VP Strategic Alliances - DENODO SL

Denodo is seeking an experienced Vice President of Strategic Alliances (VP-SA) who will deliver alignment and impact on Denodo’s growth working with a few important partners deemed “strategic”. These would include Hyperscalers or Cloud Service Providers (CSP) such as AWS, Microsoft Azure, Google Cloud, Alibaba, and select Technology and AI/GenAI partners such as NVidia, and Global Advisory/SI/MSP firms such as EY, Deloitte, Accenture. The VP-SA will manage an extended team - Strategic Partner Directors, cloud/partner solution architects, alliance marketers, etc. - to drive initiatives that “Build together” (technology integration, roadmap alignment, joint solution development), “GTM Together” (campaigns and enablement), and “Sell Together” (co- sell, cloud marketplace, sales acceleration programs) with our partners. Denodo is making a significant investment in this area and seeks a person with deep experience delivering strategic outcomes but also proven ability to manage and execute with intensity for impacting business results. We are seeking a proven leader at the executive level with strong relationships with a multitude of partners, especially hyperscalers, and a proven track record of exceeding goals in enterprise software and cloud alliances in at least the last five years. A talented rising star with narrower partner focus delivering outstanding results, and demonstrated management experience across a global, highly matrixed environment will also be considered.  Candidates should show good knowledge of data management, enterprise middleware or related markets and have superior communication and networking skills.

• Lead the ongoing management, activation and support of CSPs, AI/GenAI partners, Strategic GSIs to support business outcomes/results. 
• Evangelize strategic partner leadership and key internal stakeholders on the value of working together for better results despite overlapping positions in the market.
• Program-manage key cross-functional initiatives across multiple teams both within and external to the global partner ecosystem.
• Build and maintain executive relationships with targeted partners and create an advantaged mutually strategic relationship.
• Define and build the product integration, joint solutioning, marketing, go-to- market (cloud marketplace, co-sell, channel offerings) to accelerate sales globally. 
• Educate and align the field organization and channel partners to leverage strengths of strategic partners.
• Create partner and segment-specific strategies and account plans that collectively deliver our growth objectives on a multi-year and annual basis.
• Monitor trends, new opportunities, and measurable metrics —specific to the partner and across geographies—to maximize value creation and returns.
• Build, retain and grow the global team necessary to achieve these objectives.

• 10+ years of results-driven enterprise software sales experience and 5+ years of strategic partnership experience.
• Specific experience partnering with CSPs with established VP-level relationships in key CSPs and ISV and GSI Partners.
• Executive disposition, energy, drive, professionalism, and the broader leadership qualities essential to building engaged teams and creating followership internally and externally.
• Strong entrepreneurial drive and results-focused leadership to scale a fast-growing company by leveraging partner ecosystems.
• Essential experiences and attributes include:
  • Proven success achieving scaled, sustainable exponential business growth internationally or across regions.
  • Demonstrated success in growing CSP co-sell sourced and influenced revenue leveraging the CSP partner and customer programs.
  • Excellent market development, business development, sales, and account leadership skills coupled with excellent networking and relationship skills.
  • Excellent commercial management, negotiation, and stakeholder management skills.
  • Proven success building high-performing teams, leading global organizations across markets, regions, and segments.
  • Excellent communication and presentation skills at the executive level.
  • Bachelor’s degree in a business-related discipline, computer science or engineering with an MBA preferred or equivalent work experience.