K2View is a leading enterprise data fabric and operational data platform provider, empowering global organizations to unlock the full potential of their data. Our innovative technology enables real-time data integration, governance, and delivery, driving digital transformation across industries. We are committed to fostering strategic partnerships that amplify our market reach and deliver unparalleled value to customers.
Role Overview
As the Senior Director of Partnerships and Alliances, you will spearhead the strategy, development, and execution of K2View’s global partnerships with Global Systems Integrators (GSIs), cloud providers, and technology allies. Your mission is to drive exponential pipeline growth, design joint go-to-market (GTM) strategies, and create differentiated service offerings that leverage partner strengths and K2View’s platform expertise. This role demands a visionary leader with a proven track record of scaling revenue through partner ecosystems and fostering deep collaboration across internal and external stakeholders
Key Responsibilities
- Pipeline Generation & Revenue Acceleration
- Develop and execute strategies to generate 3x pipeline coverage against assigned revenue targets through partners.
- Drive partner-led deal registration, co-selling, and co-delivery motions to secure high-value wins.
- Monitor and optimize partner-sourced pipeline health, ensuring robust conversion rates.
- GTM Strategy Design & Execution
- Architect joint GTM plans with GSIs and cloud partners, aligning on “sell-with” and “sell-through” motions.
- Define clear roles, incentives, and enablement frameworks to ensure partner sales and technical teams are equipped to position K2View’s platform.
- Launch co-marketing campaigns, partner summits, and demand-gen initiatives to amplify market presence.
- Innovative Service Offerings
- Collaborate with GSIs and K2View’s product team to co-create solutions that combine partner IP (e.g., industry-specific accelerators) with K2View’s data fabric capabilities.
- Design outcome-based service offerings (e.g., packaged analytics, migration frameworks) to address priority use cases in verticals like telecom, financial services, and retail.
- Cross-Functional Collaboration
- Partner with K2View’s product team to align roadmaps with partner capabilities and market needs.
- Work with learning services to build partner certification programs and joint training curricula.
- Collaborate with partner marketing to develop collateral, case studies, and ROI tools that highlight joint value propositions.
- GSI Relationship Management
- Own executive relationships with top-tier GSIs (e.g., Accenture, Deloitte, Infosys), ensuring alignment on goals, metrics, and investments.
- Negotiate joint business plans (JBPs) with clear KPIs for pipeline, revenue, and customer success.
Key Requirements
- 20+ years of experience in alliances, partnerships, or business development, with 5+ years independently managing GSI relationships in enterprise software/SaaS.
- Proven ability to generate 3x+ pipeline coverage and exceed revenue targets via partners (must have generated $1 million USD worth of qualified pipeline in present/previous role through GSIs)
- Expertise in designing GTM strategies for complex ecosystems, including incentive structures, enablement programs, and co-selling playbooks.
- Strong technical acumen to align partner capabilities with product roadmaps; familiarity with data management, cloud platforms, or AI/ML is a plus.
- Demonstrated success in fostering collaboration across product, marketing, and sales teams to deliver partner-driven growth.
- Exceptional negotiation, executive communication, and relationship-building skills.
Why Join K2View?
- Lead partnerships for a high-growth disruptor in the data management space.
- Shape the future of enterprise data solutions alongside industry-leading GSIs.
- Competitive compensation, equity opportunities, and a culture of innovation.
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What We Do
At K2View, we believe that every company should be able to liberate and elevate its data to deliver the most personalized and profitable customer experience in its industry, while being innovative and radically agile. With K2View, companies manage data in a whole new way, using a business lens: they create data products that continually sync, transform, and serve data from siloed source systems – delivering a real-time, holistic view of any business entity to any data consumer. Our Data Product Platform fuels operational and analytical workloads, at enterprise scale. It deploys on premises or in the cloud, in a matter of weeks, and adapts to change on the fly. The most data-intensive companies in the world, including AT&T, Verizon, American Express, Vodafone, and Hertz trust K2View Data Fabric for their operational use cases - spanning Customer 360, cloud migration, test data management, data tokenization, and legacy application modernization.
