Director, Channel & Alliances

Summary

Join Neo4j as a Director of Channel & Alliances and play a crucial role in developing and managing relationships with key strategic partners. You will drive partner engagement, enhance the partner ecosystem, and maximize revenue potential. Deep understanding of the Data and AI ecosystem and regional market dynamics is essential. Responsibilities include working with Cloud Service providers and systems integrators. The position reports to the Regional Partner leader for the Americas. Neo4j offers a competitive salary and commission, comprehensive benefits, professional development opportunities, and a collaborative work culture. This role offers the chance to work with cutting-edge technology and make a substantial impact.

Requirements

• BA/BS required
• 8+ years of quota-carrying experience in partner management, channel sales, or business development roles
• Proven experience working with hyperscalers, technology alliances, and system integrators to exceed pipeline and ARR goals
• Demonstrated ability to articulate the business value of complex enterprise technology
• A track record of overachievement and hitting sales targets
• Skilled in building business champions and running a complex sales process
• Previous Sales Methodology training (e.g. MEDDIC, SPIN, Challenger Sales)
• Driven and competitive: Possess a strong desire to be successful
• Skilled in managing time and resources; sound approach to qualifying opportunities
• Possess aptitude to learn quickly and establish credibility. High EQ and self-aware
• Passionate about growing your career in the largest market in software (database)
• Strong understanding of the Data and AI market dynamics and partner ecosystems
• Excellent communication, negotiation, and relationship-building skills
• Ability to work independently and drive results in a fast-paced environment
• Strong analytical and strategic thinking capabilities
• Willingness to travel as required to meet with partners and attend events

Responsibilities

• Work with partner marketing, field marketing, Cloud Sales directors, and the regional sales leader to develop and execute a regional partner strategy to drive new revenue growth and expand partner relationships
• Identify, recruit, and onboard new partners; nurture existing partnerships to maximize their potential
• Collaborate with internal sales, marketing, and product teams to create partner programs, co-marketing initiatives, and sales enablement tools
• Conduct regular business reviews with partners to assess performance, set goals, and develop action plans for improvement
• Provide training and support to partners on product offerings, sales strategies, and market trends
• Monitor market trends and competitor activities to inform partnership strategies and opportunities
• Represent the company at industry events, conferences, and partner meetings to enhance visibility and build relationships
• Track and report on partnership performance metrics, providing insights for continuous improvement
• Lead contract negotiations and finalize partnership agreements
• Collaborate with legal and finance teams to ensure compliance with legal and financial requirements
• Maintain accurate documentation for auditing and compliance purposes

Preferred Qualifications

Familiarity with databases and AI technologies is desired

Benefits

• Competitive salary and commission structure
• Comprehensive benefits package, including health, dental, and retirement plans
• Opportunities for professional development and career advancement
• A collaborative and dynamic work culture
• The chance to work with cutting-edge technology and make a substantial impact