Director of Alliances
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What you'll do
- Build and run a structured, repeatable co-sell playbook with hyperscalers and other strategic technology partners
- Register deals, introduce account executives to partner counterparts, and drive joint pursuit of opportunities
- Own hyperscaler alliance relationships, including specialization and co-sell scoring programs
- Grow the share of deals that are meaningfully influenced by a partner
- Stand up a certification program for systems integrators, covering technical enablement, implementation, and specialized delivery tracks (such as compliance or migration work)
- Build enablement content, technical training, and a tiered partner scoring model
- Manage relationships with a portfolio of SI and GSI partners
- Grow the number of certified partners who can independently deliver DataHub implementations
- Identify and prioritize target accounts using partner pipeline, look-alike data, and joint account mapping
- Plan and execute joint marketing programs, from webinars to executive events, tailored to technical, business, and economic buyer personas
- Build joint partner pages, co-branded content, and the tracking infrastructure needed to attribute partner-sourced pipeline
- Grow the volume of net new opportunities sourced through partners
What they're looking for
- 7+ years in partnerships, alliances, or channel roles at an enterprise software or data infrastructure company
- Direct experience building or scaling co-sell programs with hyperscalers (AWS, Google Cloud, Azure)
- Experience standing up SI/GSI partner programs, including certification and enablement
- A track record of turning partnerships into measurable pipeline and revenue, not just signed agreements
- Comfort operating at both strategic and hands on levels: you can build a three year alliance strategy and also personally register a deal in APN
- Strong cross functional collaborator, able to align sales, marketing, and product around shared partner goals
- Excellent written and verbal communication skills for partner negotiations and executive reporting
Nice to have
- Familiarity with the data catalog, data governance, or metadata management space
- Experience with compliance or regulatory frameworks relevant to regulated industries
- Existing relationships within the AWS, Google Cloud, or major SI partner ecosystems
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
DataHub is an AI & Data Context Platform adopted by over 3,000 enterprises, including Apple, CVS Health, Netflix, and Visa. Innovated jointly with a thriving open-source community of 13,000+ members, DataHub's metadata graph provides in-depth context of AI and data assets with best-in-class scalability and extensibility.
The company's enterprise SaaS offering, DataHub Cloud, delivers a fully managed solution with AI-powered discovery, observability, and governance capabilities. Organizations rely on DataHub solutions to accelerate time-to-value from their data investments, ensure AI system reliability, and implement unified governance, enabling AI & data to work together and bring order to data chaos.
About DataHub
DataHub transforms enterprise data into trusted context, enabling intelligent decision-making by humans and AI agents. The company was founded by the creators of the popular DataHub open source product that has more than 16,000 contributors and is used by thousands of organizations. The company’s flagship product, DataHub Cloud, is the leading context management platform trusted by the Global 2000 to ensure that context is always relevant, reliable, and continuously refreshed across the entire data estate.
The Role
DataHub | Reports to Chief Marketing Officer
Partnerships are a core lever in DataHub's growth. We're hiring a Director of Alliances to own our partnership strategy end to end: building the systems that let partners help us close deals faster, deliver complete solutions, and generate new pipeline.
You'll build and run three interlocking motions: co-selling with hyperscalers and technology partners, certifying systems integrators to implement DataHub, and co-marketing with partners to source net new opportunities. This is a builder role. You'll design the playbooks, negotiate the agreements, and run the day to day partner relationships that turn strategy into revenue.
