The Head of Global Alliances is responsible for indirect go to market strategy, signing of new partners, development of partner operations processes and channel sales revenue globally and across geographic regions. All partner-based routes to market are in scope, including Referrals, Resellers/VARs, OEMs, Systems Integrators and Technology Alliance Partners. This position will drive strategy and execution of programs to grow the ALTR partner network and is responsible for the programs and revenue across all partners.

This role will also collaborate with the VP of Go-to-Market, field sales team, growth ops team, marketing team, sales engineers, support-services team and partner training/enablement team to build a fully integrated channel partner strategy and ecosystem. This role is an executive level general management role that is a high impact, quota carrying channel sales management position that plays an integral role in the success of the overall field team and company.

Duties:

• Develop, implement, and optimize the overall channels strategy for the field and company globally
• Manage programs to maximize sales revenue and touch and Influence revenue from across all channel partners
• Collaborate with field sales teams to provide partners that add value to our current customers, identify incremental customer opportunism and assist in current sales pursuits where directed by the customer or the ALTR sales teams.
• Partner networking, co-selling with partners to close sales opportunities and interact with direct sales on the Partner Engagement Model
• Quota responsibility across defined partner channels
• Responsible for creating and driving ALTR partner programs, including assisting with program definitions, oversight, pricing, and channel resources
• Work directly with marketing team to develop channel marketing program, including enhanced partner website portal, partner product readiness and training, collateral, etc.
• Leadership and management of assigned channel team including resource management, hiring, mentorship, and performance management

• Performer. 10+ years’ experience in alliance/partner development, SaaS/cloud software channel sales experience, managing a team that spans multiple geographies.
• Amazing Channel Sales. 10+ years’ experience working in complex software channels preferred.
• Market experience in data transformation, data security, data re-platforming
• Energy and Enthusiasm. Experience with building, developing and growing channel life cycles.
• Technically Savvy. Experience with analytics, data, databases, predictive modeling, or business intelligence preferred.
• Educated. Bachelor's Degree with a technical or business focus preferred.
• Technology and Market. Cloud, SaaS, data protection, security, data transformation platforms, risk management platforms, cloud service providers, business intelligence platforms
• Experienced. Experienced required with technology partner channel/alliance strategy and development, business development, or corporate development

Other

• Strong network with mid-tier, regional and large consulting firms
• Leader in partner lifecycle management and partner success, joint partner quarterly business reviews
• An understanding of product strategy and key requirements for scaling products and operations through partnerships
• Clear written and verbal communication and presentation skills
• An understanding of the Governance, Risk and Compliance ecosystem