Director Partner Sales Data and Cloud Alliances

Position Summary

Exavalu is seeking a results-oriented Director of Partner Sales to drive pipeline, revenue, and market expansion through its Data and AI partner ecosystem. This individual will own sales execution across strategic alliances such as Databricks, Microsoft, AWS, Snowflake, Denodo, and other cloud, data/analytics, partners.

This United States-based role will translate strategic partner relationships into qualified opportunities and closed business. The Director will align Exavalu sellers with partner field teams, map accounts, develop joint sales plays, secure partner investment, and execute coordinated go-to-market activities. The position complements Alliance Management, which owns overall partner strategy, program status, executive governance, and long-term relationship development.

This role is a Channel Sales Role, not just alliance management

Key Responsibilities

Partner Pipeline and Revenue

• Build and own measurable pipeline sourced or influenced by assigned Data and Cloud partners.
• Develop annual and quarterly partner sales plans with pipeline, bookings, revenue, and activity targets.
• Identify opportunities where partner technology and Exavalu consulting, implementation, industry, and managed-services capabilities can be positioned together.
• Drive opportunities from partner introduction through discovery, qualification, proposal, registration, and close.
• Maintain accurate partner attribution, opportunity status, next steps, and revenue forecasts.
• Achieve assigned partner-sourced and partner-influenced sales targets.

Partner Field Engagement

• Establish productive relationships with U.S.-based partner account executives, sales leaders, partner development managers, solution architects, industry leaders, and marketplace teams.
• Create a consistent seller-to-seller engagement motion between Exavalu and assigned partners.
• Equip partner sellers with a clear understanding of Exavalu capabilities, differentiators, customer successes, and ideal opportunity profile.
• Develop partner advocates who proactively introduce Exavalu to customers and field teams.

Joint Account Planning

• Lead account-mapping sessions with Exavalu sellers and partner field teams.
• Build prioritized target-account lists based on relationships, technology adoption, industry fit, and active transformation initiatives.
• Develop joint account plans that define the opportunity, customer stakeholders, partner value, Exavalu value, competitive position, and next actions.
• Coordinate executive introductions, customer discovery sessions, workshops, assessments, and solution demonstrations.
• Ensure each partner meeting is connected to a defined account, opportunity, or measurable business objective.

Joint Solutions and Sales Plays

• Work with alliance, sales, industry, marketing, and delivery leaders to develop repeatable Data and AI offerings.
• Translate Exavalu capabilities into partner-relevant sales plays tied to platform adoption, consumption, and customer outcomes.
• Support partner-facing pitch decks, solution briefs, battlecards, case studies, workshops, and marketplace offerings.

Opportunity Management

• Qualify partner opportunities before committing Exavalu resources, confirming customer need, budget, timeline, decision process, partner involvement, competitive landscape, and Exavalu role.
• Register qualified opportunities in the applicable partner portal and Exavalu CRM.
• Coordinate partner funding, incentives, proof-of-concept support, marketplace transactions, and co-sell resources.
• Maintain clear ownership, follow-up actions, and communication throughout the sales cycle.
• Conduct regular pipeline reviews with Exavalu sales leaders and partner teams.

Qualifications

• 10 or more years of experience in partner sales, channel sales, alliances, cloud consulting, enterprise technology, data platforms, or professional services.
• Demonstrated success building partner-generated pipeline and closing enterprise business in the United States.
• Experience working with major cloud or Data and Cloud partners such as Databricks, Microsoft, AWS, Snowflake, or Denodo.
• Established relationships within U.S. partner sales organizations are strongly preferred.
• Working knowledge of cloud platforms, data engineering, analytics, AI, GenAI, data governance, and platform modernization.
• Experience selling consulting, implementation, transformation, and managed services.
• Proven ability to translate technical capabilities into business outcomes and compelling sales propositions.
• Strong account-planning, opportunity-qualification, negotiation, and forecasting skills.
• Experience with partner portals, co-sell programs, cloud marketplaces, and partner funding mechanisms.
• Strong executive communication, presentation, and relationship-management skills.
• Experience in insurance or financial services is highly desirable.
• Bachelor degree or equivalent professional experience.