Senior Director, Strategic Partnerships & Alliances

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Requirements:

• 8-12 years of experience in strategic partnerships, alliances, or business development, with a significant focus on ISV partnerships, marketplaces, and RSI/GSI/VAR relationships, ideally in the SaaS, data, or enterprise software industries.
• Demonstrated success in building and scaling partnerships with ISVs, GSIs, and VARs, and driving joint sales opportunities to exceed revenue and pipeline goals.
• Strong business acumen with the ability to think strategically and drive high-impact initiatives across multiple teams.
• Exceptional relationship management skills, with a history of building and maintaining strong partnerships at the executive and operational levels.
• Experience working with channel partners, including structuring deals, negotiating contracts, and developing partner enablement strategies.
• Proven leadership and mentoring experience, with the ability to motivate teams, manage multiple stakeholders, and influence cross-functional teams to achieve partnership goals.
• Excellent verbal and written communication skills, with the ability to present to executive audiences and influence decision-makers.

Responsibilities:

• Develop and execute a comprehensive partnership strategy focused on ISVs, GSIs/RSIs, VARs, and cloud marketplaces (AWS, GCP, Azure) to drive product adoption and revenue growth.
• Own and lead efforts to grow Monte Carlo’s presence on major cloud marketplaces (e.g., AWS Marketplace, Azure Marketplace, Google Cloud Marketplace) through strategic partnerships and joint go-to-market activities.
• Identify and recruit new partners within the ISV, GSI, RSI, and VAR ecosystems. Establish strong relationships with key partner executives to facilitate co-selling, marketing, and joint business opportunities.
• Work closely with the sales and marketing teams to develop partner enablement programs that drive mutual sales success, including training, co-branded collateral, and joint sales campaigns.
• Drive revenue through partnerships by developing and executing joint business plans, building strong sales pipelines, and ensuring strategic alignment with Monte Carlo’s sales and product teams.
• Manage and grow existing partnerships, ensuring alignment on business goals, performance metrics, and joint initiatives.
• Partner with internal teams, including Sales, Marketing, Product, and Customer Success, to deliver a seamless partner experience and ensure successful execution of go-to-market strategies.
• Lead a small, high-performing partnerships team. Regularly report on partnership pipeline progress, revenue goals, and market development activities to senior leadership.