Senior Director, Strategic Partnerships & Alliances

About Monte Carlo

As businesses increasingly rely on data to power digital products and drive better decision-making, it’s mission-critical that this data is accurate and reliable. Monte Carlo, the data reliability company, is the creator of the industry's first end-to-end Data Observability platform. Named an Inc. Best Workplace for 2024, a DBTA Readers Choice for Best Data Observability Solution for 2024, a G2 Best Product for 2023, and the "New Relic for data" by Forbes, we've raised $236M from Accel, ICONIQ Growth, GGV Capital, Redpoint Ventures, IVP, and Salesforce Ventures. Monte Carlo works with data-driven companies like Fox, Pepsico, Amazon, American Airlines, and other leading enterprises to help them achieve trust in data.

About the role:

Monte Carlo is seeking a Senior Director of Partnerships & Alliances to lead and expand our strategic partnerships and alliance initiatives. This role will be crucial in driving Monte Carlo’s growth by developing and nurturing key relationships with Independent Software Vendors (ISVs), Marketplaces, Reseller Systems Integrators (RSIs), Global Systems Integrators (GSIs), and Value-Added Resellers (VARs).

The ideal candidate will have significant experience managing and growing partnerships in the data, SaaS, or enterprise software space, focusing strongly on ISVs, alliances, and marketplace channels. You will identify, negotiate, and execute high-impact partnership opportunities that drive business results and accelerate Monte Carlo’s presence in key markets.

This will report to the Chief Revenue Officer (CRO), based anywhere in the US.

Here’s what you’ll be doing:

• Develop and execute a comprehensive partnership strategy focused on ISVs, GSIs/RSIs, VARs, and cloud marketplaces (AWS, GCP, Azure) to drive product adoption and revenue growth.

• Own and lead efforts to grow Monte Carlo’s presence on major cloud marketplaces (e.g., AWS Marketplace, Azure Marketplace, Google Cloud Marketplace) through strategic partnerships and joint go-to-market activities.

• Identify and recruit new partners within the ISV, GSI, RSI, and VAR ecosystems. Establish strong relationships with key partner executives to facilitate co-selling, marketing, and joint business opportunities.

• Work closely with the sales and marketing teams to develop partner enablement programs that drive mutual sales success, including training, co-branded collateral, and joint sales campaigns.

• Drive revenue through partnerships by developing and executing joint business plans, building strong sales pipelines, and ensuring strategic alignment with Monte Carlo’s sales and product teams.

• Manage and grow existing partnerships, ensuring alignment on business goals, performance metrics, and joint initiatives.

• Partner with internal teams, including Sales, Marketing, Product, and Customer Success, to deliver a seamless partner experience and ensure successful execution of go-to-market strategies.

• Lead a small, high-performing partnerships team. Regularly report on partnership pipeline progress, revenue goals, and market development activities to senior leadership.

We’re excited about you because you have:

• 8-12 years of experience in strategic partnerships, alliances, or business development, with a significant focus on ISV partnerships, marketplaces, and RSI/GSI/VAR relationships, ideally in the SaaS, data, or enterprise software industries.

• Demonstrated success in building and scaling partnerships with ISVs, GSIs, and VARs, and driving joint sales opportunities to exceed revenue and pipeline goals.

• Strong business acumen with the ability to think strategically and drive high-impact initiatives across multiple teams.

• Exceptional relationship management skills, with a history of building and maintaining strong partnerships at the executive and operational levels.

• Experience working with channel partners, including structuring deals, negotiating contracts, and developing partner enablement strategies.

• Proven leadership and mentoring experience, with the ability to motivate teams, manage multiple stakeholders, and influence cross-functional teams to achieve partnership goals.

• Excellent verbal and written communication skills, with the ability to present to executive audiences and influence decision-makers.

Nice to haves:

• Experience working with data observability, data infrastructure, or SaaS companies.

• Understanding of cloud infrastructure and services.

• Ability to navigate complex, high-value enterprise deals.

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Come As You Are

Equality is a core tenet of Monte Carlo's culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. 

Monte Carlo is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

We are proud to be recognized for our world-class employee experience:

Monte Carlo Named to American's Most Loved Workplace List 2024

Monte Carlo Named an Inc. Best Workplace for 2024

Monte Carlo Named A Top 20 ORG For Venture Capital Funded Companies, Spring 2024

Monte Carlo Named A Top 5 ORG in San Francisco, Spring 2024