Alliances Director, Public Sector
Immuta
College Park, MD, USA · Washington, DC, USA · London, UK
Posted on Wednesday, March 27, 2024
Immuta is experiencing exceptional growth and we have an immediate need for an Alliances Director, Public Sector who is looking for a rare opportunity to be part of an innovative company. In this role, you'll be an essential part of our team, working closely with leadership to expand existing relationships and drive Immuta’s growth through the partner ecosystem. This is a growth opportunity for the right candidate.
YOUR ROLE
The Alliances Director will be the primary field interface for Immuta with hyperscale public sector cloud vendors (AWS, Azure), cloud-native big data and analytics ecosystem vendors (Databricks, Snowflake, Starburst etc.), Government SI’s, federal resellers and other partners that will be developed to support our growing business. You will need to collaborate effectively with internal stakeholders, sales teams, and partner sales and technical teams and be results driven with experience in sales, channel, or business development. You will create innovative, game-changing approaches and be able to lead strategically important, significantly large, challenging initiatives in partner development, nurturing, maintenance, and growth.
In this role, you will work across multiple orgs, globally, company-wide, and with industry leaders, enabling teams, and establishing metrics that set the Public Sector business up for long term success. You must have deep experience in supporting an evolving channel and alliances team, working with the Federal government, working in the software tool industry, being the local presence of the business, and delivering against targets. Enterprise-wide and complex deal creation and support will be an added bonus. The execution of the role is critical, you will actively decide what areas and/or technologies need investment to grow (and when they don’t). You will negotiate new boundaries around the areas you own to achieve the best outcomes. The ideal candidate will have a blend of alliances, sales, marketing and technical experience, and be able to see situations from multiple angles while working with a number of internal and external teams.
US Citizenship required
Security clearance is preferred
RESPONSIBILITIES
- Work with the Global Alliances team members to execute GTM plans in Public Sector
- Develop Public Sector specific capacity plans, driving ARR growth and delivering customer success
- Work with Immuta marketing to identify, plan and execute on partner marketing and demand generation activities
- Educate partners on Immuta and its value proposition and differentiation
- Engage platform and ecosystem partners to develop pipeline and drive revenue for the company
- Manage Public Sector partner sales target delivered through the cloud, data platform and SI ecosystems in a global market
- As the voice of the Immuta Public Sector field, engage with Immuta cloud partner management to support the build of Immuta partner capability across the company
- Manage the Public Sector partner operational cadence of business reviews (i.e., QBR) with the sales leadership
- Oversee the refinement and development of the Public Sector partners by establishing KPI’s and best practices
- Manage Public Sector partner vendors enablement process, set appropriate metrics for partner funnel management
- Build a partner program that encompasses all Public Sector partners, to include SIs, ISVs, resellers, etc. This program will be full scope and include items such as templated agreements, training, and partner licensing standards
- Work closely with the VP, Public Sector as a dotted line report. Become an integrated part of the Public Sector team. Understand in detail the challenges associated with Public Sector delivery and account management as well as the tactical and strategic GTM plans for Public Sector. Align partnering efforts with these approaches in order to ensure Public Sector business success.
YOUR EXPERIENCE
- 5 - 10+ years of Public Sector business development or sales experience managing Alliance partners in the data management and/or cloud sectors. Technology sales and/or marketing experience is required.
- Experience working with government focused Systems Integrators in the DoD, IC, and Federal Civilian spaces.
- Experience working with government-focused alliances, trade associations, and organizations.
- Experience and personal relationships with the following companies are a bonus (AWS / Microsoft / Databricks / Snowflake / Starburst / Carahsoft / ViON / Vertosoft)
- Familiarity or direct experience with analytics and/or data management software vendor ecosystems.
- Experience with cloud-based marketplace systems.
- Experience with government cloud environments and marketplaces.
- Comfort with carrying a channel sales quota and/or revenue targets.
- A track record of managing and exceeding channel sales KPIs.
- Comfort selling the Immuta value proposition to partners, and in delivering sales enablement sessions for internal and external audiences.
- Collaborate with eco-system leadership to establish and jointly work toward objectives focused on achieving a high level of customer experience.
- Training: Provide input on partner training content and process based on communications with partners, industry best practices, or recommended process improvements.
- Service Delivery and Service Management: Serves as an escalation path for end customers or partners to ensure excellent customer experience.
- Excellent communication skills: interpersonal, written, visual (presentations), and verbal.
