Matillion technology turns every business into a data business. Our low-code data integration platform helps modern teams ingest, enrich and synchronise their data across a variety of cloud platforms. Leading companies like Slack, Cisco, and DocuSign trust Matillion to help them transform operational data into useful information at enterprise scale. 

We’re backed by top Silicon Valley investors and recently closed a $150M Series E in September 2021 for a total amount of $250M raised in 2021. Our investors include current and former backers of other leading enterprise data companies like Databricks, Informatica and Mulesoft. 

As Snowflake’s 2021 data integration partner of the year and a winner of Databricks’ 2021 ISV Innovation Award, our product strategy and engineering execution is continuously recognized as best in class by a rapidly growing ecosystem of technology partners. 

With dual headquarters in Manchester, UK and Denver, Colorado, and an expanding hybrid culture, we are looking for passionate, high-integrity individuals to help us scale up our rapidly growing business.

We are now looking to add a GSI Strategic Alliances Director to #TeamGreen based in the US. This role can be out of our Denver HQ or based remotely.

The Director of Global SIs will work with large partner organizations such as Deloitte, Accenture, and others to extend our reach into Enterprise customers, grow revenue, and enhance services delivery. This is a critical role within the Matillion, and will require cross-functional leadership skills to work with Matillion Executive Leadership, Sales, Support, Services, and Product teams.

In this role, you will serve as a change agent within Matillion helping to grow and scale our Enterprise business, with the high energy, flexibility and drive needed to create real and sustained business results. You will need advanced deal, strategy, and relationship management experience that can be applied across business, product, and technical challenges. And you will need to excel in building and conveying compelling value propositions based on the needs of our largest partners and their enterprise customers.

What you will be doing;

Partner Strategy, Development and Enablement

• Help define and execute Matillion’s consulting partner strategy
• Create new sales training programs and compliment the partners existing partner training programs
• Foster relationships with Key BD/sales stakeholders and executives at partner organisation
• Manage shared/funded marketing programs with Consulting partners and attend joint events and technical sessions
• Establish and orchestrate co-selling programs between Matillion’s and the consulting partner’s sales teams
• Train and enable partners on Matillion products, sales model and business strategy

Customer Success & Partner Management

• Ensure the partner is enabled enough they can position the benefits of Matillion with new projects from inception and throughout the project progression 
• Ensure that projects deliver optimum cost/benefit solutions and success criteria agreed
• Cultivating and building strong relationships with partners and becoming their trusted advisor
• Sales enablement and training, ensuring partners are proficient in our product and offering when presenting Matillion
• Work with Matillion sellers to enable effective co-selling and teaming strategies
• Facilitate and run joint planning sessions with Matillion sellers and consulting partners to identify incremental customer opportunities

Reporting

• Manage business rhythm with partner’s BD/sales organizations, implement scorecards and KPIs, and track goal achievement
• Implement internal tracking, create dashboards and regular business reports to the Matillion leadership team and direct reports
• Salesforce and Tableau experience

What we are looking for - Essential Skills

• Minimum of 10+ years’ experience in Business Development driving Go-to-Market relationships with Global Sis
• Proven history of working with top Global SIs (e.g. Deloitte, Accenture, Wipro) to build pipeline and exceed sales quotas
• Self-sufficient, focused leader with a propensity towards execution and driving revenue results
• Passionate Field Alliances/Channel champion who can provide world-class program management at the field level and thought leadership across GSIs to increase revenue and drive incremental business opportunities
• Deep experience in engaging with vertical practices (e.g. Energy, Financial Services, Technology) and technology consulting practices (e.g. Cloud, Data & Analytics, Data Integration) within a Global SI
• Natural and effortless relationship management / partner development skills
• Exceptional oral and written communication skills, with an ability to speak effectively to business development leaders, executives, product managers, engineers, lawyers, and security professionals
• Willingness to travel (~35%) post covid

Personal Capabilities

• A business leader who is able to influence and build relationships with people across all levels and organizations internally and externally
• Must be able to prioritize and multi-task with special attention to detail and follow-up
• Ability to run quickly with little supervision and adapt to a fast-paced, constantly changing environment
• Passionate about partners with a drive to achieve results
• Passion for technology combined with an entrepreneurial spirit and a passion for customer satisfaction
• Capacity to assume increasing responsibility in a highly successful, fast-paced global startup organization

#LI-Remote

Find out more about Matillion and our core company values.

Our Benefits

- A truly flexible & remote working culture

- A culture that promotes work-life balance

- Company Equity

- Access to mental health support

- 15 days PTO that increases to 25 after 12 months of service

- 5 days paid volunteering leave

- Health insurance

- Life insurance

- 401K

- Career development with monthly "hackdays" and access to a Udemy account

& much more!

We are keen to hear from prospective employees, so please apply and a member of our Talent Acquisition team will be in touch.

Alternatively, if you are interested in Matillion but don't see a suitable role, please email [email protected]

Matillion is an equal opportunity employer. We celebrate diversity and we are committed to creating an inclusive environment for all of our team. Matillion prohibits discrimination and harassment of any type, Matillion does not discriminate on the basis of race, color, religion, age, sex, national origin, disability status, genetics, sexual orientation, gender identity or expression, or any other characteristic protected by law.