Sr Business Development Manager

Sales Palo Alto, California Round Rock, Texas


Actian is looking for a Sr Business Development Manager to work with Strategic Alliance Partners, and key accounts to provide product solutions, develop new business, ensure satisfaction, and maintain positive ongoing relationships. The Business Development Manager will also work with other internal personnel to help develop specific solutions for a given channel partner/account or to help create new product solutions.


  • Responsible for supporting the overall global sales strategies, GTM plan and generating results from our partnership with Strategic Alliance Partners
  • Work directly with customers and channel partners to capture and drive sales opportunities and work effectively across functions to manage the business
  • Be the subject matter expert on our joint solutions with Strategic Alliance Partners and articulate Actian benefits and advantages
  • Provide status information to Actian Management including forecast & pipeline information
  • Work with Actian, Strategic Alliance Partners and mutual customer personnel to propose specific marketing and promotions approach
  • Work directly with Strategic Alliance Partners in defining and developing targeted account plans, marketing programs and events
  • Evaluate program impact and trends and provide analysis and recommendations to management
  • Promote an inspiring and positive attitude during face-to-face, verbal, and written communications
  • Effectively interface at many levels with senior managers


  • 5-10 years of experience working with Partners, Alliances and Systems Integrators. Possesses requisite technical and business acumen with broad industry knowledge
  • Prior strategy or technology consulting experience at a top tier consulting firm very valuable
  • Proven track record of growth
  • Extensive knowledge of GTM models, including sell with, sell to, sell through, co-branding, and OEM
  • Demonstrated success in building and leading global cross-functional teams; minimum 10 years of experience developing and managing a highly functioning organization
  • 5-10 years working in global, complex business models that have successfully delivered solutions to market
  • Advanced ability to work and manage within a heavily matrixed and global organization.
  • Excellent communication and presentation skills with demonstrated strength in public speaking
  • Highly skilled at developing executive-level relationships