Director of Alliances

Director of Alliances

Director of Alliances-AUSTIN, TEXAS

Job Description   

Position Summary:

The Director of Alliances is responsible for building a strong ecosystem of alliance partners who complement and promote our Client's solutions.  It requires an understanding of how ISVs/IHVs can impact the adoption and proliferation of our client's technologies. This individual must be able to see larger trends in the market, define strategies that help them stay ahead of those trends, and build a broad ecosystem of alliance partners.  This entails identifying ISVs/IHvs who are important to our success, establishing relationships across the alliance partner organization, formulating joint strategies, creating product alignment, fostering joint product innovation, and formulating go-to-market strategies that drive customer success. This individual must be a strong leader who can marry technical understanding with business savvy.

Position Responsibilities:

• Formulate Client's partnering strategy with major alliance vendors (i.e. Microsoft, VMware and Citrix) and all types of ISVs/IHVs, establishing strategic goals, priorities, product strategy and go-to-market programs which are aligned with our corporate strategy
• Conduct detailed analysis of the ecosystem: its sub-segments, available market
  opportunities, market entry points, and any other analysis that assists the formulation of our strategy
• Devise strategies and initiatives tailored to different segments of the ISV & IHV markets
• Message and market the value of a  partnership to ISVs/IHVs, articulating their benefits to them, building long-term strategies
• Plan and execute joint go-to-market activities. Working closely with marketing & sales and the ISVs, identify and drive a variety of joint marketing programs: awareness, demand generation, field programs, channel programs, and leverage the partner’s programs to drive DataCore sales.
• Drive selected strategic projects to achieve measurable revenue and design win metrics.
• Identify ISVs/IHVs that can effectively promote the Clients platform (while identifying opportunities for reseller or OEM arrangements where appropriate). This includes the identification of suitable candidates, developing joint  propositions, training sales forces, and building a sales and business development plan.
• Working closely with Marketing, drive the creation of content (value propositions, solutions, marketing messages, datasheets), aimed at customers,
  that sharpens and crisply communicates the value of using our Clients solutions alongside those of the ISV/IHV partners
• Working closely with Product Management, ensure that the products are well-aligned. Drive the definition and establishment of mutual support statements, solutions, product roadmaps, as well as differentiated innovations.
• Provide leadership with respect to the ISV/IHV ecosystem
• Ensure retention, growth and customer satisfaction of our partnerships.

Desired Skills & Experience

• 8 or more years of experience with ISVs/IHVs, in functions such as business development and partnerships, sales, developer relations, channels, or marketing
• Experience in virtualization, storage, server, data management software and storage networking infrastructure (Microsoft, Citrix and/or VMware experience is a plus)
• Excellent written and verbal presentation skills
• Planning and organizing skills at a detail oriented level
• High energy with the capability to multi-task in a dynamic, rapidly growing organization
• Ability to manage priorities and deadlines
• Strategic thinking and planning skills: demonstrated effectiveness in
  conducting analysis, prioritizing investments, and measuring outcomes
• Ability to work in a matrix environment and across multiple disciplines to
  orchestrate desired outcomes. Must be well-skilled in managing people and
  motivating multiple, distributed teams
• Demonstrated ability in creating partnerships and establishing mutually
  beneficial relationships, defining a common strategic vision, communicate
  effectively, and obtain buy-in across all levels of an organization
• Expertise in creating, driving, and executing plans that drive business outcomes
• B.S. degree required, preferably in a technical discipline
• Graduate degree in Marketing or an MBA is a plus
• Willing to travel (+40%)

Company Description

Our Client is the industry’s premier provider of storage virtualization software.  Its software-as infrastructure platform solves the big problem stalling virtualization initiatives by eliminating the storage-related barriers that make virtualization too difficult and too expensive.

Global 2000 data centers, enterprises of all sizes, storage OEM's, and system builders rely on Our Client's solutions to virtualize storage, easily expand capacity, protect and enhance access to data, and centralize and automate storage administration they have thousands of customers worldwide and, through its network, of authorized and trained solution providers, offers its rich set of core competencies to solve some of the biggest challenges facing businesses today.


•Core Storage Solutions and Storage Network Management
•Storage Infrastructure Software Fibre Channel & iSCSI SANs
•Network Storage Virtualization
•Volume Management and Storage Provisioning
•Data Replication and Disaster Recovery
•Storage Resource Management (SRM)
•Virtual Storage Infrastructure to complement Virtual Servers

Base Plus Incentive Compensation Plus Options Plus Full Benefit Package