Strategic Alliances Director (Palo Alto, US)

Denodo
Palo Alto
Workplace: OnsiteFull timeUSD 175,000 - 195,000 annuallyFunction: Business Development & PartnershipsExperience: 5+ yearsEducation: bachelorsSkills: ["Communication","Negotiation","Influence","Relationship management","Leadership"]

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%.

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Denodo
Denodo
4 months ago

Strategic Alliances Director (Palo Alto, US)

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Last checked: 14 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
WebsiteLinkedIn