Alliances Director, Technology Partnerships
CaptivateIQ
Role description
Requirements
- 10+ years in alliances, business development, or technology partnerships within B2B SaaS, with a strong track record of driving revenue through strategic ISV or platform partners ,
- Direct experience working with Workday and/or NetSuite in an alliances, sales or technology partner capacity, including co‑sell motions and certified integrations ,
- Existing relationships within Workday and/or NetSuite alliances and field organizations ,
- Proven ability to build from 0→1: you’re comfortable operating in ambiguity, designing new programs, and iterating quickly with limited historical precedent ,
- Demonstrated success owning pipeline, revenue, and adoption goals tied to partner motions (sourced/influenced ARR, attach rates, integration usage, etc.) ,
- Strong executive presence and influencing skills—you can earn trust and alignment with VP+ stakeholders internally and externally, even without direct authority ,
- Excellent cross‑functional collaborator, able to work effectively with Sales, Product, Marketing, RevOps, and Customer teams to align on partner strategy and execution ,
- Comfortable combining strategic thinking with hands‑on execution—from crafting multi‑year alliance strategy to running point on individual co‑sell opportunities or events ,
- Highly organized and data‑driven, with experience using CRM (e.g., Salesforce) and reporting tools to manage partner performance and communicate outcomes
What the job involves
- We are seeking a senior individual contributor to serve as Alliances Director, Technology Partnerships, with primary responsibility for our strategic ISV/platform relationships ,
- In this role, you will own the strategy and day‑to‑day execution of these partnerships—defining joint go‑to‑market motions, driving certified integrations, and turning ecosystem presence into tangible pipeline and revenue ,
- Reporting to the VP, Alliances & Growth, you will operate as a highly autonomous, senior IC who can set direction, influence cross‑functional stakeholders, and execute hands‑on work across sales, product, marketing, and customer teams ,
- This is a foundational role in our technology ecosystem strategy, focused on opening new routes to market, expanding TAM through platform integrations, and making technology partners a repeatable source of sourced and influenced opportunities ,
- Own the overall strategy and roadmap for our current Workday and NetSuite technology partnerships, including integration, marketplace, and field GTM motions ,
- Define clear partner tiers, focus areas, and success metrics (pipeline, influenced revenue, attach rates, integration adoption) for each platform ,
- Build multi‑year joint business plans with Workday and NetSuite that align product roadmap, sales coverage, and marketing investments ,
- Partner with Product and Engineering to identify additional certified integrations and joint solutions that are compelling to CaptivateIQ customers ,
- Ensure current and future integrations meet both technical requirements and go‑to‑market readiness (documentation, enablement materials, positioning, and reference customers) ,
- Establish feedback loops from partners and customers back into the product roadmap to strengthen ecosystem differentiation ,
- Design and execute joint GTM motions (co‑sell plays, target account lists, campaigns) with Workday and NetSuite field teams and partner organizations ,
- Drive sourced and influenced pipeline through account mapping, opportunity identification, and structured co‑selling with our sales organization and partner reps ,
- Collaborate with Marketing to deliver co‑branded campaigns, events, and content that increase awareness and demand within the technology partner ecosystem ,
- Serve as the primary point of contact for partner alliances teams, maintaining strong relationships across sales, alliances, product, and marketing stakeholders ,
- Lead regular business reviews (QBRs/PBRs) to align on pipeline, integration priorities, and mutual success metrics ,
- Navigate and resolve conflicts or ambiguity around rules of engagement, deal alignment, and roadmap expectations ,
- Act as the internal champion for Workday and NetSuite, educating sales, solution consulting, partner success, and customer teams on how and when to bring these partners into deals ,
- Build simple, repeatable playbooks and enablement assets for internal teams and partners (how to co‑sell, when to engage, messaging, integration value props) ,
- Work closely with Partner Operations to ensure partner processes (deal registration, lead sharing, reporting) are scalable and visible, enabling you to track performance and ROI ,
- Define and track KPIs for the Workday and NetSuite partnerships, including sourced and influenced pipeline, win rates, integration adoption, marketplace activity, and partner NPS where applicable ,
- Provide clear, data‑backed updates to leadership on performance, risks, and investment recommendations across the tech partner portfolio
