Director, Strategic Alliances

Full-Time / Office of CTO / Remote

About Logz.io

The Director, Strategic Alliances, will manage and develop relationships with key technology partners and cloud providers to build and expand our business by coordinating go to market plans, product-focused integrations, and SaaS-based partnerships. These partnerships and the broader partner ecosystem are the foundation for a significant part of Logz.io’s technology and go-to-market strategy. The Director, Strategic Alliances will work as part of a team that owns technology and product alliances across a range of 3rd party product and services partners, including Amazon Web Services (AWS), Microsoft Azure, and other DevOps partners such as IBM/Redhat, Pagerduty, Hashicorp, and others. The Director, Strategic Alliances, will own the alliances and technology ecosystem and work cross-functionally across Logz.io teams including the marketing, sales, product management, development/engineering, finance, and legal services. The ideal candidate will establish a shared vision between Logz.io and the technology alliance partner developing and executing the strategic plan and cultivating key executive relationships required to support the plan.

What You Will Do:

  • Lead business development efforts with various cloud alliances and technology partners.
  • Work to jointly achieve quarterly and annual business and product goals.
  • Work closely with go-to-market teams to develop novel ways to go to market together, help execute these programs and drive the business outcomes.
  • Work closely with product and engineering teams from Logz.io and partners to develop design product integrations and joint go-to-market solutions.
  • Drive the joint value proposition for the partnerships and guide internal development of content and sales plays to enable Logz.io and partner sales and technical teams.
  • Work with marketing to drive awareness initiatives (events, webinars, campaigns, blogs, etc.).
  • Lead the relationship with strategic partners to build and drive sales opportunities between Logz.io partner sales leaders and cloud provider sales teams. 
  • Work with partner regional direct and partner sales managers and account teams to support sales pursuits and drive partner influence in sales opportunities.
  • Qualifications:

  • 5-10 years of experience in the software and IT industry doing related business development, strategic alliance, and/or partner management.
  • Experience with direct and indirect sales and go-to-market initiatives with SaaS platform providers, especially AWS and Azure.
  • Self-driven, independent, and outcomes-oriented individual with a consistent track record of successfully meeting goals in previous technical sales and technology alliances roles.
  • Proven aptitude for emerging industry trends including public cloud technologies, DevOps, microservices, containers, orchestration, cloud adoption, and digital transformation.
  • Familiarity with Cloud environments, Containers, IaaS (AWS, Azure, GCP), PaaS, SaaS.
  • Aptitude to develop, negotiate, and implement partner agreements and business plans that drive partner growth and goals.
  • Ability to develop new strategic alliances and field partnerships.
  • Capability to work independently and in a team environment.
  • Experience working with partners, channels, and integrators to build strategic programs that drive demand and sales.
  • International go-to-market experience - an advantage.
  • Ability to travel up to 25%.
  • MBA - An advantage.
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