Job Description

Our client is a global Digital Product Engineering and Technology Services company that is undergoing significant expansion in key markets. The company focuses on building complex digital solutions and experiences for its customers. Our client has demonstrated robust, reliable growth, crossing the $1 billion revenue mark, and is targeting ambitious long-term expansion. The work culture is highly collaborative and results-oriented, with an emphasis on agility and direct involvement from leadership.

This is a new, director-level headcount, created as part of the company's ongoing expansion in the U.S. market. The focus is on building and growing the Alliance Partnership function in the U.S., which is crucial to the company's strategy of achieving $10 billion in revenue over the next 10 years. The Alliance program is new and fresh, allowing the Director to shape and scale it. This role offers a high level of influence on internal business planning, market strategy, and alliance growth initiatives. The work environment is described as entrepreneurial and startup-like within a globally established company, with flexible processes and international collaboration.

• Drive Alliance & Sales revenue impact, focusing on partner-influenced and partner-sourced revenue.

• Achieve YoY growth, focusing heavily on new logo acquisition (70–60% hunting) over growth in existing accounts (30–40%).

• Co-sell with hyperscalers (e.g., AWS, Microsoft Azure, Google Cloud) and manage funding & incentives utilization.

• Develop and market offerings/solutions in areas like AI/ML, Big Data, Cloud, and transformations.

• Drive partnership development through business plan meetings, follow-ups, and hyperscaler program understanding and planning.

• Ensure internal alignment by working closely with Business Units (BUs), practices, and sales teams to align the partnership strategy with business needs.

• Represent the company at conferences, partner summits, marketing events, and digital campaigns.

• Allocate approximately 50% to customer-facing activities and 50% to internal planning and collaboration.

• Must have 12–20 years of experience in IT services, consulting, or cloud technology organizations.

• Must have a minimum of 10 years in cloud alliances, partner management, or partner-sales channels as well as direct management experience. 

• Preference for candidates from IT services firms, ideally competitors; less preference for software development backgrounds.

• Demonstrated ability to work collaboratively with hyperscaler cloud sales teams (AWS, Microsoft Azure, Google Cloud).

• Proven track record of meeting or exceeding sales targets.

• Strong track record of career growth and promotions, with stints of at least 3 years per role preferred.

• Exceptional communication, negotiation, and relationship management skills.

• Understanding of IT service delivery models, including cloud migration, modernization, DevOps, and managed services

The Ideal Candidate is a "hungry" and eager alliance growth leader with 12-20 years of experience in IT services, cloud, or consulting, specifically bringing a minimum of 10 years of cloud alliances experience from an IT services competitor. This person is comfortable in a startup-like, non-hierarchical environment while navigating the scale of a global company. They must have a demonstrated ability to co-sell with hyperscalers like AWS and Azure (preferred) and be prepared to take on a significant hunting role, with 70–60% of their focus on new logo acquisition. The role requires a motivated, self-directed, and collaborative individual who can shape and scale the new Alliance program to align with the company's aggressive growth goals.

Join a stable, high-growth global company ($1B+ revenue, targeting $10B) in a new, critical Director-level role focused on U.S. expansion. This is a high-impact opportunity to shape and scale a new Alliance program with significant influence on market strategy. You will thrive in an entrepreneurial, startup-like environment while collaborating directly with partner-level executives and enjoying a flexible East Coast location. The role includes a strong focus on professional development and offers highly competitive compensation.

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Naviga Recruiting & Executive Search is a leading provider of Contingent Workforce Solutions, Executive Search, Leadership and Individual Contributor hiring, empowering businesses to achieve their strategic objectives through expert talent acquisition. Our specialties include sales, marketing, finance/accounting and operations hiring. With a commitment to excellence and a deep understanding of market trends, Naviga Recruiting & Executive Search helps organizations build high-performing teams and navigate complex workforce challenges. Naviga Recruiting & Executive Search specializes in U.S. Hiring for Global Businesses.

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