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Director, Strategic Ecosystem Alliances, Redwood City, CA
We're looking for a Director, Strategic Ecosystem Alliances candidate with experience in product management, product marketing, and ISV partnerships, to join our team in Redwood City, CA.
You will report to the GVP, Technology Alliances.
The Strategic Ecosystems team is a primary center of growth, with ecosystems being a strategic priority and investment area. The team defines the strategy and go-to-market programs with Informatica's top strategic ecosystem partners to accelerate growth through high-value product innovation, joint solution focus, co-sell agreement, and joint marketing and demand generation program execution.
The team plays a critical role in platform innovation and expanding Informatica offerings to support the latest market and technology trends around data management, including data integration, data quality, application integration, cloud analytics, data governance, and master data management.
The Director of Strategic Ecosystem Alliances will lead the strategy, business plan, and GTM program associated with Informatica's solutions for Informatica's partnership with multiple strategic ecosystems. This includes aligning with partner, product, sales, and marketing teams to help drive the GTM product strategy, field engagement strategy, product communication strategy, customer activities, sales enablement, existing account development, and all activities required to support the sales funnel for direct and partner sales and customer engagement activities to support deployments and customer reference assets.
Your Role Responsibilities? Here's What You'll Do
- You will help shape the direction of Informatica's data management product portfolio that enables us to further our leadership position in a competitive and rapidly changing market.
- You will nurture and establish key relationships with our partners and collaborate to define joint products and solutions that uniquely differentiate Informatica products from ecosystem offerings.
- Evangelize the platform, representing Informatica at industry events and with customers, prospects, partners, and internal groups such as Product Marketing, Sales, System Integrators, Alliances, and Customer Support.
- Develop and drive the execution of strategic GTM programs.
- Cultivate deep relationships with ecosystem field sales, channel, partner, and marketing organizations.
- Develop and shape Informatica's ecosystem technical and sales enablement programs.
What We'd Like to See
- Enjoys spending time understanding the market and technology shifts, understanding customer problems, combining customer needs, and developing and nurturing partner relationships.
- Have relevant experience with cloud platforms and enterprise middleware products.
- Articulates the value proposition/story at varying depths depending upon audience types—customers, partners, decision-makers, business, sales, and industry analysts.
- A leader who makes things happen by working collaboratively while providing leadership to several teams within and outside the organization.
- Can author and build complex GTM strategies. Identify main marketing collateral and sales play to support Informatica's team goals for one or more ecosystems.
- Can develop product launch activities with product, field, and marketing teams.
- You must be data-driven with a focus on customer success.
- Partner/Alliances expertise in planning and executing joint plans with cloud ecosystems and/or cloud-market leaders.
- Can develop and champion product positioning, develop sales strategy, validate market messaging, and promote your product offerings both internally and externally.
- Can perform competitive analysis and market research and leverage your broad industry experience to help develop new ideas and solutions.
- Must have experience with customer experience, optimization, experimentation, and continuous improvement.
- Ready to travel (approximately 30-40% both domestic and international) for partner visits, field alignment activities, industry conferences, and supporting marketing activities at trade shows.
Role Essentials
- Experience partnering or working with cloud ecosystems or in-depth experience with ecosystem go-to-market and partnering strategy.
- Over 10 years in product management, product marketing, sales consulting, technology/ISV partnerships, or equivalent.
- Demonstrated experience in leading a distributed team.
- Ability to establish, communicate, and manage work objectives for the team.
- Prior experience driving the expansion of a software product across technology partner ecosystems and channels.
- Experience developing engagement with Sales, Marketing, Sales Consulting, Customer Success and Partner teams.
- Experience drives the success of both mature, stable products and new product concepts.
- Experience performing market analysis and competitive analysis and defining market requirement documents.
- Ability to contribute to defining a strategic vision and to articulate it in front of a variety of audiences.
- Ability to clearly articulate and present the product value proposition internally and externally with customers and partners.
- Experience with IaaS and PaaS, SaaS, and Data Management technologies. Experience with cloud analytics products and technologies.
- Experience initiating go-to-market plans and subsequent sales.
- Experience with middleware (application development and integration) products and technologies.
- A proven track record of building relationships with customers, prospects, analysts, sales, R&D, and the management team.
- Bachelor's degree in Engineering/Computer Science or a related technical discipline.
Perks & Benefits
- Comprehensive health, vision, and wellness benefits (Paid parental leave, adoption benefits, life insurance, disability insurance, and 401k plan or international pension/retirement plans).
- Flexible time-off policy and hybrid working practices.
- Equity opportunities and an employee stock purchase program (ESPP).
- Comprehensive Mental Health and Employee Assistance Program (EAP) benefit.
We're guided by our DATA values and we are passionate about building and delivering solutions that accelerate data innovations. At Informatica, we know diversity drives innovation. We are proud to be an Equal Opportunity Employer dedicated to maintaining a work environment free from discrimination, one where all employees are treated with dignity.
Informatica (NYSE: INFA), a leader in enterprise AI-powered cloud data management, brings data and AI to life by empowering businesses to realize the transformative power of their most critical assets. We pioneered the Informatica Intelligent Data Management CloudTM that manages data across any multi-cloud, hybrid system, democratizing data to advance business strategies. Customers in approximately 100 countries and more than 80 of the Fortune 100 rely on Informatica. www.informatica.com. Connect with LinkedIn, X, and Facebook. Informatica. Where data and AI come to life.
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