Director, Channel & Alliances

Summary

Join Neo4j as a Director, Channel and Alliances (West) and play a crucial role in developing and managing relationships with key strategic partners in the US West region. You will drive partner engagement, enhance the partner ecosystem, and maximize revenue potential. Leveraging your deep understanding of the Data and AI ecosystem and regional market dynamics, you will work with Cloud Service providers and systems integrators. Responsibilities include developing and executing regional partner strategies, identifying and onboarding new partners, collaborating with internal teams, conducting business reviews, providing partner training, monitoring market trends, representing Neo4j at industry events, tracking performance metrics, leading contract negotiations, and ensuring compliance. This role reports to the Regional Partner leader for the Americas. Neo4j offers a competitive salary, stock options, annual bonuses, and comprehensive benefits.

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

• Medical, dental, and vision benefits
• 401(k)
• Paid time off
• Certain leaves of absence
• Stock option grant
• Annual bonus