Director of Strategic Alliances

Sales Boston, MA San Mateo, California


Description

AtScale is at the center of a profound shift in the virtual data warehousing space.

As more of the biggest data deployments in the world move to the cloud, many are left behind, unable to safely transfer their data load from legacy datastores and into the future. AtScale is modernizing advanced business analytics through patented technology that leverages machine learning and artificial intelligence within the AtScale Intelligence Platform, unlocking this data and getting it into the hands of users, in a scalable, performant, and enterprise grade manner.

Due to rapid growth and increased demand, AtScale is actively seeking a highly motivated, results oriented Director of Strategic Alliances, responsible for developing, overseeing, and executing our alliances strategy with a set of key partners.  The ideal candidate will have proven experience managing complex alliances with modern Data Platform providers, industry leading BI Platform providers, and Data Analytics Practices within Systems Integrators.  As a Senior Director of Strategic Alliances, you will be responsible for setting strategy, driving business and technical alignment, communicating actively with executives on both sides, and leading field sales engagement.

The role requires an individual that possesses a unique blend of business and conceptual technical expertise; with the drive, influencing skills, and ability to collaborate with many constituencies to grow the business.

Responsibilities

  • Develop and execute comprehensive strategies for solidifying strategic partnerships with Cloud and Legacy Enterprise Data Warehouse providers, BI Platform providers, and Systems Integrators with data analytics practices
  • Create executive alignment and commitment on key partnership goals and strategic initiatives by maintaining access and influence with key leadership contacts
  • Define and create messaging and collateral that clearly articulates the integrated solutions joint value proposition to the customer, the value to each organizations sales forces, and use cases of where the integrated solution has delivered business impact
  • Execute enablement training to both AtScale and Partner sales and technical teams on the integrated solutions joint value proposition, the value to each organization in partnering together, use cases, and how to most efficiently engage
  • Drive sales engagement through proactive account mapping sessions, build pipeline of Partner sourced and influenced opportunities, convert Partner sourced and influenced opportunities into closed business.  
  • Lead partner marketing efforts with the help of Partner Marketing Managers for marketing and co-marketing opportunities (lunch-n-learns, seminars, webinars, campaigns, trade shows, events) with key partners
  • Ability to travel up to 20%

Qualifications

  • 10+ years of professional experience in a sales, consulting or business development, with at least 5+ years in business development role
  • Working knowledge and experience working with Cloud and legacy enterprise data warehouse technologies like Snowflake, GBQ, AWS Redshift, Cloudera, and Teradata
  • Working knowledge and experience working with BI platform technologies like Tableau, Power BI, Microstrategy, Spotfire
  • Working knowledge and experience working with Systems Integrators like Accenture, Deloitte, and Cognizant
  • Ability to understand and articulate value proposition for AtScale
  • Demonstrated experience building and maintaining strong relationships with a diverse set of internal and external constituencies, including senior level executives, consulting resources, technical teams, and sales representatives.
  • Ability to understand and translate technical information into business and sales opportunities
  • Outstanding written communication and presentation skills
  • High energy self-starter with a can-do attitude, and ability to learn quickly and work in a fast-paced environment, while getting down in the weeds to get the job done