Alliances Director – GTM/SI
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Job Description
Alliances Director driving partner initiatives for Blue Yonder's global systems integrators. Focus on pipeline growth and collaborative go-to-market strategies to enhance sales outcomes.
Responsibilities:
- Develop and execute partner account strategies aligned to Blue Yonder’s go-to-market (GTM) priorities, with a strong focus on global systems integrators (SI) across key industries such as Retail, Manufacturing, and Logistics
- Establish and maintain a strong operating cadence with SI and partner leadership, as well as Blue Yonder sales teams, to align on pipeline, priorities, and joint opportunities
- Partner closely with sales teams and SI partners to support account planning, deal execution, and co-sell motions, helping progress opportunities and remove blockers throughout the sales cycle
- Coordinate cross-functional resources (sales, marketing, product, and industry teams) to enable SI and partner ecosystems and support successful deal execution and customer outcomes
- Drive joint go-to-market initiatives with SI partners and the broader partner ecosystem, including co-selling, co-marketing, and field engagement activities that increase demand and accelerate revenue
- Support SI partner enablement by ensuring readiness across solution positioning, sales engagement, and delivery lifecycle in collaboration with internal teams
- Provide visibility into SI and partner-driven pipeline, including tracking deal progress, identifying risks, and escalating issues as needed to maintain momentum
- Serve as a key partner-facing resource across SI and consulting partners, bringing customer insights, market feedback, and opportunity intelligence to internal stakeholders.
Requirements:
- 8+ years of experience in alliances, partner sales, channel, or go-to-market (GTM) roles within enterprise SaaS, software, or supply chain technology
- Proven experience working closely with sales teams and partners (SI - System Integrators and/or technology) to drive pipeline, co-sell motions, and revenue outcomes
- Experience supporting complex enterprise sales cycles involving multiple stakeholders, partners, and solution providers
- Strong understanding of partner-driven GTM execution, including pipeline management, deal progression, and partner engagement strategies
- Ability to build and manage relationships with systems integrators (SIs), consulting firms, and/or technology partners
- Demonstrated success influencing or contributing to partner-driven revenue growth in a SaaS or enterprise environment.
Benefits:
- Comprehensive Medical, Dental and Vision
- 401K with Matching
- Flexible Time Off
- Corporate Fitness Program
- A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more
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