Alliance Director

Job Description

We are looking for an Alliance Director to develop, expand, and optimize a high-performing global partner ecosystem. You will be responsible for developing and implementing strategies across technology, channels, and strategic partners—focusing on generating sourced and influenced pipeline, co-selling activities, and delivering joint solution value. This position calls for a proactive builder who excels in managing executive relationships, coordinating across teams, and maintaining program discipline.

What You’ll Do

·      Partner Strategy: Formulate and implement a global partnership plan aligned with company objectives, target markets, and revenue targets.

·      Ecosystem Build: Find, assess, and onboard technology, channel, and strategic partners to expand solution coverage and increase market reach.

·      Alliance Programs: Collaborate with particular partners to create and manage programs—such as joint sales initiatives, co-marketing campaigns, and joint product development—that boost mutual pipeline and ARR.

·      Operating Rhythm: Develop a structured process for partner outreach, governance, and relationship management, including cadences, QBRs, and executive sponsorship.

·      Enablement: Create and sustain partner onboarding, training, and certification programs to ensure partners can effectively market, sell, and deliver.

·      Measurement: Set and monitor KPIs and scorecards, including sourced and influenced pipeline, win rate, cycle time, attach rate, certifications, and MDF ROI.

·      Risk Management: Spot partnership risks—covering commercial, technical, operational, and compliance areas—and develop mitigation strategies with Legal, InfoSec, Product, and GTM teams.

·      Cross-Functional Leadership: Coordinate efforts among Sales, Marketing, Product, CS/Services, and Finance regarding joint initiatives, incentives, pricing and packaging, and marketplace strategy.

·      Contracts & Commercials: Lead negotiations on NDAs, referral/reseller/OEM agreements, and marketplace listings in cooperation with Legal and Finance.

Requirements

·     5–10 years of experience in alliances, business development, channel sales, or enterprise sales, with a focus on partner ownership, preferably in SaaS; experience in life sciences or industrial software is a plus.

·      Proven success in alliances, partnerships, and business development, creating programs that generate revenue through sourcing and influence.

·      Experienced in leading cross-functional teams and coordinating with multiple executive stakeholders, both internally and with partners.

·      Excellent communicator across written, verbal, and executive levels, with strong interpersonal and customer service skills.

·      Adept negotiator skilled in structuring and finalizing complex agreements.

·      Data-focused operator proficient in defining KPIs, developing dashboards, and leveraging insights to enhance programs.

·      Organized and detail-oriented with a disciplined approach to building scalable, repeatable processes.

Nice to have

·      Background in SaaS, AI, data platforms, or regulated industries like life sciences and manufacturing.

·      Familiar with hyperscaler and SI ecosystems such as AWS, Azure, GCP, including global SIs, as well as marketplaces.

·     Experience using partner tools like Salesforce, Crossbeam/Reveal, PRM platforms, and integrating products or solutions.

About Mareana

Founded in 2015, Mareana is an AI-powered software company dedicated to speeding up digital transformation in manufacturing, supply chain, and sustainability through our connected intelligence platform.

Mareana’s platform harnesses AI and machine learning to quickly bring together scattered, siloed data across the entire business process. This enables our customers to make complex decisions intuitively and in real-time, rather than spending time on data preparation.

Our customers are industry leaders in life sciences, chemicals, and general manufacturing who have achieved over $1 billion in business value by using our platform.

Our commitment to continuous innovation has earned us recognition from Gartner, which named us a “Cool Vendor in AI”. We've also been featured as a thought leader in Silicon Review and Manufacturing Insights magazine.