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MarkLogic

Offers Big Data analytics solutions.

Director, Alliances
United States of America
Job Description / Skills Required

MarkLogic® is the world’s best database for integrating data from silos. MarkLogic is an operational and transactional Enterprise NoSQL database platform, and organizations around the world rely on it to integrate their most critical data and build innovative applications on a 360-degree view of that data. MarkLogic makes it easy to get data in and easy to get data out, and it is 100 percent trusted to run critical business operations. Headquartered in Silicon Valley, MarkLogic has offices throughout the U.S., Europe, Asia, and Australia.

The Director of Alliances is responsible for growing and developing our top tier Global Systems Integrator partners such as Accenture, KPMG Deloitte and PwC and/or other key partners supporting the MarkLogic solution.

Job Responsibilities:
Identify, recruit, enable and grow Global Systems Integrator relationships that support key go-to-market initiatives necessary to accelerate growth, promote access to value added capabilities and enter new markets.
Assist in the development and delivery of sales, technical, and solutions training to ensure SIs are well equipped to effectively market, position, and sell MarkLogic as an integrated solution
Identify new routes to market to better extend the MarkLogic market presence
Establish and maintain exceptional partner relationships with the necessary partner stakeholders for the purpose of designing and executing initiatives to develop, manage and drive revenue growth.
Collaborate with individuals and teams across the organization to assist in the successful execution of key initiatives with our partnerships, frequently leading or assisting sales teams in customer/prospect discussions with our strategic partners.
Responsible for building & executing business plans for establishing key partnerships to support revenue growth objectives; negotiating corporate wide agreements with these strategic partners
Travel as necessary (~50% travel)
Required Skills & Knowledge:
Minimum 10 years enterprise IT sales and alliance experience (enterprise software strongly preferred)
Disciplined sales forecasting acumen
Proven track record of quota overachievement
Proven track record of developing complex repeatable technology solutions
Proven ability to manage complex sales cycles
Demonstrated ability to recognize, analyze, and execute on small and large-scale enterprise-wide business opportunities
Strong leadership and teamwork skills
Ability to differentiate and successfully position new, disruptive solutions
Ability to participate effectively in cross-functional teams and work well in a matrixed management environment, including; Sales, Business Development, Pre-Sales Engineer, and Post-Sales Consulting
Ability to manage and report on simultaneous partner engagements, across an account base excellent critical thinking and analytical skills a must
Excellent written communication and presentation skills

Character traits
Decisive, self starter who can perform in
Driven by personal accountability and results
Integrity, transparency and honesty
Entreprenuerial mindset
Excels at internal and external communication
Education
Business or Technical Undergraduate Degree; MBA is a plus