Director of Technology Alliances

San, Mateo-CA 94402

Posted: 12/12/2018 Employment Type: Direct Industry: Marketing Alliances Job Number: atc-435

Job Description

Director of Technical Alliance

Join a worldwide leader in developing and deploying enterprise on-premise object storage solutions and play a critical role in driving strategy through execution by formulating partnerships and working with cross-functional teams including Product Management, Engineering, Sales, Channel and Marketing, to ensure that all stakeholders are aligned on the deliverables required to successfully execute the partnership.

Your focus will be on establishing and growing the business and technical relationships while managing the day-to-day partner interactions, responsible for top line revenue growth with assigned partners. 

To succeed must have both a proven business track record that enables you to engage at the executive level, as well as a product/technical background enabling management of joint product integration that translates into GTM efforts. Ability to present value propositions and familiarity with cloud and app development are key.

Key Drivers Are:

Create and drive new revenue opportunities for the company and Alliance Partners 


Define partnership/market requirements, produce qualitative and quantitative analysis of product/program performance 



Engage Alliance Partner sales, development, and marketing organizations to define GTM strategy.

Have a firm understanding of assigned partner(s) strategic and competitive positioning and key goals and objectives 



Track, analyze and communicate key metrics and business trends as they relate to partner relationships 

Represent the company in external meetings with senior executives.

Cultivate and manage a direct relationships with partners, including proactively resolving business technical, and policy issues and serving as an internal advocate 


Set and manage revenue targets and work with the Sales team and the partners to achieve/exceed goals. 


Ensure close collaboration between the sales team and partner’ s customer base.



Work cross-functionally with product, engineering, alliance, channel and marketing teams to launch products and partnerships 

Job Requirements

To Succeed You Must Have:


Outstanding problem solving skills - ability to define and structure problems, collect and analyze data, financial modeling, and synthesis of defendable recommendations into an action plan.

Ability to lead and hold accountable cross-functional teams to develop successful partnerships for our overall business.


Exhibit a high degree of business maturity and ability to communicate effectively at senior management levels 


8 or more years of relevant experience in product/platform, partnership or technical experience in enterprise technology and storage companies, including 5 or more years in a partner-facing role.


Demonstrated ability to engage and influence executives-CXOs



Strong presentation skills and the ability to articulate complex concepts to cross-functional audiences 


Strong technical acumen, with a demonstrated track record of driving emerging/disruptive technologies 


Exceptional collaboration and relationship-building skills – with the ability to develop work in relationships at all levels of management, both internally and externally.


Strong project management and analytical skills
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