Sr. Director Strategic Partnerships

Hypori is seeking a Sr. Director of Strategic Partnerships. The Sr. Director of Strategic Partnerships will lead the global efforts in support of both Strategic and Tactical GTM Partners, working side-by-side with the Government and Commercial Sales teams to maximize sales results and sales efficiencies. This Leader will also work alongside Product, Engineering, and CloudOps to establish and manage relationships with Partners that are vital to bringing Hypori Halo to market (e.g., Cloud Providers, ISV’s, etc). This is a both a customer-facing and semi-technical, hands-on role which requires the candidate to be a strategic leader, a collaborative team member, as well as a technically skilled contributor. 

Responsibilities:

• Develop an Alliances strategy that will drive opportunities leveraging the partner ecosystem and align the strategy across field sales and services teams.
• Ability to grow the team as the company scales to deliver high value/impact results through partners by working closely with sales, marketing, support and product organizations to rally around partnership opportunities.
• Ensure partnerships are part of sales/account plan, working closely with the direct team.
• Drive joint partner planning processes that develop mutual performance objectives, financial targets, and critical landmarks associated with a productive partner relationship.
• Lead all contracting and other business relationship definitions and terms for all commercial partnerships.
• In partnership with Customer Success, build out a Partner Success function to replicate the impact of CS, especially for relationships that drive towards limited Customer interaction.
• Coordinate the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and partners’ expectations.
• Encourage excellent communication internally and externally.
• Lead and grow a world class Partner team.
• Working with Product Management and Product Marketing, monitor industry, market and competitive trends including competitors, competitive product’s features and functionality, pricing, and promotions.
• Manage to Customer Retention/Renewal and Expansion KPI’s for any closed/won opportunities deals influenced by Partner channel.
• Establish strong rapport with partner executives and drive breadth and depth of adoption.

Requirements:

• At least 10 years of proven experience in a SaaS sales or alliances capacity in a highly competitive market with experience of managing a global partner team.
• Prior experience at high-growth software startups.
• Prior experience working with and developing GTM with AWS or Azure.
• Prior experience with SaaS startups focused on Public Sector, Financial Services and Healthcare.
• Strong technical knowledge with prior experience in software development, engineering or product management.
• Critical problem-solving and analytical skills.
• Outstanding business judgment, strong communication and interpersonal skills.
• Ability to communicate with extreme effectiveness, both written and verbal, with technical and non-technical cross-functional teams.
• Bachelors or master’s degree in Business, Engineering, Computer Science, Mathematics, or relevant industry experience required.
• Experience and confidence in presenting to large and small groups of technical and non-technical people.
• Travel ~ 35-45%.

Personal Attributes:

• Must be a self-starter with drive, high level of initiative and self-direction. A problem solver and able to develop solutions to complex issues.
• Must be adept at working in a matrix position where results must be achieved across various departments without line authority. Comfortable working with all levels of the organization.
• Excellent people engagement, communication, and presentation skills both written and oral. Must be effective with all levels of the organization.  Must be able to represent the Company externally with partners, customers, and end users.
• Demonstrated experience marketing technology products to the SME and/or enterprise market.