The Role
The Director of Strategic Partnerships is responsible for developing and managing strategic partnerships with ISV and OEMs, driving joint initiatives, and collaborating across Actian teams to enhance partnership strategies. The role requires deep domain expertise in data management and technical acumen along with strong communication and leadership skills.
Summary Generated by Built In
Actian – Director of Strategic Partnerships, DACH & Nordics
Actian transforms businesses by simplifying how people connect, manage, and analyze data. We are passionate about innovation, delivering exceptional customer experiences, and investing in our greatest asset – our people. At Actian, we don’t just want employees to work here; we want them to belong. Our collaborative, fast-paced environment empowers individuals to grow, contribute, and succeed together. We value culture add and embrace diverse perspectives that unlock the full potential of our teams.
Our vision is to be the most trusted, flexible, and easy-to-use data platform. The Actian Intelligence Data Platform, combined with Zeenea, enables organizations to unify, manage, and analyze data seamlessly across hybrid and cloud environments. Our cloud-native solutions empower customers to explore, securely exchange, and derive real-time insights from their data—driving smarter, faster business decisions at a fraction of the cost. Today, 24 Fortune 100 companies rely on Actian technology for mission-critical applications that impact daily life.
The Director of Strategic Partnerships will be a key driver of growth in the DACH and Nordics regions, responsible for hunting new business opportunities, building a strong partner ecosystem, and creating measurable market impact. This role will focus on strategic alliances, ISV, and OEM partnerships, enabling joint initiatives that integrate Actian’s data intelligence solutions to eliminate silos, deliver actionable insights, and enhance enterprise data management capabilities.
This is a unique opportunity for a results-oriented, business development leader to build and scale partner networks from the ground up, forging long-term relationships that accelerate revenue, expand market presence, and reinforce Actian’s leadership in the data intelligence space. The ideal candidate will combine a hunter mentality, deep understanding of enterprise IT and data landscapes, and a proven ability to drive ecosystem growth and partner-led revenue.
Responsibilities
- Strategic Development: Craft, refine, and execute strategic partnerships with organizations aligned with Actian’s vision and objectives.
- Relationship Management: Serve as the primary point of contact for the ISV and OEM partnerships. This includes relationship building, issue resolution, and ongoing communication to ensure a robust and fruitful relationship.
- Partnership Execution: Drive the success of our joint initiatives by working closely with partners to develop and launch solutions, initiatives, and offerings that leverage Actian’s technologies and platform.
- Internal Collaboration: Work with internal teams across Actian, including sales, marketing, product, and support, to ensure alignment and effective execution of partnership initiatives.
- Market Analysis: Understand the partner landscape, including trends, challenges, and opportunities, to position Actian effectively and identify potential new partnerships with potential OEM and ISVs.
- Customer Insights: Gather feedback from joint customers and incorporate this feedback into the partnership strategies and Actian’s product development roadmap.
- Leadership & Reporting: Regularly update leadership and stakeholders on partnership initiatives' progress, results, and challenges.
Requirements
- Experience: Minimum of 10 years in strategic partnerships, business development, or alliance management, ideally within the technology or data sector.
- Domain Expertise: Deep understanding and hands-on experience with Data Governance, Data Catalog, and Metadata Management solutions is essential. Familiarity with leading platforms such as Informatica, Cloudera, Collibra, Alation, and Zeenea, or their direct competitors, is highly desirable.
- Technical Acumen: Strong grasp of cloud environments, data management, data integration, data analytics, and data security concepts. Ability to understand and communicate technical requirements and solutions with both internal teams and external partners.
- Communication Skills: Exceptional verbal and written communication skills, with the ability to convey complex technical and business concepts to a variety of audiences with clarity and confidence.
- Relationship Building: Demonstrated success in building, developing, and maintaining strategic, high-impact partnerships across diverse markets and geographies.
- Strategic Thinking: Ability to define and execute a long-term vision for partnerships aligned with company goals. Experience in identifying white space and developing ecosystem strategies that drive business outcomes.
- Collaboration & Leadership: A collaborative mindset with experience working cross-functionally across sales, marketing, product, and executive teams to align partnership goals with organizational objectives.
- Adaptability: Comfortable working in a fast-paced, dynamic environment with changing priorities. Ability to pivot quickly and make sound decisions under pressure.
- Customer-Centric Focus: Deep empathy for customer needs and the ability to translate those needs into scalable and impactful partnership strategies.
- Travel Requirements: Willingness to travel at least 25% of the time to support partnership development, onsite engagements, and strategic planning sessions.
- Education: Bachelor's degree in Business, Computer Science, or a related technical field is required. A Master’s degree or MBA is strongly preferred.
Why Actian?
- A success-oriented compensation package.
- Participation in our Company Social Responsibility (CSR) matching program, allowing you to make a positive impact.
- Achieve work-life balance with the option of working from the comfort of your home with flexible hours.
- Access to a Wellness, Sport & Meditation App to support your physical and mental well-being.
- A Buddy Onboarding Program to help you seamlessly integrate into our team.
- Top-notch work equipment to empower you in your role.
- Opportunities for work and travel within an international environment, broadening your horizons.
- Engage with colleagues through team events, trade fairs, and seasonal on-site company parties.
- Experience a workplace that offers great teams, exciting challenges, and a fun atmosphere.
- Come be a part of a team where your growth and well-being matter!
We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.
Top Skills
Cloud Environments
Data Analytics
Data Catalog
Data Governance
Data Integration
Data Management
Data Security
Metadata Management
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The Company
What We Do
Actian enables some of the most data-Intensive enterprises on earth to run their most mission-critical analytics and data management workloads. Thousands of forward-thinking organizations around the globe like Bloomberg, Intuit, Lufthansa, and Citibank trust Actian to help them solve the toughest data challenges and transform how they run their businesses... with data.
Actian is majority owned by HCL Technologies (HCL), a next-generation global technology company that helps enterprises reimagine their businesses for the digital age. HCL serves leading enterprises across key industries, including 250 of the Fortune 500 and 650 of the Global 2000.
