Director of Alliances at DataHub

The Role

DataHub is hiring a Director of Alliances to own the partnership strategy end-to-end. This role involves building systems that enable partners to help close deals faster, deliver complete solutions, and generate new pipeline. You will design playbooks, negotiate agreements, and manage day-to-day partner relationships to convert strategy into revenue.

What You’ll Own

Partner-Influenced (Co-Sell)

• Build and run a structured, repeatable co-sell playbook with hyperscalers and other strategic technology partners
• Register deals, introduce account executives to partner counterparts, and drive joint pursuit of opportunities
• Own hyperscaler alliance relationships, including specialization and co-sell scoring programs
• Grow the share of deals meaningfully influenced by a partner

Partner-Fulfilled (Certification)

• Stand up a certification program for systems integrators, covering technical enablement, implementation, and specialized delivery tracks (e.g., compliance or migration work)
• Build enablement content, technical training, and a tiered partner scoring model
• Manage relationships with a portfolio of SI and GSI partners
• Grow the number of certified partners who can independently deliver DataHub implementations

Partner-Sourced (Co-Marketing)

• Identify and prioritize target accounts using partner pipeline, look-alike data, and joint account mapping
• Plan and execute joint marketing programs, tailored to technical, business, and economic buyer personas
• Build joint partner pages, co-branded content, and tracking infrastructure to attribute partner-sourced pipeline
• Grow the volume of net new opportunities sourced through partners

Program and Relationship Management

• Own the partnership roadmap and planning cadence, coordinating across sales, marketing, and product
• Negotiate and manage partnership agreements
• Represent DataHub at partner and industry events
• Partner closely with technical enablement and events functions to deliver a complete partner experience

What You’ll Bring

• 7+ years in partnerships, alliances, or channel roles at an enterprise software or data infrastructure company
• Direct experience building or scaling co-sell programs with hyperscalers (AWS, Google Cloud, Azure)
• Experience standing up SI/GSI partner programs, including certification and enablement
• A track record of turning partnerships into measurable pipeline and revenue, not just signed agreements
• Comfort operating at both strategic and hands-on levels
• Strong cross-functional collaborator, able to align sales, marketing, and product around shared partner goals
• Excellent written and verbal communication skills for partner negotiations and executive reporting

Nice to Have

• Familiarity with the data catalog, data governance, or metadata management space
• Experience with compliance or regulatory frameworks relevant to regulated industries
• Existing relationships within the AWS, Google Cloud, or major SI partner ecosystems