Director of Alliances – Business Development
Anvilogic
full-time
Posted on:
Location Type: Remote
Location: California • United States
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Job Level
Tech Stack
About the role
- Define and execute Anvilogic’s alliances strategy across cloud, cybersecurity, data platforms (Snowflake/Databricks), SIs, MSSPs, and channel partners.
- Identify priority partners and build a multi-year roadmap to grow routes-to-market and technical integrations.
- Drive partner-sourced and partner-influenced pipeline through joint GTM plans, co-selling motions, and field enablement.
- Establish targets, reporting, and partner performance reviews aligned to company ARR goals.
- Launch co-marketing campaigns, webinars, field events, and content with partners to build awareness and demand.
- Collaborate with Marketing and Sales Enablement to develop partner playbooks and messaging.
- Work with Product and Engineering to scope, prioritize, and deliver partner integrations and solution accelerators.
- Create partner onboarding, training, certification, and sales enablement programs.
- Maintain accurate partner forecasting and CRM hygiene.
Requirements
- 8–12 years of relevant experience in alliances, partnerships, business development, or strategic GTM roles within cybersecurity, data platforms, cloud, or related enterprise SaaS.
- Cybersecurity domain expertise with strong understanding of SIEM/SOAR, SOC workflows, threat detection/hunting, security data lakes, MDR/MSSP models, or adjacent areas.
- Hands-on experience building partnerships in data ecosystems, including direct work with Snowflake and/or Databricks (e.g., marketplace, co-sell programs, integrations, solution partnerships).
- Proven track record of creating and scaling partner-sourced pipeline and revenue, ideally in a high-growth startup environment.
- Experience structuring and negotiating alliance agreements: MSAs, referral/reseller models, marketplace listings, technology partnerships, and joint solution contracts.
- Strong cross-functional leadership skills; demonstrated ability to align Product, Engineering, Sales, and Marketing around shared partner objectives.
- Excellent executive presence and communication: ability to influence internally and externally, from technical stakeholders to C-level leaders.
- Comfortable operating in ambiguity and building programs from zero to one, with a bias toward action.
Benefits
- Comprehensive medical, dental, and vision insurance
- Equity
- Unlimited paid time off policy for work life balance
- 401(k) retirement plan with company match
- Monthly stipend for home internet and cell phone expenses
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
alliances strategypartner integrationssolution acceleratorspartner onboardingtraining programssales enablement programspipeline creationrevenue scalingalliance agreementsnegotiation
Soft skills
cross-functional leadershipcommunicationinfluenceexecutive presenceoperating in ambiguityprogram buildingcollaborationstrategic thinkingrelationship managementproblem-solving