Senior Director, Alliance Partnership LeadDepartment: Sales
Employment Type: Full Time
Location: Atlanta
DescriptionWe are now building a formal, scalable partnerships function - and we are looking for a leader to architect and drive it. This is not a maintenance role, it's a build and scale opportunity.
We are seeking a
Partnerships Lead (Player-Coach) who will:
- Personally drive strategic alliance revenue
- Formalize and scale our technology partnerships
- Support regional offices in activating local partnership initiatives
- Develop and structure professional services alliances
- Design the long-term partnership operating model for the firm
You will start as an individual contributor with executive visibility and grow the function intentionally as momentum builds.
What You'll DoDrive Strategic Technology Alliances- Formalize and expand our partnership motion with Snowflake
- Activate structured engagement with Databricks, Microsoft, Palantir and others
- Evaluate and prioritize additional platform partnerships over time
- Develop co-sell motions, joint value propositions, and field relationships
- Generate measurable partner-sourced and partner-influenced revenue
- Carry a defined partnership-driven revenue target
Enable Regional Offices We operate in a distributed model with regional offices. A core part of this role is enabling others.
You will:
- Work directly with regional leaders to integrate partnerships into their growth strategies
- Coach consultants and sellers on activating alliance opportunities
- Support offices pursuing industry- or function-specific partnerships
- Identify when regional initiatives should scale nationally
- Establish consistent engagement standards across the firm
Build & Manage Professional Services Alliances - Formalize and grow relationships with technical delivery partners
- Define engagement models (subcontracting, co-delivery, joint pursuit)
- Track performance and revenue contribution
- Ensure partner relationships strengthen our delivery excellence
Design the Partnership Function This role includes building long-term capability.
You will:
- Define partnership segmentation and prioritization
- Establish activation playbooks and governance structures
- Develop KPIs and performance dashboards
- Recommend future org structure and hiring as the function scales
We are looking for someone who knows what a mature partnership organization should look like - and can help us grow into it.
What You'll BringExperience - 7-10+ years in partnerships, alliances, or business development
- Experience in consulting, professional services, or technology services
- Demonstrated success generating revenue through partnerships
- Experience working within hyper-scaler ecosystems (Microsoft, AWS, Snowflake strongly preferred)
- Experience operating in distributed or multi-office environments
- Experience building or scaling a partnerships function
- Experience collaborating with technical leadership in order to coach team in upscaling with partners to achieve partner goals
Leadership Characteristics - Entrepreneurial and self-starting
- Commercially accountable
- Comfortable operating with ambiguity
- Strong internal influencer across senior leaders
- Systems thinker who designs before scaling
- Knows when and how to ask for resources
