Director - Alliances & Partnerships - Consulting

Key Responsibilities:

- Strategic Partner Development: Identify, prioritize, and establish partnerships with key GSIs and consulting firms (e.g., Deloitte, Accenture, PwC, KPMG, EY, etc.) to build joint go-to-market motions.

- Joint GTM Planning & Execution: Co-develop business plans with partners, including sales targets, enablement plans, joint marketing campaigns, and solution bundling strategies.

- Partner Enablement: Drive partner onboarding, training, certification, and sales enablement to ensure alignment with product capabilities and value propositions.

- Sales Collaboration: Facilitate field-level collaboration between our sales teams and partner account teams to drive deal origination, co-sell opportunities, and pipeline acceleration.

- Commercial & Legal Negotiations: Lead negotiation of partnership agreements, revenue sharing models, and commercial frameworks aligned with business objectives.

- Performance Management: Monitor partner performance, influence executive stakeholders, and refine strategy based on market feedback and performance data.

- Cross-functional Leadership: Work closely with Product, Marketing, Sales, and Customer Success teams to ensure successful delivery of joint offerings and customer outcomes.

Qualifications & Experience:

- 12+ years of experience in strategic partnerships, alliance management, or enterprise sales, with at least 5 years focused on GSIs or Big 4 consulting firms.

- Proven success in building and scaling partnerships that drive multi-million dollar revenue impact.

- Strong network and working relationships within GSIs or global consulting firms.

- Deep understanding of enterprise software sales cycles, especially in telecom, SaaS, or digital transformation contexts.

- Excellent negotiation, stakeholder management, and executive communication skills.

- Experience working in a fast-paced, high-growth, product-led company environment.

- MBA or equivalent business qualification preferred.