Denodo

3 months ago

Strategic Alliances Director (Palo Alto, US)

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 3 hours agoStatus: Live

Job Summary

Strategic Alliances Director to build and scale AI partnerships across the ecosystem, sourcing and negotiating co-build, co-GTM, and co-sell initiatives with ISVs and platform partners. Lead joint solution development, drive partner-led revenue, and manage performance against KPIs, including pipeline and influenced revenue. Heavy collaboration with product, engineering, and sales, with travel up to 35%.

Location: Palo Alto

Workplace: Onsite

Employment Type: Full time

Job Function: Business Development & Partnerships

Key Responsibilities

•Identify and continuously research strategic AI partners aligned with Denodo’s market strategy and product roadmap; develop a clear, better-together narrative and joint value proposition for each priority partner; build and manage outreach pipelines to qualify opportunities and secure executive alignment; lead discussions to structure, negotiate, and finalize partnership agreements.
•Develop joint business plans covering integration strategy, co-build initiatives, co-marketing, and co-sell motions with defined KPIs and timelines; collaborate with product management and engineering to deliver integrated joint solutions; design and execute joint GTM initiatives including partner enablement, field training, and customer engagements.
•Identify and secure MDF, incentives, and other partner resources to amplify GTM impact; represent Denodo at industry events, conferences, and partner briefings to strengthen ecosystem presence.
•Provide regular updates on partner plans, progress, metrics, and risks; track performance against KPIs such as pipeline milestones and influenced/revenue; analyze data to drive corrective actions for partner success.
•Collaborate with sales and cross-functional teams to ensure alignment of partner programs with overall revenue objectives and market strategy; travel up to 35%.

Travel: High travel

Pay and Benefits

Salary: USD 175,000 - 195,000 annually

Key Requirements

•BS/BA degree or higher.
•5+ years of experience in strategic alliances or partner management within data, analytics, cloud, or AI ecosystems.
•Proven ability to drive co-build, co-GTM, and co-sell results with measurable revenue impact.
•Strong network and experience collaborating with ISV and platform partners across technical, sales, and executive levels.
•Excellent communication, negotiation, and interpersonal skills with the ability to influence without direct authority.

Experience:5+ yearsAIData analyticsCloudEnterprise software

Education:Bachelor's

Skills:CommunicationNegotiationInfluenceRelationship managementLeadership

Tech Stack:SaaSAICloudData analytics

Company Brief

Denodo

Provides an enterprise data virtualization platform that unifies disparate data sources in real time, enabling analytics, data services, and hybrid/multi-cloud data integration without physical data movement for faster access to consistent, governed data.

Industry: Data Infrastructure

Company Size: Large (251 to 1,000 employees)

Growth: Established Company

Headquarters: Palo Alto, United States

Founded: 1999

Website LinkedIn

Loading job details...

Preparing the role view and application actions.

Denodo

3 months ago

Strategic Alliances Director (Palo Alto, US)

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 3 hours agoStatus: Live

Job Summary

Location: Palo Alto

Workplace: Onsite

Employment Type: Full time

Job Function: Business Development & Partnerships

Key Responsibilities

•Identify and continuously research strategic AI partners aligned with Denodo’s market strategy and product roadmap; develop a clear, better-together narrative and joint value proposition for each priority partner; build and manage outreach pipelines to qualify opportunities and secure executive alignment; lead discussions to structure, negotiate, and finalize partnership agreements.
•Develop joint business plans covering integration strategy, co-build initiatives, co-marketing, and co-sell motions with defined KPIs and timelines; collaborate with product management and engineering to deliver integrated joint solutions; design and execute joint GTM initiatives including partner enablement, field training, and customer engagements.
•Identify and secure MDF, incentives, and other partner resources to amplify GTM impact; represent Denodo at industry events, conferences, and partner briefings to strengthen ecosystem presence.
•Provide regular updates on partner plans, progress, metrics, and risks; track performance against KPIs such as pipeline milestones and influenced/revenue; analyze data to drive corrective actions for partner success.
•Collaborate with sales and cross-functional teams to ensure alignment of partner programs with overall revenue objectives and market strategy; travel up to 35%.

Travel: High travel

Pay and Benefits

Salary: USD 175,000 - 195,000 annually

Key Requirements

•BS/BA degree or higher.
•5+ years of experience in strategic alliances or partner management within data, analytics, cloud, or AI ecosystems.
•Proven ability to drive co-build, co-GTM, and co-sell results with measurable revenue impact.
•Strong network and experience collaborating with ISV and platform partners across technical, sales, and executive levels.
•Excellent communication, negotiation, and interpersonal skills with the ability to influence without direct authority.

Experience:5+ yearsAIData analyticsCloudEnterprise software

Education:Bachelor's

Skills:CommunicationNegotiationInfluenceRelationship managementLeadership

Tech Stack:SaaSAICloudData analytics

Company Brief

Denodo

Industry: Data Infrastructure

Company Size: Large (251 to 1,000 employees)

Growth: Established Company

Headquarters: Palo Alto, United States

Founded: 1999

Website LinkedIn