Kantata · 1 month ago
Director, Alliances & Channel Partnerships
United States
Full-time
Remote
Director/Executive
10+ years expKantata is a company that provides a cloud solution for professional services organizations, helping them optimize resource planning and operational performance. The Director of Alliances & Channel Partnerships will lead the global ISV and technology partner ecosystem, focusing on strategic partners like ServiceNow and SalesForce to drive revenue growth and enhance customer value.
Business IntelligenceInformation TechnologyProfessional ServicesProject ManagementSaaSSoftware
Responsibilities
ServiceNow and SalesForce Alliance Leadership: Own and expand Kantata’s partnership with ServiceNow & SalesForce. Drive joint go-to-market initiatives, co-sell motions, and solution alignment to maximize pipeline creation and revenue growth
Strategic Ecosystem Development: Identify and cultivate complementary ISV partnerships that strengthen Kantata’s ecosystem. Negotiate and formalize alliances that accelerate growth and create differentiated customer value
Revenue Growth Leadership: Build joint sales strategies with ServiceNow and other partners, focusing on priority markets and subsegments where collaboration delivers competitive advantage
Partner Engagement & Enablement: Develop frameworks for onboarding and enablement, ensuring ServiceNow and other partners are equipped to position and sell Kantata solutions effectively
Cross-Functional Leadership: Partner with Sales, Marketing, Product, and Operations to align resources and deliver seamless execution of ServiceNow-focused initiatives. Champion partner insights across the organization
Market Intelligence: Monitor industry trends, competitive dynamics, and ServiceNow’s evolving ecosystem to refine strategy and identify new growth vectors
Performance & Optimization: Define KPIs, track outcomes, and lead quarterly business reviews with ServiceNow and other partners to ensure accountability and continuous improvement
Executive Representation: Serve as Kantata’s ambassador at ServiceNow or SalesForce events, conferences, and partner forums, elevating the company’s visibility and thought leadership
Qualification
Required
Bachelor's degree in business, marketing, or related field
10+ years of experience in ISV/channel leadership with a proven track record of building ecosystems that drive incremental pipeline and revenue
Deep experience managing and growing partnerships with ServiceNow and/or SalesForce, including joint go-to-market execution, co-sell programs, and solution alignment
Experience cultivating relationships with other ISVs (e.g., Salesforce, Sage) and scaling niche ISVs into strategic alliances
Background in vendors selling middle-office/business transformation software with complex, competitive sales cycles requiring implementation projects
Strong commercial acumen with exceptional negotiation and executive relationship-building skills
Outstanding communication and presentation abilities, with the gravitas to influence at the C-suite level
Ability to thrive in a fast-paced, high-growth environment while exercising sound judgment on priorities
Expertise in articulating joint value propositions and leading cross-functional execution of GTM programs
Proficiency with CRM and partner management platforms
Preferred
Experience designing and scaling a successful ISV partner ecosystem with ServiceNow and/or SalesForce at the center
Deep understanding of the professional services industry and competitive landscape
Certifications in partner management or enterprise sales
Benefits
An intentionally engaging and collaborative culture - ditch the silo!
Strong work-life balance that’s a true focus of the company
The chance to learn from some of the best people in the business
A vibrant, collaborative, and devoted team, who still makes time for fun
Company
Kantata
Kantata develops purpose-built software to provide professional services organizations clarity, control, and confidence.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$111.46MKey Investors
Goldman Sachs Growth EquityCarrick Capital Partners
2019-04-11Series E· $48M
2016-11-15Series D· $39M
2015-02-24Series C· $19M
Leadership Team
Michael Speranza
Chief Executive Officer
Recent News
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