Strategic Alliance Director

Actian is the leader in hybrid data management, cloud data warehouse, and data integration technology. We're experiencing exponential growth and expanding our go-to-market engine through strategic partnerships.

We're seeking a Strategic Alliance Director to build and scale 6-8 NA consulting/SI partners as a primary revenue engine. Own the end-to-end partner lifecycle: selection, onboarding, GTM strategy, enablement, and revenue delivery. You'll be measured on partner-sourced customer opportunities and deal closure.

Reports to: Global Head of Partnerships | Works with: NA Sales Leader and regional reps across all NA sales regions Compensation & Accountability 70% of annual quota is based on partner-sourced opportunities delivered to Actian sales.

This is a revenue-accountable role where success is measured by the volume, quality, and closing rate of customer opportunities your partner relationships generate for the field sales team. The remaining 30% focuses on partner enablement, solution co-creation, GTM strategy, and ecosystem management.

What You'll Do

• Identify, qualify, and onboard 6-8 strategic NA partners (Deloitte, Accenture, EY, KPMG, Slalom, etc.); establish governance with monthly reviews, quarterly QBRs, and clear success criteria

• Co-develop partner business plans with pipeline targets and regional account lists; drive partner prospecting aligned to Actian sales territories

• Attend joint customer discovery meetings with NA sales leader and regional reps; own deal registration, pipeline tracking, and quarterly performance reviews

• Build partner enablement programs (sales training, technical certifications, monthly webinars); create and maintain partner resource portal

• Build partner-specific GTM strategies and vertical focus; co-create solutions and execute joint campaigns (webinars, case studies, co-marketing)

• Partner with NA Sales Leader on territory mapping, regional alignment, and quarterly regional business reviews

• Gather competitive intell