Drive Dataiku's growth as a member of our Global Partner Organization.
The Global Technical Alliance Director is responsible for developing & executing the joint go-to-market strategy with a portfolio of enterprise technology partners that operate across Dataiku theaters (Americas, EMEA & APJ). These technology companies are not yet Dataiku partners, but are well-established multi-billion dollar organizations. Individuals in this role proactively work with an assigned portfolio of technology partner & Dataiku stakeholders to increase business outcomes for Partners, Dataiku & our joint clients. This individual's performance will be measured against specific outcomes associated with Dataiku pipeline growth & bookings, joint offer development & documented success stories. Individuals in this role will have C-suite business acumen, technical depth, be an influencer, and possess the ability to get stakeholders onto our journey.
Key Responsibilities:
- Drive business outcomes with assigned Technology Partners that increase Dataiku software revenue through joint offer development, technical integrations, collaboration with Dataiku’s Independent Software Vendor (ISV) & SI Partners & extended market reach.
- Build & execute joint business plans with assigned Technology Partners that accelerate pipeline development, revenue growth, awareness, technical integrations & joint offer development.
- Identify & implement expanded Routes-to-Market in coordination with Technology Partners, other ecosystem Partners and Dataiku GTM Leadership.
- Conduct consistent Account Mapping with Technology Partners to identify potential Accounts to be sourced and/or influenced by the Partner. Ensure registration of these Leads for proper handover to Dataiku’s Partner Sales team.
- Work with Dataiku colleagues managing our ISV & SI Partners to maximize multi-party offers & pipeline development. Drive exponential growth through development of these offers. This can include vertical/horizontal/Line of Business offers that address specific client needs and expand the addressable market for Dataiku’s software & Partner delivered Services.
- Collaborate with Partner Enablement to ensure key stakeholders/practitioners with each assigned Technology Partner are enabled on Dataiku’s Sales & Technical materials..
- Align with Partner Marketing to maximize pipeline impact of events (ex: Everyday AI, Snowflake Summit, AWS re:Invent). Leverage these conferences as compelling events to drive Dataiku/Partner/Prospect/Customer/meetings. Secure Partner sponsorship
- Apply proper governance to support Partnership outcomes such as Executive Business Reviews & Global Community of Practice calls with Technology Partners & Dataiku stakeholders.
- Work cross-functionally with Dataiku teams including Executive Leadership, Alliance Directors, Partner Sales, Platform Strategy, Marketing, Business Solutions & Partner Operations to create awareness, gain support & drive results.
- Ensure relevant & actionable materials related to assigned Technology Partners are posted in shared channels for consumption by Dataiku teams. Remain active in Slack & other channels to provide timely responses and receive feedback from Dataiku teams.
- Operate globally to support Dataiku teams & Partners across Dataiku theaters (Americas, EMEA & APAC). This includes regular attendance in calls across time zones.
- Identify and execute on internal channels to promote our priority Partners. Examples include, but are not limited to video interviews, attendance at GTM team meetings, local office meetups, etc.
- Report results up & across within Dataiku.
Core Skills & Talents:
- Passion for operating in the technology ecosystem, engaging with large organizations, data science & enterprise AI.
- Strong verbal/written communication, listening & presentation skills.
- Comfort establishing credibility with key decision makers & influencers.
- Ease in speaking to stakeholders at all levels across organizations; from business executives to Client Partners to data scientists, analysts & IT.
- Strong problem solving & analytical skills; formulate joint offers that deliver real business value and drive performance for Technology Partners, Dataiku & SI partners as appropriate.
- Ability to recognize & maximize new business opportunities.
- Well organized; handle multiple relationships & assignments simultaneously.
- A commitment to exceed goals that is internal, constant & self-imposed.
Qualifications:
- 5-7 years working within Technology company, Consulting/Services delivery firm with focus on data & analytics, technology and project delivery, or
- 5-7 years of prior partner/alliance management experience with Technology Partners. Preferably within enterprise software or AI/data science/machine learning.
- Validated results in prior roles. Notably in driving business development through joint offers developed with Technology & other ecosystem partners.
- Command of technology ecosystem; cloud providers (ex: AWS, Microsoft Azure & Google Cloud), leading technologies (ex: Snowflake, Databricks, NVIDIA) databases & big data technologies (ex: Hadoop, Spark).
- B.S. or B.A. in business management, finance, economics, computer science, data science or similar study. MBA, Masters in computer science or similar degree preferred.
- Ability to travel ~20% of the time.
Expected Outcomes:
- Increased pipeline volume & conversion rates for Opportunities sourced, co-sourced & influenced by assigned Technology Partners.
- Increased Gross New Annual Recurring Revenue that is sourced, co-sourced & influenced by our Technology Partners.
- Increased number of Routes-to-Market with assigned Technology Partners (co-sell, re-sell, Managed Service, OEM, Marketplace).
- Increased number of technical integrations backed by validated business case.
- Increased number of repeatable joint GTM offers with assigned Technology Partners & also brought to market in part by GSIs.
- Number of jointly accepted Business Plans with assigned Technology Partners.
- Increased number of joint success stories with assigned Technology Partners.
