Alliances Director, Technology Partnerships

2 months, 2 weeks ago
Full-time
Lead
Sales and Business Development
CaptivateIQ

CaptivateIQ

CaptivateIQ is the agile commission solution that simplifies sales expenses and drives business growth with automated data management and real-time earnings visibility.

Internet Software & Services
251-1K
Founded 2017
$165M raised

Description

  • Own the strategy and day-to-day execution of Workday and NetSuite technology partnerships.
  • Define partner tiers, focus areas, and success metrics for each platform.
  • Build multi-year joint business plans that align product, sales, and marketing efforts.
  • Partner with Product and Engineering to identify and launch certified integrations and joint solutions.
  • Ensure integrations are technically ready and supported with documentation, enablement, positioning, and reference customers.
  • Design and execute joint go-to-market motions such as co-sell plays, target account lists, and campaigns.
  • Drive sourced and influenced pipeline through account mapping, opportunity identification, and structured co-selling.
  • Collaborate with Marketing on co-branded campaigns, events, and content for partner ecosystem demand generation.
  • Serve as the primary contact for partner alliances teams and lead regular business reviews.
  • Build internal playbooks and enablement assets, resolve partnership conflicts, and provide KPI-based updates to leadership.

Requirements

  • 10+ years of experience in alliances, business development, or technology partnerships within B2B SaaS.
  • Direct experience working with Workday and/or NetSuite in an alliances, sales, or technology partner capacity.
  • Experience with co-sell motions and certified integrations.
  • Existing relationships within Workday and/or NetSuite alliances and field organizations.
  • Proven ability to build new programs from 0 to 1 and operate effectively in ambiguity.
  • Demonstrated success owning pipeline, revenue, and adoption goals tied to partner motions.
  • Strong executive presence and influencing skills with VP+ stakeholders.
  • Experience collaborating across Sales, Product, Marketing, RevOps, and Customer teams.
  • Highly organized and data-driven, with experience using CRM tools such as Salesforce and reporting tools.
  • Ability to travel periodically, estimated at 25% or more.

Benefits

  • $200,000 - $250,000 annual OTE.
  • 100% medical, dental, and vision coverage for employees, with about 75% coverage for dependents.
  • Flexible vacation days plus quarterly mental health days.
  • Annual stipends for professional development and caretaking needs.
  • Annual work anniversary bonuses that grow with tenure.
  • 401(k) retirement savings plan for US employees.
  • Latest Apple hardware provided for work.
  • Active Employee Resource Groups (ERGs) supporting inclusion and community.

Interested in this position?

Apply directly on the company website

Apply Now

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