Develop Claravine’s strategic alliances strategy; including ideal partner profile, joint value proposition and GTM motions across enterprise SIs, data & analytics consultancies and ISVs utilizing existing partner motions.
Design an execution plan centered around how partners create the most value across co-sell, referral, integration, and services-led motions.
Develop new and nurture existing partnership relationships that expand Claravine’s reach into priority verticals, regions, and ecosystems.
Define and execute a partner segmentation model that prioritizes high‑impact alliances and ensures investment aligns with revenue potential.
Create and operationalize joint GTM motions, including co-marketing, co-selling, referral and product integration strategies.
Develop and execute joint sales plays with priority partners, including account mapping, ABM motions, collateral development, enablement and certification programs, pipeline management, and joint metrics.
Partner closely with Sales leadership to embed alliances into deal strategy, account planning, ABM motions and enterprise sales cycles.
Accountable for delivering partner sourced sales pipeline and partner influenced revenue against company established quotas.
Drive deep, multi-level relationships across partner organizations, from executives to sales, delivery, and technical teams.
Lead executive briefings, QBRs, and strategic planning sessions to ensure alignment and momentum.
Ensure partners are equipped with required messaging, documentation, playbooks, training, enablement and sales materials through cross-functional collaboration with Product Marketing, Product Management and Sales Leadership.
Creation of KPIs and reporting to provide leading and lagging indicators of partner performance, including pipeline, revenue contribution, deal velocity, and customer outcomes.
Build repeatable, metric driven and operationally efficient programs and processes that drive momentum and scale.
Partner with Product and Engineering to prioritize, deliver and bring to market partner integrations that strengthen joint value propositions.
Drive partner-influenced product roadmap to accelerate partner value and opportunities.
Develop best practices and standardization of partner‑led implementations.

Requirements

6+ years of experience in strategic alliances, partnerships, or channel roles within Enterprise SaaS, MarTech, AdTech, or data-driven platforms (e.g. ADBE, SFDC, SNOW)
Proven track record of building and scaling partner ecosystems that drove a meaningful percentage of new sales opportunities in enterprise B2B SaaS
Demonstrated ability to over-deliver on partner sales quotas and success metrics
Strong understanding of enterprise sales cycles, co-selling motions, and multi-stakeholder deal dynamics.
Experience developing joint GTM strategies and translating strategy into operational plans and execution.
Establishes credibility and trust with C-level executives–internally and externally.
Highly collaborative leader who influences cross-functional teams through performance and outcomes.
Data-driven decision maker with orientation to action.
Strong technical literacy and communication around data management and APIs
Proactive owner with high accountability and strong follow-through.
Strategic mindset with experience delivering systems-oriented solutions to complex problems.

Benefits

Comprehensive medical, dental, and vision coverage
Claravine pays 80% of the premium cost across all enrollment tiers (individual, family, etc.)
Access to additional services including Kindbody (gynecology & family building care), TalkSpace (online mental health therapy), Teladoc, and One Medical.
401k with company match up to 3.5%
Flexible Time Off (With Manager Approval)
8 paid company holidays in the US, plus the week between 12/24-1/1
Generous parental leave paid at 100%
8 weeks gender-neutral parental leave + 8 weeks for employees delivering a child (16 weeks total)
Monthly technology stipend to support remote work costs (e.g., internet)
One-time New Employee Stipend to set up your remote workspace

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

strategic alliancespartner ecosystemsGTM strategiesco-sellingpipeline managementKPI creationdata managementAPIssales quotasenterprise sales cycles

Soft Skills

collaborative leadershipinfluencing cross-functional teamscredibility with C-level executivesdata-driven decision makingproactive ownershiphigh accountabilitystrong follow-throughstrategic mindsetcommunicationtrust building