New

Global Technology Alliance Director

United States, Remote

At Dataiku, we're not just adapting to the AI revolution, we're leading it. Since our beginning in Paris in 2013, we've been pioneering the future of AI with a platform that makes data actionable and accessible. With over 1,000 teammates across 25 countries and backed by a renowned set of investors, we're the architects of Everyday AI, enabling data experts and domain experts to work together to build AI into their daily operations, from advanced analytics to Generative AI. 

 

Drive Dataiku's growth as a member of our Global Partner Organization.

The Global Technical Alliance Director is responsible for developing & executing the joint go-to-market strategy with a portfolio of enterprise technology partners that operate across Dataiku theaters (Americas, EMEA & APJ).  These technology companies are not yet Dataiku partners, but are well-established multi-billion dollar organizations. Individuals in this role proactively work with an assigned portfolio of technology partner & Dataiku stakeholders to increase business outcomes for Partners, Dataiku & our joint clients. This individual's performance will be measured against specific outcomes associated with Dataiku pipeline growth & bookings, joint offer development & documented success stories.  Individuals in this role will have C-suite business acumen, technical depth, be an influencer, and possess the ability to get stakeholders onto our journey.

Key Responsibilities:

  • Drive business outcomes with assigned Technology Partners that increase Dataiku software revenue through joint offer development, technical integrations, collaboration with Dataiku’s Independent Software Vendor (ISV) & SI Partners & extended market reach.  
  • Build & execute joint business plans with assigned Technology Partners that accelerate pipeline development, revenue growth, awareness, technical integrations & joint offer development.  
  • Identify & implement expanded Routes-to-Market in coordination with Technology Partners, other ecosystem Partners and Dataiku GTM Leadership.  
  • Conduct consistent Account Mapping with Technology Partners to identify potential Accounts to be sourced and/or influenced by the Partner.  Ensure registration of these Leads for proper handover to Dataiku’s Partner Sales team.
  • Work with Dataiku colleagues managing our ISV & SI Partners to maximize multi-party offers & pipeline development.  Drive exponential growth through development of these offers.  This can include vertical/horizontal/Line of Business offers that address specific client needs and expand the addressable market for Dataiku’s software & Partner delivered Services.
  • Collaborate with Partner Enablement to ensure key stakeholders/practitioners with each assigned Technology Partner are enabled on Dataiku’s Sales & Technical materials..
  • Align with Partner Marketing to maximize pipeline impact of events (ex: Everyday AI, Snowflake Summit, AWS re:Invent).  Leverage these conferences as compelling events to drive Dataiku/Partner/Prospect/Customer/meetings.  Secure Partner sponsorship
  • Apply proper governance to support Partnership outcomes such as Executive Business Reviews & Global Community of Practice calls with Technology Partners & Dataiku stakeholders.
  • Work cross-functionally with Dataiku  teams including Executive Leadership, Alliance Directors, Partner Sales, Platform Strategy, Marketing, Business Solutions & Partner Operations to create awareness, gain support & drive results.
  • Ensure relevant & actionable materials related to assigned Technology Partners are posted in shared channels for consumption by Dataiku teams.  Remain active in Slack & other channels to provide timely responses and receive feedback from Dataiku teams.
  • Operate globally to support Dataiku teams & Partners across Dataiku theaters (Americas, EMEA & APAC).  This includes regular attendance in calls across time zones.
  • Identify and execute on internal channels to promote our priority Partners.  Examples include, but are not limited to video interviews, attendance at GTM team meetings, local office meetups, etc.
  • Report results up & across within Dataiku.

