Job Description – Senior Director, Sales & Partnerships
Location - United States (East Coast)
About the role:
We are looking for a high-impact sales and partnerships leader to drive strategic growth across enterprise accounts, global system integrators (GSIs), strategic alliances, and cloud ecosystem and ISP partners. This role will play a critical part in accelerating revenue growth, expanding enterprise market presence, and building scalable go-to-market motions across FinOps, SecOps, Cloud Governance, AI-driven Cloud Operations, and SaaS platforms.
The ideal candidate is a quota-carrying sales leader with strong experience managing enterprise customers, building strategic partnerships, and driving complex SaaS sales cycles. The individual should be comfortable engaging with CXOs, cloud leaders, FinOps teams, security leaders, and transformation stakeholders across global organizations.
This role requires a combination of direct sales ownership, strategic partnership management, GTM leadership, and executive relationship building.
Key Responsibilities:
1. Revenue Ownership & Business Growth
- Own and drive revenue targets across direct enterprise sales and strategic partnerships.
- Build and execute GTM strategies to acquire new enterprise customers and expand existing accounts.
- Drive pipeline generation through direct prospecting, partner ecosystem engagement, and strategic account planning.
- Develop and execute territory plans, account plans, and partnership growth plans aligned with business objectives.
- Lead complex enterprise sales cycles involving multiple stakeholders, procurement teams, legal teams, and executive leadership.
- Identify opportunities for cross-sell, upsell, and expansion within existing customers.
- Forecast revenue accurately and provide regular business updates to leadership.
2. Strategic Partnerships & Alliances
- Build and manage relationships with GSIs, SIs, cloud hyperscalers, consulting firms, MSPs, technology alliances, and channel partners.
- Develop strategic partnership models that drive joint pipeline creation, co-selling opportunities, and long-term revenue growth.
- Create and execute partner enablement plans including training, solution positioning, joint marketing initiatives, and executive alignment.
- Collaborate with cloud ecosystem partners such as AWS, Azure, Google Cloud, and strategic technology partners.
- Negotiate partnership agreements and drive mutual business outcomes.
- Build strategic alliance programs focused on enterprise transformation, cloud optimization, governance, security, and AI adoption.
3. Enterprise Sales Leadership
- Engage with enterprise customers across CIO, CTO, CISO, VP Engineering, FinOps, Cloud Operations, Infrastructure, and Procurement teams.
- Understand customer business challenges and align solutions to measurable business outcomes.
- Position solutions around cloud cost optimization, governance, security, compliance, AI-driven operations, and operational efficiency.
- Lead executive presentations, customer workshops, solution discussions, and commercial negotiations.
- Partner closely with solution engineering, product, customer success, marketing, and leadership teams.
- Drive customer adoption, customer satisfaction, and long-term account growth.
- Support board-level and leadership-level business reviews with pipeline and growth insights.
Required Qualifications
- Bachelor's degree in Business, Engineering, Technology, or a related field.
- 10-15+ years of experience in enterprise SaaS sales, strategic partnerships, alliance management, or business development.
- Strong experience working with enterprise customers, GSIs, SIs, cloud ecosystem partners, and strategic alliances.
- Proven experience owning and delivering quota/revenue targets.
- Strong understanding of enterprise SaaS sales methodologies and complex sales cycles.
- Experience selling cloud, FinOps, SecOps, SaaS, infrastructure, AI, or enterprise technology solutions.
- Strong executive presence with ability to engage and influence CXO stakeholders.
- Demonstrated experience building GTM strategies and scaling partnership-led revenue.
- Excellent communication, negotiation, presentation, and stakeholder management skills.
- Strong analytical, strategic thinking, and business planning capabilities.
Preferred Qualifications
- Experience working with cloud platforms such as AWS, Azure, or Google Cloud.
- Understanding of FinOps, Cloud Governance, CNAPP, Security Operations, AI-driven automation, or cloud optimization solutions.
- Prior experience in high-growth SaaS organizations or startup-to-scaleup environments.
- Existing relationships within enterprise accounts, cloud ecosystem partners, or strategic consulting organizations.
- Experience working in global or multi-region sales environments.
- MBA or equivalent business qualification is a plus.
Key Success Metrics
- Revenue achievement against quarterly and annual targets.
- Enterprise customer acquisition and account expansion.
- Partner-driven pipeline and revenue contribution.
- Strategic partnership growth and engagement.
- Forecast accuracy and pipeline health.
- Customer retention and expansion metrics.
- GTM execution effectiveness.