Ocient

Job Title: Director of Industry, Partnerships & Alliances
Location: Remote
Hiring Manager: VP of Global Sales & Marketing

Estimated salary range:
            Base Salary: $180,000-210,000
            On-target Earnings: $300,000 - $350,000
            60% Base – 40% Commission    
-       The salary offered for this position will be based on a candidate’s experience and skill demonstrated during interviews and other evaluations.

Overview:
As the Director of Industry, Partnerships & Alliances at Ocient, your primary objective will be to drive growth and expand our presence within strategic industry verticals (AdTech, Telco, Government, automotive, vehicle telematics, Renewables, Utilities, IoT, emiconductor manufacturing,) by developing and managing key partnerships with system integrators, cloud providers, resellers and solution providers. This role requires a seasoned professional with a strong background in strategy, managing indirect routes to market through system integrators, resellers and cloud partnerships while working with product management, customer success, sales, solution engineering, and marketing teams. Your efforts will directly contribute to Ocient's market leadership and revenue growth by forming and nurturing strategic alliances with application providers, global systems integrators, cloud providers and resellers.

Key Responsibilities:

Strategic Partnership Development:
•    Develop and execute strategies to identify, establish, and cultivate high-value partnerships with leading industry application providers and global systems integrators.
•    Develop regional partnership strategies while working with sellers.
•    Enhance or develop partner programs.
•    Foster relationships with potential partners to drive mutual growth.
•    Manage strategic partnerships to enhance customer satisfaction and drive recurring revenue growth.
•    Lead commercial negotiations with strategic partners.
Industry Vertical Leadership:
•    Develop and implement targeted go-to-market strategies for key industry verticals including Energy and Utilities, Manufacturing, Automotive, IoT, Telco and Geospatial Applications.
•    Leverage industry expertise and relationships to drive market penetration and revenue growth.
Revenue Generation:
•    Collaborate with sales, marketing, and product teams to create and implement strategies that drive revenue growth and expand market share.
•    Support the sales team in strategic client engagements and proposals.
•    Achieve revenue targets for verticals and partnerships, including recurring and perpetual license revenues.
Product Innovation and Roadmap:
•    Work closely with product management to shape the product roadmap, ensuring alignment with market needs and partner feedback.
•    Provide product management with suggestions to address target market requirements.
Customer Success / Solutions and Support:
•    Collaborate with Customer Success and Solutions teams to ensure the delivery of exceptional service and support, enhancing the overall customer experience and driving partner satisfaction.
•    Provide direction on industry use cases to support marketing and sales motions.
•    Provide oversight of large-scale, multi-million dollar product and solution implementations for our partners.
Sales Enablement and Marketing:
•    Oversee the creation of impactful sales enablement materials and training programs on target markets, use cases, and products.
•    Create compelling blogs, articles, presentations, and webinars.
•    Engage with technology research and advisory agencies to boost awareness and demand for Ocient’s products.
•    Act as a thought leader and market evangelist to elevate Ocient’s brand and solutions in priority industry verticals.
Cross-Functional Leadership:
•    Lead and inspire cross-functional teams, fostering a collaborative and high-performance culture aligned with Ocient’s mission and values.
Measurement of success:
•    Complement current sales pipelines with new opportunities through cloud, SI’s, application providers and resellers.
•    Execute repeatable sales plays and use-cases through partners that can benefit the sales team.

Experience
•    15+ years of Database, data analytics partnership, industry relationships, building and managing channel programs through SI’s, cloud partners and application providers.
•    Has built $100M+ pipeline of opportunities generating $10M+ revenue through such a program.
•    Past experience in building such a program at Vertica, Cloudera, KX, AWS, GCP, Teradata, Snowflake, Databricks, Palantir.
•    Can hit the ground running in the market with existing contacts that can be utilized day 1
•    Has solid industry knowledge and credibility.
•    Have a solid, proven and quantifiable track record of quota attainment through this program.
•    An experienced, low maintenance team player and winner.

We are not open to using an agency or staffing company at this time. We do not accept unsolicited agency or staffing resumes and we are not responsible for any fees related to unsolicited resumes. 

Ocient provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.