This is a remote position.
Director - Partner Sales, Data & Cloud Alliances
Location: United States (Remote)
Travel: 25-40%
Experience: 10+ Years
Type: Full-Time
Role Summary
Exavalu is seeking a high-performing Director - Partner Sales, Data & Cloud Alliances to drive partner-sourced pipeline, revenue growth, and field execution across strategic Data, AI, Analytics, and Cloud partnerships. This is a quota-carrying, channel sales leadership role focused on converting partner relationships into qualified opportunities, closed business, and market expansion.
The successful candidate will work closely with partners such as Databricks, Microsoft, AWS, Snowflake, Denodo, and other strategic technology providers to develop joint sales motions, execute account plans, and drive measurable revenue growth through co-sell initiatives.
Requirements
Key Responsibilities
Partner Revenue & Pipeline Growth
- Own partner-sourced and partner-influenced pipeline and revenue targets.
- Develop annual and quarterly business plans with defined pipeline, bookings, and revenue goals.
- Identify opportunities where partner technologies and Exavalu's consulting, implementation, data, AI, cloud, and managed services capabilities can be positioned together.
- Drive opportunities from introduction through qualification, proposal, and closure.
- Maintain accurate forecasting, opportunity tracking, and partner attribution.
Partner Field Engagement
- Build strong relationships with partner account executives, sales leaders, solution architects, partner development managers, and marketplace teams.
- Establish consistent seller-to-seller engagement between Exavalu and partner field organizations.
- Educate partner teams on Exavalu capabilities, success stories, and ideal customer profiles.
- Develop partner advocates who actively introduce Exavalu into customer opportunities.
Joint Account Planning & Co-Selling
- Lead account-mapping sessions with internal sales teams and partners.
- Identify target accounts based on industry alignment, cloud adoption, analytics initiatives, and transformation programs.
- Develop joint account plans and opportunity strategies.
- Facilitate executive introductions, workshops, assessments, and customer meetings.
- Ensure all partner activities align with measurable sales objectives.
Sales Plays & Market Development
- Collaborate with alliance, sales, marketing, industry, and delivery teams to create repeatable Data, AI, Analytics, and Cloud offerings.
- Develop partner-specific sales plays aligned with platform adoption and customer business outcomes.
- Support creation of partner-facing collateral, case studies, solution briefs, and marketplace offerings.
- Promote Exavalu's capabilities across partner ecosystems and industry events.
Opportunity Management
- Qualify opportunities based on customer needs, budget, timeline, competitive landscape, and partner engagement.
- Coordinate opportunity registration, partner funding, co-sell motions, cloud marketplace transactions, and incentive programs.
- Conduct regular pipeline reviews with internal stakeholders and partner teams.
- Maintain accountability, communication, and execution throughout the sales lifecycle.
Required Qualifications
- 10+ years of experience in Partner Sales, Channel Sales, Alliances, Cloud Consulting, Enterprise Technology, Data Platforms, or Professional Services.
- Proven success generating partner-led pipeline and closing enterprise services engagements within the United States.
- Experience working with leading cloud and data ecosystem partners including:
- Databricks
- Microsoft
- AWS
- Snowflake
- Denodo
- Strong understanding of:
- Cloud Platforms
- Data Engineering
- Analytics & BI
- AI & Generative AI
- Data Governance
- Data Modernization
- Experience selling consulting, implementation, transformation, and managed services.
- Strong account planning, opportunity qualification, forecasting, and negotiation skills.
- Experience with partner programs, co-sell initiatives, cloud marketplaces, and funding mechanisms.
- Excellent executive communication and relationship management skills.
- Bachelor's degree or equivalent professional experience.
Preferred Qualifications
- Existing relationships within strategic cloud and data partner organizations.
- Experience in Insurance, Financial Services, or other regulated industries.
- Experience building joint GTM strategies and partner-driven growth programs.
- Familiarity with Microsoft Azure, AWS, Databricks Lakehouse, Snowflake Data Cloud, Denodo Data Virtualization, AI/ML, and GenAI solutions.
- Track record of exceeding partner-sourced revenue and pipeline goals.
Benefits
Diversity Inclusion: Exavalu also promotes flexibility, adapting to the needs of employees, customers, and the business. It might be part-time work, working outside normal 9-5 business hours or working remotely. We also offer a welcome back program to help individuals return to the mainstream after a prolonged absence due to health or family reasons. At Exavalu, we are committed to building a diverse and inclusive workforce. We welcome applications for employment from all qualified candidates, regardless of race, colour, gender, national or ethnic origin, age, disability, religion, sexual orientation, gender identity or any other status protected by applicable law. We nurture a culture that embraces all individuals and promotes diverse perspectives, where you can make an impact and grow your career
