Matillion · 14 hours ago

Vice President, Tech Alliances and Partners

Remote USA

Full-time

Remote

Director/Executive

$189K/yr - $284K/yr

15+ years exp

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Responsibilities

Help define and execute Matillion’s strategic technology alliances partner strategy

Support the development and execution of joint value propositions from a product perspective, generating incremental activity and business value to all parties involved

Design and deliver concrete go-to-market strategies for each key alliance partner

Coordinate field resources to support joint activities with those alliances

Drive effective demand generation programs with and through the strategic alliance partners

Manage a diverse global team of highly talented Matillion team members

Ensure alignment and coordination with Matillion’s executive leadership, sales, marketing, product, and customer success teams Monitor and track progresses across all of these dimensions

Act as a trusted and credible partner to C-level counterparts in partner organizations

Manage business rhythm with partner’s BD/sales organizations, implement scorecards and KPIs, and track goal achievement

Implement internal tracking, create dashboards and regular business reports to the Matillion leadership team and direct reports

Build and grow SI partner community including programs, strategy and execution.

Qualification

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Business DevelopmentGo-to-Market strategyCloud platformsRelationship managementProgram managementSales quotasStrategic alliances

Required

Minimum of 15+ years’ experience in Business Development driving Go-to-Market relationships with strategic technology alliances

Proven history of working with cloud platform providers/hyper-scale vendors (e.g. AWS, Azure, GCP) to build pipeline and exceed sales quotas

Experience building joint offerings with technology alliances and Global SIs and defining the go to market strategy for those offerings

Self-sufficient, hands-on and focused leader with a propensity towards execution and driving revenue results

Passionate Field Alliances/Channel champion who can provide world-class program management at the field level and thought leadership across alliance partners to increase revenue and drive incremental business opportunities

Industry thought leader and subject matter expert, history of presenting at conferences and industry vents

Natural and effortless relationship management / partner development skills

Exceptional oral and written communication skills, with an ability to speak effectively to business development leaders, executives, product managers, engineers, lawyers, and security professionals

Willingness to travel (~35%) post covid