Senior Director, Strategic Partnerships & Alliances

Summary

Join Monte Carlo as a Senior Director of Partnerships & Alliances to lead and expand strategic partnerships. This crucial role will drive growth by developing and nurturing key relationships with ISVs, marketplaces, RSIs, GSIs, and VARs. You will identify and execute high-impact partnership opportunities, driving business results and accelerating Monte Carlo's market presence. Reporting to the CRO, this position is based anywhere in the US. The ideal candidate will have extensive experience in managing and growing partnerships in the data, SaaS, or enterprise software space, with a strong focus on ISVs, alliances, and marketplace channels. You will be responsible for developing and executing a comprehensive partnership strategy, identifying and recruiting new partners, and working closely with sales and marketing teams.

Requirements

• 8-12 years of experience in strategic partnerships, alliances, or business development, with a significant focus on ISV partnerships, marketplaces, and RSI/GSI/VAR relationships, ideally in the SaaS, data, or enterprise software industries
• Demonstrated success in building and scaling partnerships with ISVs, GSIs, and VARs, and driving joint sales opportunities to exceed revenue and pipeline goals
• Strong business acumen with the ability to think strategically and drive high-impact initiatives across multiple teams
• Exceptional relationship management skills, with a history of building and maintaining strong partnerships at the executive and operational levels
• Experience working with channel partners, including structuring deals, negotiating contracts, and developing partner enablement strategies
• Proven leadership and mentoring experience, with the ability to motivate teams, manage multiple stakeholders, and influence cross-functional teams to achieve partnership goals
• Excellent verbal and written communication skills, with the ability to present to executive audiences and influence decision-makers

Responsibilities

• Develop and execute a comprehensive partnership strategy focused on ISVs, GSIs/RSIs, VARs, and cloud marketplaces (AWS, GCP, Azure) to drive product adoption and revenue growth
• Own and lead efforts to grow Monte Carlo’s presence on major cloud marketplaces (e.g., AWS Marketplace, Azure Marketplace, Google Cloud Marketplace) through strategic partnerships and joint go-to-market activities
• Identify and recruit new partners within the ISV, GSI, RSI, and VAR ecosystems. Establish strong relationships with key partner executives to facilitate co-selling, marketing, and joint business opportunities
• Work closely with the sales and marketing teams to develop partner enablement programs that drive mutual sales success, including training, co-branded collateral, and joint sales campaigns
• Drive revenue through partnerships by developing and executing joint business plans, building strong sales pipelines, and ensuring strategic alignment with Monte Carlo’s sales and product teams
• Manage and grow existing partnerships, ensuring alignment on business goals, performance metrics, and joint initiatives
• Partner with internal teams, including Sales, Marketing, Product, and Customer Success, to deliver a seamless partner experience and ensure successful execution of go-to-market strategies
• Lead a small, high-performing partnerships team. Regularly report on partnership pipeline progress, revenue goals, and market development activities to senior leadership

Preferred Qualifications

• Experience working with data observability, data infrastructure, or SaaS companies
• Understanding of cloud infrastructure and services
• Ability to navigate complex, high-value enterprise deals