Director of Alliance Partner Sales

OVERVIEW:Spectra Logic is a leader in data management and data storage solutions, providing innovative products that help businesses manage, preserve, protect, and defend their data. Our offerings include tape storage, file and object storage, and comprehensive data management software. We are committed to delivering high-quality, reliable, and scalable solutions to help organizations efficiently manage, migrate, and store long-term data with features that make it ransomware resilient.We are seeking a dynamic and experienced Director of Alliance Partner Sales to lead and expand our strategic partnerships. Reporting to the Sr. Vice President of Global Sales, this role is crucial in driving revenue growth through the development and management of key alliances. The ideal candidate will have a proven track record of building and scaling partner ecosystems, particularly in the technology sector.WHAT YOU WILL BE DOING:Strategic Partnership Development: Identify, establish, and cultivate strategic alliances with key technology and channel partners. Develop and execute joint go-to-market strategies that align with Spectra Logic's business objectives and drive mutual success.Revenue Generation: Own and exceed revenue targets through effective partner engagement and sales execution. Collaborate with internal sales teams to drive joint sales opportunities and pipeline growth.Partner Enablement: Design and implement partner enablement programs, including training, certification, and co-marketing activities. Provide ongoing support and resources to ensure partners are equipped to promote and sell Spectra Logic solutions.Go-to-Market Execution: Lead the development and execution of joint marketing and sales initiatives with partners, including co-branded campaigns, demand generation activities, and events. Ensure alignment between Spectra Logic’s sales teams and partner organizations to maximize the impact of these initiatives.Contract Management: Negotiate and manage alliance agreements, ensuring mutually beneficial terms and compliance with contractual obligations. Oversee the renewal and amendment of contracts, ensuring long-term partnership success.Market Analysis and Insights: Analyze market trends, competitive dynamics, and partner performance to inform and adjust partnership strategies. Provide actionable insights to product management and sales teams based on partner feedback and market needs.Leadership and Collaboration: Lead and mentor a team of field-based alliance managers and partner sales professionals, fostering a high-performance culture focused on achieving partnership goals. Collaborate closely with cross-functional teams, including sales, marketing, and product development, to drive alignment and success across all partnership activities.Reporting and Metrics: Establish and track key performance indicators (KPIs) to measure the success of partnerships and provide regular updates to senior management. Use data-driven insights to continuously improve partner programs and initiatives.WHAT YOU NEED TO BRING TO THE TABLE:Experience: 10+ years of experience in alliance or partner sales, with a focus on the technology sector.Leadership: Proven track record of leading and scaling partner ecosystems and managing high-performing teams.Strategic Thinking: Strong strategic thinking and execution skills, with the ability to align partnership strategies with overall business objectives.Communication: Excellent communication, negotiation, and interpersonal skills, with the ability to influence stakeholders at all levels.Industry Knowledge: Deep understanding of the data storage and management industry, including key players, trends, and technologies.COMPENSATION:This position offers a competitive compensation package, including a base salary and incentive compensation. Base salary range: $180,000 to $200,000 annually. While this salary range is a good faith and reasonable estimate, a candidate’s actual salary will be competitive based on a variety of factors including the candidate’s knowledge, skills, experience and location. Stock options will also be granted.BENEFITS:Spectra provides a casual work environment and a compensation structure that rewards contribution and hard work. Our comprehensive benefits package includes:Medical, dental and vision insurance401K with matchingHealth Savings Account (HSA) and Flexible Spending Account (FSA) optionsShort-term and long-term disability insuranceEmployee Assistance ProgramPaid vacation, holidays and sick timeEducational ReimbursementWHY SPECTRA?Located in the foothills of the Rocky Mountains in Boulder, Colorado, Spectra is an entrepreneurial, private company with more than 40 years of proven success preserving, protecting and defending the world’s data. Spectra offers a challenging, flexible and creative work environment. Our culture is one that drives personal opportunity and advancement and rewards high performance while maintaining a high-quality work-life balance.Applications will be accepted on an ongoing basis, until the requisition is closed.*** Spectra Logic is committed to the practice and policies of equal employment opportunities in the recruitment, employment and promotion of all associates without regard to age 40 and over, race, color, religion, sex, sexual orientation, disability, gender, gender identity, gender expression, genetic information, status as protected veteran, national origin, or any other applicable status protected by state or local law.

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