The agile commission solution. We're hiring!
Director, Technology Partnerships
Location
California + 3 moreAll locations: California | North Carolina | Tennessee | Texas
Posted
124 days ago
Salary
$200K - $250K / year
Seniority
Lead
Job Description
Director, Technology Partnerships
CaptivateIQ
• Own the overall strategy and roadmap for our current Workday and NetSuite technology partnerships, including integration, marketplace, and field GTM motions. • Define clear partner tiers, focus areas, and success metrics (pipeline, influenced revenue, attach rates, integration adoption) for each platform. • Build multi‑year joint business plans with Workday and NetSuite that align product roadmap, sales coverage, and marketing investments. • Partner with Product and Engineering to identify additional certified integrations and joint solutions that are compelling to CaptivateIQ customers. • Ensure current and future integrations meet both technical requirements and go‑to‑market readiness (documentation, enablement materials, positioning, and reference customers). • Establish feedback loops from partners and customers back into the product roadmap to strengthen ecosystem differentiation. • Design and execute joint GTM motions (co‑sell plays, target account lists, campaigns) with Workday and NetSuite field teams and partner organizations. • Drive sourced and influenced pipeline through account mapping, opportunity identification, and structured co‑selling with our sales organization and partner reps. • Collaborate with Marketing to deliver co‑branded campaigns, events, and content that increase awareness and demand within the technology partner ecosystem. • Serve as the primary point of contact for partner alliances teams, maintaining strong relationships across sales, alliances, product, and marketing stakeholders. • Lead regular business reviews (QBRs/PBRs) to align on pipeline, integration priorities, and mutual success metrics. • Navigate and resolve conflicts or ambiguity around rules of engagement, deal alignment, and roadmap expectations. • Act as the internal champion for Workday and NetSuite, educating sales, solution consulting, partner success, and customer teams on how and when to bring these partners into deals. • Build simple, repeatable playbooks and enablement assets for internal teams and partners (how to co‑sell, when to engage, messaging, integration value props). • Work closely with Partner Operations to ensure partner processes (deal registration, lead sharing, reporting) are scalable and visible, enabling you to track performance and ROI. • Define and track KPIs for the Workday and NetSuite partnerships, including sourced and influenced pipeline, win rates, integration adoption, marketplace activity, and partner NPS where applicable. • Provide clear, data‑backed updates to leadership on performance, risks, and investment recommendations across the tech partner portfolio.
Job Requirements
- 10+ years in alliances, business development, or technology partnerships within B2B SaaS, with a strong track record of driving revenue through strategic ISV or platform partners.
- Direct experience working with Workday and/or NetSuite in an alliances, sales or technology partner capacity, including co‑sell motions and certified integrations.
- Existing relationships within Workday and/or NetSuite alliances and field organizations.
- Proven ability to build from 0→1: you’re comfortable operating in ambiguity, designing new programs, and iterating quickly with limited historical precedent.
- Demonstrated success owning pipeline, revenue, and adoption goals tied to partner motions (sourced/influenced ARR, attach rates, integration usage, etc.).
- Strong executive presence and influencing skills—you can earn trust and alignment with VP+ stakeholders internally and externally, even without direct authority.
- Excellent cross‑functional collaborator, able to work effectively with Sales, Product, Marketing, RevOps, and Customer teams to align on partner strategy and execution.
- Comfortable combining strategic thinking with hands‑on execution—from crafting multi‑year alliance strategy to running point on individual co‑sell opportunities or events.
- Highly organized and data‑driven, with experience using CRM (e.g., Salesforce) and reporting tools to manage partner performance and communicate outcomes.
- Periodic travel for partner meetings, conferences, and internal planning (estimated 25%+ travel).
Benefits
- Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents.
- Flexible Time Off: Flexible vacation days plus quarterly mental health days to ensure you have the space to recharge.
- Annual Stipends: Dedicated funds for your professional development and caretaking needs.
- Work Anniversary Bonuses: Annual bonuses to celebrate your milestones and contributions to the CaptivateIQ team that grow as your tenure does.
- Retirement Savings (US-Only): A 401(k) plan to help you invest in and secure your future.
- Premium Tools: The latest Apple hardware to empower you to do your best work.
- Inclusive Community: Active Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI goals by fostering an environment where diverse talent thrives.
Related Guides
Related Job Pages
More Account Manager Jobs
• Serve as the overarching liaison for multiple accounts • Build and strengthen client relationships to achieve long-term partnerships • Offer innovative solutions to new problems • Maintain accurate client records and track updates • Work with internal teams to oversee development of deliverables • Analyze data to identify trends • Provide strategic direction on the development of creative and media assets
• Building and maintaining strong, long-term relationships with key strategic partners, acting as the main point of contact, and ensuring client satisfaction. • Developing and executing strategic account plans to drive client growth and achieve mutual business objectives. • Identifying new business opportunities within existing accounts and conducting effective, well-organized business reviews • Working closely with internal teams to deliver tailored solutions and meet partner needs from onboarding and integration to post-launch and beyond. • Tracking key performance indicators (KPIs) and reporting on partner performance to senior management. • Working with partner stakeholders on co-marketing activities to reach small to mid-sized business clients to drive revenue.
Strategic Account Manager
Files.comFiles.com is a cloud-native, secure, SaaS file-based automation and integration platform.
• Own the end-to-end commercial strategy for a defined set of strategic accounts • Build multi-threaded relationships across technical, operational, and executive stakeholders • Lead deep discovery to uncover business and technical problems worth solving • Develop and execute account plans focused on expansion and long-term value • Lead complex negotiations and close high-impact expansion deals • Partner with Product, Engineering, Support, and Customer Success to align execution • Bring customer insight back into the organization to influence priorities and decisions
• Drive development of potential customers from cold calling, initial contact, closing business, contract negotiation/execution, and ongoing account management • Manage relationships with assigned accounts as primary contact • Ensure customer satisfaction and manage expectations and deliverables between customers, applications, and technical consulting staff • Coordinate and execute a plan for increased use of company’s products in the market • Present contracts for reagents, capital equipment, and service • Interface with Sales Administration for accurate and timely responses • Utilize Salesforce and PowerBI for documentation of sales activities and territory reporting • Represent the company at professional meetings and events • Develop sales plans to increase revenue from new and assigned accounts • Follow pricing guidelines for profitable business • Exhibit professional behavior reflecting positively on the company
