Director, Alliances (Salesforce)

Location: Remote, US (Preferred: NY/SF/BOS/ATL/CHI)

We are seeking an experienced Director, Alliances to join our dynamic and growing team. This role is responsible for developing and executing strategic partnerships and alliances that enhance our market position, expand our service offerings, and drive revenue growth.

Our ideal candidate brings a deep understanding of the Salesforce ecosystem, a proven track record in alliances strategy and partnership development, and the ability to work collaboratively across teams to achieve business goals.

Key Responsibilities:

• Serve as the primary point of contact for all strategic partners, coordinate strategic onsite/workshops with Salesforce industry experts to identify GTM partnership opportunities to ensure strong, productive, and long-lasting relationships.
• Develop and implement a comprehensive alliance strategy that aligns with the company's business objectives and growth targets.
• Identify, evaluate, and prioritize potential partners within the Salesforce ecosystem, including technology partners, system integrators, and industry-specific solution providers.
• Negotiate and manage partnership agreements that deliver mutual value and support the company's strategic objectives.
• Collaborate with marketing, sales, and product teams to create and execute joint marketing campaigns, sales strategies, and product integrations that drive demand and revenue.
• Monitor and analyze market trends, competitor activity, and partner performance to adjust strategies and maximize outcomes.
• Lead cross-functional teams to ensure successful partnership launches, ongoing partner management, and achievement of partnership KPIs.
• Represent the company at industry events, conferences, and networking functions to enhance brand visibility and expand professional networks.

Key Metrics for Success:

• Metrics will include: outbound "touches," team meetings scheduled/coordinated, MBO on segment performance
• Maintain Salesforce database and data integrity - manage data and analytics on performance to identify opportunities
• Cadence of regular outreach to Salesforce stakeholders
• Manage Thunder's presence and representation on AppExchange
• Ensure Thunder is tagged on deals with Salesforce
• Consistent PAM outreach regarding forthcoming sponsorship opportunities and local events
• Coordinate events and "city tours" with Salesforce and other complementary partners
• Partner with Corporate Marketing leads on marketing initiatives, email campaign cycles and follow-up on leads
• Support Head of Sales on messaging and QBRs, Monthly - Business Segments, Bi-weekly - RVPs to generate ongoing interest

Required Qualifications

• Bachelor's degree in Business, Marketing, or a related field. MBA strongly preferred.
• Minimum of 6 years of career experience, with the last 2-4 years in alliance or partnership management within the Salesforce ecosystem.
• Demonstrated success in developing strategic partnerships that drive business growth and market expansion.
• Deep understanding of the Salesforce platform and the broader cloud technology landscape.
• Strong negotiation skills and experience managing complex agreements.
• Excellent communication and interpersonal skills, with the ability to engage and influence stakeholders at all levels.
• Ability to think strategically, analytically, and creatively to solve business challenges.
• Strong leadership qualities and the ability to inspire and motivate cross-functional teams.
• Willingness to travel as needed to meet with partners and attend industry events.

Other Ideal Attributes

• Strong drive and character qualities that mirror Thunder's company core values - Empathy, Grit, Ownership, Transparency, and Adaptability - and inspires others to follow and act
• Executive presence to lead and manage the most strategic global partners
• Strong tolerance for ambiguity - able to focus and execute in a changing environment
• Bias for Action - ability to "make things happen"
• Builds and maintains positive, productive working relationships while delivering results in an early-stage, virtual (no physical offices) organization