances

Overview

Own DataHub's partnership strategy end to end, building the systems that help partners close deals faster, deliver complete solutions, and generate new pipeline. This is a builder role reporting to the Chief Marketing Officer.

What you'll do

• Build and run a structured, repeatable co-sell playbook with hyperscalers and other strategic technology partners
• Register deals, introduce account executives to partner counterparts, and drive joint pursuit of opportunities
• Own hyperscaler alliance relationships, including specialization and co-sell scoring programs
• Grow the share of deals that are meaningfully influenced by a partner
• Stand up a certification program for systems integrators, covering technical enablement, implementation, and specialized delivery tracks (such as compliance or migration work)
• Build enablement content, technical training, and a tiered partner scoring model
• Manage relationships with a portfolio of SI and GSI partners
• Grow the number of certified partners who can independently deliver DataHub implementations
• Identify and prioritize target accounts using partner pipeline, look-alike data, and joint account mapping
• Plan and execute joint marketing programs, from webinars to executive events, tailored to technical, business, and economic buyer personas
• Build joint partner pages, co-branded content, and the tracking infrastructure needed to attribute partner-sourced pipeline
• Grow the volume of net new opportunities sourced through partners
• Own the partnership roadmap and planning cadence, coordinating across sales, marketing, and product
• Negotiate and manage partnership agreements
• Represent DataHub at partner and industry events, including partner participation in DataHub's own conference and field events
• Partner closely with the technical enablement and events functions to deliver a complete partner experience

What you'll need

• 7+ years in partnerships, alliances, or channel roles at an enterprise software or data infrastructure company
• Direct experience building or scaling co-sell programs with hyperscalers (AWS, Google Cloud, Azure)
• Experience standing up SI/GSI partner programs, including certification and enablement
• A track record of turning partnerships into measurable pipeline and revenue, not just signed agreements
• Comfort operating at both strategic and hands-on levels: able to build a three-year alliance strategy and personally register a deal in APN
• Strong cross-functional collaborator, able to align sales, marketing, and product around shared partner goals
• Excellent written and verbal communication skills for partner negotiations and executive reporting

Nice to have

• Familiarity with the data catalog, data governance, or metadata management space
• Experience with compliance or regulatory frameworks relevant to regulated industries
• Existing relationships within the AWS, Google Cloud, or major SI partner ecosystems

Details

• Location: US Remote
• Reports to the Chief Marketing Officer and works closely with sales leadership, product marketing, and the technical enablement team