Core Skills & Talents:

  • Passion for operating in the technology ecosystem, engaging with large organizations, data science & enterprise AI.
  • Strong verbal/written communication, listening & presentation skills.
  • Comfort establishing credibility with key decision makers & influencers.
  • Ease in speaking to stakeholders at all levels across organizations; from business executives to Client Partners to data scientists, analysts & IT.
  • Strong problem solving & analytical skills; formulate joint offers that deliver real business value and drive performance for Technology Partners, Dataiku & SI partners as appropriate.
  • Ability to recognize & maximize new business opportunities.
  • Well organized; handle multiple relationships & assignments simultaneously.
  • A commitment to exceed goals that is internal, constant & self-imposed.

Qualifications:

  • 5-7 years working within Technology company, Consulting/Services delivery firm with focus on data & analytics, technology and project delivery, or
  • 5-7 years of prior partner/alliance management experience with Technology Partners.  Preferably within enterprise software or AI/data science/machine learning.
  • Validated results in prior roles.  Notably in driving business development through joint offers developed with Technology & other ecosystem partners.
  • Command of technology ecosystem; cloud providers (ex: AWS, Microsoft Azure & Google Cloud), leading technologies (ex: Snowflake, Databricks, NVIDIA) databases & big data technologies (ex: Hadoop, Spark).
  • B.S. or B.A. in business management, finance, economics, computer science, data science or similar study. MBA, Masters in computer science or similar degree preferred.
  • Ability to travel ~20% of the time.

Expected Outcomes:

  • Increased pipeline volume & conversion rates for Opportunities sourced, co-sourced & influenced by assigned Technology Partners.
  • Increased Gross New Annual Recurring Revenue that is sourced, co-sourced & influenced by our Technology Partners.
  • Increased number of Routes-to-Market with assigned Technology Partners (co-sell, re-sell, Managed Service, OEM, Marketplace).
  • Increased number of technical integrations backed by validated business case.
  • Increased number of repeatable joint GTM offers with assigned Technology Partners & also brought to market in part by GSIs.
  • Number of jointly accepted Business Plans with assigned Technology Partners.
  • Increased number of joint success stories with assigned Technology Partners.
Compensation and Benefits

The final compensation package for this role will be determined during the interview process and is based on a variety of factors, including, but not limited to, geographic location, internal equity, education, skill set, experience and training. Eligible roles may also be entitled to receive commission or other variable compensation through Dataiku's incentive compensation program. 

Dataiku also offers comprehensive benefits, including stock options, medical, dental, and vision plans, flexible spending accounts, pre-tax commuter benefits, a 401k company match, paid vacations and sick leave, paid parental leave, employer paid disability coverage, and additional health and wellbeing perks and benefits. Dataiku reserves the right to amend or modify employee perks and benefits at any time.

US only national base pay ranges

$195,000 - $215,000 USD

 
What are you waiting for!
At Dataiku, you'll be part of a journey to shape the ever-evolving world of AI. We're not just building a product; we're crafting the future of AI. If you're ready to make a significant impact in a company that values innovation, collaboration, and your personal growth, we can't wait to welcome you to Dataiku! And if you’d like to learn even more about working here, you can visit our Dataiku LinkedIn page.
 
Our practices are rooted in the idea that everyone should be treated with dignity, decency and fairness. Dataiku also believes that a diverse identity is a source of strength and allows us to optimize across the many dimensions that are needed for our success. Therefore, we are proud to be an equal opportunity employer. All employment practices are based on business needs, without regard to race, ethnicity, gender identity or expression, sexual orientation, religion, age, neurodiversity, disability status, citizenship, veteran status or any other aspect which makes an individual unique or protected by laws and regulations in the locations where we operate. This applies to all policies and procedures related to recruitment and hiring, compensation, benefits, performance, promotion and termination and all other conditions and terms of employment. If you need assistance or an accommodation, please contact us at: reasonable-accommodations@dataiku.com
 
 
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Dataiku will never ask you for payment of any type during the interview or hiring process. Other than our video-conference application, Zoom, we will also never ask you to make purchases or download third-party applications during the process. If you experience something out of the ordinary or suspect fraudulent activity, please review our page on identifying and reporting fraudulent activity here.

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