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Director of Strategic Partnerships gn DACH, Nordics, and CCE

Actian Corporation

Job Overview

Location

Indiana, USA

Job Type

Full-time

Full Job Description

📋 Description

• Own the end-to-end lifecycle of Actian’s strategic partnerships across DACH, Nordics, and Central & Eastern Europe—from first handshake to multi-million-euro revenue streams—while ensuring every alliance is anchored in Actian’s vision of AI-ready data governance and observability.
• Recruit, qualify, and onboard new cloud, SI, ISV, and technology partners by mapping their strategic objectives to Actian’s cloud-native Intelligence Data Platform, then architect joint value propositions that accelerate time-to-value for Fortune-1000 customers.
• Co-create go-to-market blueprints with partners that span co-selling motions, integrated campaigns, and joint solution launches; secure executive sponsorship on both sides and track pipeline, bookings, and customer success metrics in Salesforce and PartnerTap.
• Serve as the single point of accountability for partner success: negotiate MSA’s, business plans, and QBR cadences; resolve escalations within 24 hours; and maintain a living partner scorecard that surfaces expansion, renewal, and cross-sell opportunities.
• Evangelize Actian’s data governance and AI-readiness story at industry events, partner summits, and customer advisory boards across Berlin, Stockholm, Vienna, and Warsaw—delivering keynote talks and executive briefings that position Actian as the trusted data fabric for hybrid cloud.
• Translate field intelligence into product roadmap influence: synthesize partner feedback on security, performance, and compliance requirements and present prioritized feature requests to Product Management each quarter.
• Orchestrate cross-functional squads (Sales, Marketing, Product, Support, Legal) to launch co-sell plays, MDF programs, and technical integrations on aggressive timelines—ensuring every deliverable ladders up to regional revenue targets.
• Build and mentor a virtual partner team across EMEA; set OKRs, coach on value-selling techniques, and celebrate wins in monthly all-hands to foster a culture of collaboration and continuous improvement.
• Conduct quarterly market scans to identify whitespace opportunities in regulated industries (finance, healthcare, public sector) and craft differentiated partner strategies that exploit emerging privacy and AI regulations.
• Champion Actian’s CSR and diversity commitments by selecting partners whose ESG values align with ours, then co-host community hackathons and university outreach programs that widen the data talent pipeline.
• Report to SVP WW Alliances and present regional performance, pipeline health, and strategic recommendations during bi-weekly leadership reviews—using data-driven storytelling to secure incremental investment and executive air cover.

🎯 Requirements

• Bachelor’s degree in Business, Computer Science, or related field; MBA or Master’s preferred.
• 10+ years in strategic partnerships, business development, or alliance management within the software/SaaS industry, with a clear focus on data management, analytics, or cloud platforms.
• Demonstrated success recruiting, negotiating, and scaling partner programs that generated ≥ €10 M in partner-sourced ARR in EMEA markets.
• Deep familiarity with cloud environments (AWS, Azure, GCP), data integration, data governance, and enterprise security frameworks.
• Exceptional written and verbal communication skills in English plus fluency in at least one regional language (German, Swedish, or Polish).
• Willingness to travel ≥ 25% across DACH, Nordics, and CEE to nurture executive relationships and close strategic deals.

🏖️ Benefits

• Competitive, success-oriented compensation package including uncapped accelerators for over-achievement against partner-sourced revenue targets.
• Flexible, fully remote work model with core hours that let you balance life in Berlin, Stockholm, or wherever you call home.
• Annual CSR matching program—every volunteer hour or charitable donation you make is matched by Actian to amplify your community impact.
• Complimentary premium access to a Wellness, Sport & Meditation app plus a buddy onboarding program to ensure you feel supported from day one.
• Top-tier work equipment (laptop, monitor, headset, ergonomic accessories) and budget for home-office upgrades so you can perform at your peak.

Skills & Technologies

Remote

Degree Required

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About Actian Corporation

Actian Corporation delivers hybrid data management and analytics software for transactional, analytical and hybrid workloads. Its flagship Avalanche cloud data warehouse, Vector analytic database and Ingres transactional engine enable enterprises to unify transactional and analytic data across on-premises, cloud and edge environments. The company serves financial services, healthcare, retail and telecommunications sectors, providing data integration, database management and real-time analytics capabilities that support mission-critical applications and large-scale data processing requirements.

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