What You'll Own
Partner-Influenced (Co-Sell)
- Build and run a structured, repeatable co-sell playbook with hyperscalers and other strategic technology partners
- Register deals, introduce account executives to partner counterparts, and drive joint pursuit of opportunities
- Own hyperscaler alliance relationships, including specialization and co-sell scoring programs
- Grow the share of deals that are meaningfully influenced by a partner
Partner-Fulfilled (Certification)
- Stand up a certification program for systems integrators, covering technical enablement, implementation, and specialized delivery tracks (such as compliance or migration work)
- Build enablement content, technical training, and a tiered partner scoring model
- Manage relationships with a portfolio of SI and GSI partners
- Grow the number of certified partners who can independently deliver DataHub implementations
Partner-Sourced (Co-Marketing)
- Identify and prioritize target accounts using partner pipeline, look-alike data, and joint account mapping
- Plan and execute joint marketing programs, from webinars to executive events, tailored to technical, business, and economic buyer personas
- Build joint partner pages, co-branded content, and the tracking infrastructure needed to attribute partner-sourced pipeline
- Grow the volume of net new opportunities sourced through partners
Program and Relationship Management
- Own the partnership roadmap and planning cadence, coordinating across sales, marketing, and product
- Negotiate and manage partnership agreements
- Represent DataHub at partner and industry events, including partner participation in DataHub's own conference and field events
- Partner closely with the technical enablement and events functions to deliver a complete partner experience
What You'll Bring
- 7+ years in partnerships, alliances, or channel roles at an enterprise software or data infrastructure company
- Direct experience building or scaling co-sell programs with hyperscalers (AWS, Google Cloud, Azure)
- Experience standing up SI/GSI partner programs, including certification and enablement
- A track record of turning partnerships into measurable pipeline and revenue, not just signed agreements
- Comfort operating at both strategic and hands on levels: you can build a three year alliance strategy and also personally register a deal in APN
- Strong cross functional collaborator, able to align sales, marketing, and product around shared partner goals
- Excellent written and verbal communication skills for partner negotiations and executive reporting
Nice to Have
- Familiarity with the data catalog, data governance, or metadata management space
- Experience with compliance or regulatory frameworks relevant to regulated industries
- Existing relationships within the AWS, Google Cloud, or major SI partner ecosystems
Reporting and Location
This role reports to the Chief Marketing Officer and works closely with sales leadership, product marketing, and the technical enablement team.
Benefits and Perks
We invest in people so they can do their best work and enjoy doing it. Our benefits reflect the way we build: practical, thoughtful, and designed to support long-term growth.
Competitive compensation
We offer salaries that reflect your skills, experience, and the impact you make. You bring value—we make sure you're recognized for it.
Equity for everyone
Every team member receives an ownership stake in the company. When we grow, you grow with us.
Remote Work
All roles are remote unless otherwise specified in the job description. Review the job description to confirm if the role you are interested in is remote or hybrid.
Location flexibility
Home office, coworking space, or something in between? We support your ideal setup. You’ll receive a monthly coworking stipend to use whenever you need a change of pace or in-person collaboration time.
Comprehensive health coverage
Your well-being matters. We cover 99% of medical, dental, and vision premiums employees, and 65% for dependents.
Flexible savings accounts
We offer FSAs to help cover planned or unexpected healthcare costs. You can also opt into a Dependent Care FSA to support family needs.
Support for every path to parenthood
Through Carrot Fertility, we provide inclusive fertility benefits and family-forming support. All U.S. employees have access, regardless of age, gender identity, or family structure.
Time off that works for you
We trust you to take the time you need. Our unlimited PTO and sick leave policy is designed for flexibility, rest, and real life.
Why Join Us
DataHub is at a rare inflection point: we’ve achieved product-market fit, earned the trust of leading enterprises, and secured backing from top-tier investors like Bessemer Venture Partners and 8VC. The context platform market is expected to grow from $1B to $9B in the next five years—and we’re leading the way.
By joining our team, you’ll:
- Tackle high-impact challenges at the heart of enterprise AI infrastructure
- Ship production systems that power real-world use cases at global scale
- Collaborate with a high-caliber team of builders who’ve scaled some of the most influential data tools in the world
- Build the next generation of AI-native data systems, including conversational agents, intelligent classification, automated governance, and more
If you're passionate about technology, enjoy working with customers, and want to be part of a fast-growing company changing the industry, we want to hear from you!
Company
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