Strategic Alliance Director

• Develop and manage Actian's relationship with our top technology partners like Google Cloud.
• Provide strategic global ownership of the Actian and Alliance relationship.
• Prepare and deliver compelling pitch materials that are tailored to the corporate partner and that
showcase Actian’s value proposition.
• Enable partner deal support, cross functional planning, relationship management, and analytical
insights.
• Build business plans collaboratively with Actian field sales and work with cross-functional teams
internally (Sales, Legal, Finance, Marketing, Product, etc.) to achieve those objectives.
• Drive monthly, quarterly progress towards strategic goals within joint business plan.
• Lead the relationship from the contractual and operational perspective. Identify and develop new
areas of partnership leading to new and incremental revenue streams.
• Grow new revenues by identifying key stakeholders to build relationships and credibility within our
existing and new partners.
• Work with marketing to design and implement marketing programs to achieve business goals.
• Develop/drive business opportunities with/to/through Global Systems Integrators and regional
partners
• Create/execute joint GTM strategy/plans for partner solutions on public cloud providers AWS and
AZURE
• Coordinate co-creation of vertical/horizontal solutions powered by Actian data warehouse and
analytics technology
• Create/deliver sales enablement programs, training and assets for GSIs/channel sales teams
• Increase visibility and awareness of Actian value proposition within GSI/channel ecosystems

• BS/BA degree in a related technical field required. MBA desired
• Minimum 5 years of relevant business development and/or sales alliance experience.

• Proven success in managing alliances with large, well-known, Fortune 100 companies. Google,
Microsoft or AWS is a plus.
• Strong business and financial acumen.
• Strong skills in multi-tasking, communications, negotiation, organization, and teamwork.
• Proven self-starter with a high degree of initiative.
• Strong strategic selling/business development skills.