Alliances Director, Technology Partnerships

CaptivateIQ
Menlo Park, Austin, Nashville, Raleigh, Toronto
Workplace: RemoteFull timeUSD 200,000 - 250,000 annuallyFunction: Business Development & PartnershipsExperience: 10+ yearsSkills: ["Executive presence","Influencing","Cross-functional collaboration","Strategic thinking","Communication"]

Senior alliances leader responsible for defining and executing technology partnerships with Workday and NetSuite, including joint GTM motions, certified integrations, and multi-year partner programs. You will drive pipeline, collaborate cross-functionally across sales, product, marketing, and customer teams, and serve as the internal and external champion for strategic ISV relationships.

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CaptivateIQ
CaptivateIQ
6 months ago

Alliances Director, Technology Partnerships

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Last checked: 13 hours agoStatus: Live

Job Summary

Senior alliances leader responsible for defining and executing technology partnerships with Workday and NetSuite, including joint GTM motions, certified integrations, and multi-year partner programs. You will drive pipeline, collaborate cross-functionally across sales, product, marketing, and customer teams, and serve as the internal and external champion for strategic ISV relationships.
Location: Menlo Park, Austin, Nashville, Raleigh, Toronto
Workplace: Remote
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Director level

Key Responsibilities

  • •Own and communicate the strategy and roadmap for Workday and NetSuite technology partnerships, including integration, marketplace, and field GTM motions.
  • •Define partner tiers, focus areas, and success metrics (pipeline, influenced revenue, attach rates, integration adoption) for each platform.
  • •Build multi-year joint business plans aligning product roadmap, sales coverage, and marketing investments.
  • •Collaborate with Product and Engineering to identify additional certified integrations and joint solutions appealing to customers.
  • •Ensure integrations meet technical requirements and go-to-market readiness (documentation, enablement materials, positioning, reference customers).
Travel: Medium travel

Pay and Benefits

Salary: USD 200,000 - 250,000 annually
Perks:Health Insurance401kAnnual BonusErgsApple Hardware

Key Requirements

  • •10+ years in alliances, business development, or technology partnerships within B2B SaaS, with a strong track record of driving revenue through strategic ISV or platform partners.
  • •Direct experience working with Workday and/or NetSuite in an alliances, sales or technology partner capacity, including co-sell motions and certified integrations.
  • •Existing relationships within Workday and/or NetSuite alliances and field organizations.
  • •Proven ability to build from 0→1: you’re comfortable operating in ambiguity, designing new programs, and iterating quickly with limited historical precedent.
  • •Demonstrated success owning pipeline, revenue, and adoption goals tied to partner motions (sourced/influenced ARR, attach rates, integration usage, etc.)
Experience:10+ yearsB2B SaaSWorkdayNetSuiteEnterprise software
Skills:Executive presenceInfluencingCross-functional collaborationStrategic thinkingCommunication
Tech Stack:SalesforceCRMSales

Company Brief

CaptivateIQ
Provides a cloud-based sales commission and incentive compensation platform that automates commission calculations, reporting, and plan management to help revenue teams run accurate, scalable incentive programs.
Industry: Enterprise Software
Company Size: Medium (51 to 250 employees)
Growth: Growth Stage Startup
Funding: Series C
Headquarters: San Francisco, United States
Founded: 2017
WebsiteLinkedIn