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Actian

Strategic Alliance Director

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Remote from
USA
Salary
Undisclosed
Department
Business Development
Employment
Full Time
Experience
Director
Published
Apply before
14 Nov 2026
Listing views
56
Application actions
1
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AI Summary

The role, at a glance.

Actian is hiring a Strategic Alliance Director to build and scale a portfolio of 6–8 North American consulting and systems-integrator partners. The role owns the full partner lifecycle, including selection, onboarding, business planning, enablement, joint go-to-market execution, and performance governance. Success is strongly revenue-oriented, with 70% of the annual quota tied to partner-sourced opportunities delivered to Actian’s field sales organization. The successful candidate will bring substantial SI/channel experience, executive relationship skills, data-cloud ecosystem knowledge, and comfort traveling more than 30% of the time.

Role DNA

A quick view of the complexity, pace, ownership and collaboration implied by the job description.

Job Complexity

5/5
EasyHard

Pace & Pressure

5/5
RelaxedFast-paced

Autonomy Level

5/5
GuidedFull ownership

Communication Load

5/5
IndependentCollaborative
AI insightThis is a senior, quota-bearing channel leadership role requiring demonstrated access to and credibility with major consulting and SI partners. It combines strategic ecosystem development with detailed pipeline execution, cross-functional alignment, and measurable revenue delivery.

Salary analysis

Estimated compensation compared with the broader US market for similar roles.

Estimated job median (per year)Market rate
$200,000
US market range (per year)$170k–$240k
AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer compensation was disclosed. The yearly cadence and USD market estimate are inferred from the senior, full-time US-based strategic alliances role, its quota accountability, and prevailing compensation conventions; total earnings may be materially higher when variable pay is included.

Core skills

Skills and capabilities most closely associated with this opportunity.

Strategic alliancesChannel salesPartner business developmentSystems integrator partnershipsGo-to-market strategyPartner enablementPipeline managementCo-sellingDeal registrationPartner onboardingExecutive stakeholder managementData cloud ecosystemsSales forecastingCompetitive intelligenceNegotiation
Sample interview questions
How have you built and scaled a strategic SI or consulting partner portfolio?

I begin by defining an ideal partner profile based on market coverage, technical capabilities, customer access, and mutual economics. I then establish executive sponsorship, a joint business plan, enablement milestones, pipeline targets, and a recurring governance cadence so each relationship progresses from onboarding to repeatable revenue generation.

How would you drive partner-sourced pipeline without creating conflict with direct sales teams?

I would jointly map accounts, territories, and engagement rules with sales leadership before launching partner campaigns. Clear deal-registration processes, shared pipeline reviews, and transparent crediting help ensure partners add value to active sales motions rather than competing with account teams.

What metrics would you use to assess a partner’s performance?

I would track sourced and influenced pipeline, opportunity quality, conversion rate, deal-registration compliance, joint customer meetings, certification completion, campaign results, and closed revenue. I would also review qualitative indicators such as executive engagement, solution capability, and field-sales satisfaction.

How would you enable a consulting partner to sell Actian effectively?

I would create a structured enablement path that combines value messaging, use cases, technical certifications, sales plays, competitive positioning, and access to reusable partner resources. Early joint customer engagements and office hours would reinforce training and help partners turn knowledge into qualified opportunities.

Describe how you would develop a joint GTM strategy with a major alliance partner.

I would identify shared target industries, account segments, and customer problems where the combined solution is differentiated. From there, I would define the value proposition, sales plays, solution assets, campaign plan, ownership model, and measurable pipeline goals, reviewing progress regularly with both executive sponsors and field teams.

This analysis is generated from the job description. Salary estimates, role characteristics and sample answers are guidance, not employer-provided facts.
Opportunity details

About this role.

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 intelligence from Snowflake and Databricks partners; share win/loss insights with Actian sales and product

What Success Looks Like (Year 1)

• 6-8 partners onboarded with business plans and SLAs

• $3M-5M+ partner-sourced pipeline; 40-50+ joint customer meetings; 20-30% deal conversion; 90%+ deal registration compliance

• 70%+ partner certification rate; 2-3 co-created solutions; 3+ joint GTM campaigns launched

• Zero territory conflicts; 80%+ of sales reps actively pursuing partner pipeline

• Competitive intelligence relationships established; quarterly briefings to leadership

Our Ideal Strategic Alliance Director Will Have

• 7+ years in strategic alliance management, partner business development, or SI/consulting channel sales

• Proven success building and scaling 5+ key partner relationships with Deloitte, Accenture, EY, KPMG, Slalom, or similar firms

• Direct experience managing partner-originated pipeline, customer meetings, deal conversion, and partner business plans

• Demonstrated success designing and executing partner enablement programs and GTM strategies

• Field sales or channel experience; comfortable with sales cycles, deal qualification, and working alongside sales reps

• Background in data/cloud/analytics ecosystem; familiarity with Snowflake, Databricks, BigQuery strongly preferred

• Understanding of consulting partner sales models, margin structures, and incentive alignment

Skills & Attributes

• BS/BA degree required; MBA preferred

• Revenue accountability mindset – quota-driven with personal accountability for pipeline

• Partner business planning and enablement program design expertise

• GTM strategy, negotiation skills, and strong executive communication

• Strategic business acumen; understand partner economics and co-selling models

• Excellent sales collaboration – you enable reps without complicating their world

• High initiative and self-directed relationship builder with a sales edge

30%+ travel: partner offices, customer sites, Actian sales offices. Based in major NA markets (SF, NYC, Chicago Colorado, Texas, preferred).

Why Actian

• Direct revenue impact – 70% quota tied to partner-sourced pipeline

• Build the channel; shape partner strategy and GTM at a critical inflection point with all the resources needed from technical to marketing

• Work with elite partners – Deloitte, Accenture, Slalom, and other top-tier SI firms, plus Snowflake, Databricks

• Field-forward culture – 30%+ time with partners, sales teams, and customers

• Sales enablement role – you’re a force multiplier for NA Sales Leader and regional reps

• Hyper-growth opportunity in mission-critical data infrastructure

Compensation

Additional Information

Apply now >

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