Targeting, engaging, and orchestrating strategic alliances with global data, cloud, and industry platform partners to drive joint pipeline and thought leadership
Developing and executing partner sales campaigns and GTM strategies to generate partner-sourced and partner-accelerated pipeline and revenue
Build and scale the global channel and alliance program, including partner segmentation, tiering, enablement, and incentives
Lead the global partner strategy for AWS, Microsoft, and key technology and industry alliances, from vision to execution
Build and deepen executive relationships with cloud and GTM leaders to ensure alignment from business planning to field co-sell to technical enablement
Drive partner-sourced and partner-accelerated pipeline through joint GTM motions, industry experiments, and co-marketing programs
Align with Sales, RevOps, and Marketing to ensure partner strategy supports core revenue priorities
Manage a small but growing team focused on partner execution and enablement
Own KPIs across strategic alliances: sourced pipeline, co-sell influence, and revenue acceleration
Drive strategic integrations to create joint pipeline and thought leadership with partners
Lead co-sell engagements and related TigerData sales initiatives with partners
Orchestrate and execute Partner Enablement and the Enablement of Industry Partners
Coordinate key industry events such as AWS re:Invent to strengthen partner collaboration
Requirements
10+ years in strategic partnerships, business development, or channel leadership in high-growth enterprise software, ideally data infrastructure or cloud platforms
Deep co-sell experience with AWS, including managing marketplace listings, business plans, and field motions
Azure experience is a plus
Experience leading or heavily contributing to GTM partner programs in a Series A–C startup
Ability to work across functions to launch partner campaigns and GTM plays
Ability to speak credibly about how partnerships intersect with modern AI and industry use cases
Ability to communicate effectively with both technical and commercial stakeholders
Comfortable managing a lean team and coaching individual contributors
Familiarity with the MEDDIC sales methodology and strong operational and strategic skills
Benefits
Flexible PTO and comprehensive family leave
Fridays off in August
Fully remote opportunities globally
Stock options for long-term growth
Monthly WiFi stipend
Professional development and educational resources
Premium insurance options for you and your family (US-based employees)
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
