CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance.
Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.
About the Role
We are seeking a senior individual contributor to serve as Alliances Director, Technology Partnerships, with primary responsibility for our strategic ISV/platform relationships. In this role, you will own the strategy and day‑to‑day execution of these partnerships—defining joint go‑to‑market motions, driving certified integrations, and turning ecosystem presence into tangible pipeline and revenue.
Reporting to the VP, Alliances & Growth, you will operate as a highly autonomous, senior IC who can set direction, influence cross‑functional stakeholders, and execute hands‑on work across sales, product, marketing, and customer teams.
This is a foundational role in our technology ecosystem strategy, focused on opening new routes to market, expanding TAM through platform integrations, and making technology partners a repeatable source of sourced and influenced opportunities.
Responsibilities
- Own the overall strategy and roadmap for our current Workday and NetSuite technology partnerships, including integration, marketplace, and field GTM motions.
- Define clear partner tiers, focus areas, and success metrics (pipeline, influenced revenue, attach rates, integration adoption) for each platform.
- Build multi‑year joint business plans with Workday and NetSuite that align product roadmap, sales coverage, and marketing investments.
- Partner with Product and Engineering to identify additional certified integrations and joint solutions that are compelling to CaptivateIQ customers.
- Ensure current and future integrations meet both technical requirements and go‑to‑market readiness (documentation, enablement materials, positioning, and reference customers).
- Establish feedback loops from partners and customers back into the product roadmap to strengthen ecosystem differentiation.
- Design and execute joint GTM motions (co‑sell plays, target account lists, campaigns) with Workday and NetSuite field teams and partner organizations.
- Drive sourced and influenced pipeline through account mapping, opportunity identification, and structured co‑selling with our sales organization and partner reps.
- Collaborate with Marketing to deliver co‑branded campaigns, events, and content that increase awareness and demand within the technology partner ecosystem.
- Serve as the primary point of contact for partner alliances teams, maintaining strong relationships across sales, alliances, product, and marketing stakeholders.
- Lead regular business reviews (QBRs/PBRs) to align on pipeline, integration priorities, and mutual success metrics.
- Navigate and resolve conflicts or ambiguity around rules of engagement, deal alignment, and roadmap expectations.
- Act as the internal champion for Workday and NetSuite, educating sales, solution consulting, partner success, and customer teams on how and when to bring these partners into deals.
- Build simple, repeatable playbooks and enablement assets for internal teams and partners (how to co‑sell, when to engage, messaging, integration value props).
- Work closely with Partner Operations to ensure partner processes (deal registration, lead sharing, reporting) are scalable and visible, enabling you to track performance and ROI.
- Define and track KPIs for the Workday and NetSuite partnerships, including sourced and influenced pipeline, win rates, integration adoption, marketplace activity, and partner NPS where applicable.
- Provide clear, data‑backed updates to leadership on performance, risks, and investment recommendations across the tech partner portfolio.
Requirements
- 10+ years in alliances, business development, or technology partnerships within B2B SaaS, with a strong track record of driving revenue through strategic ISV or platform partners.
- Direct experience working with Workday and/or NetSuite in an alliances, sales or technology partner capacity, including co‑sell motions and certified integrations.
- Existing relationships within Workday and/or NetSuite alliances and field organizations.
- Proven ability to build from 0→1: you’re comfortable operating in ambiguity, designing new programs, and iterating quickly with limited historical precedent.
- Demonstrated success owning pipeline, revenue, and adoption goals tied to partner motions (sourced/influenced ARR, attach rates, integration usage, etc.).
- Strong executive presence and influencing skills—you can earn trust and alignment with VP+ stakeholders internally and externally, even without direct authority.
- Excellent cross‑functional collaborator, able to work effectively with Sales, Product, Marketing, RevOps, and Customer teams to align on partner strategy and execution.
- Comfortable combining strategic thinking with hands‑on execution—from crafting multi‑year alliance strategy to running point on individual co‑sell opportunities or events.
- Highly organized and data‑driven, with experience using CRM (e.g., Salesforce) and reporting tools to manage partner performance and communicate outcomes.
- Periodic travel for partner meetings, conferences, and internal planning (estimated 25%+ travel).
Benefits
- (US-ONLY)Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents.
- Flexible Time Off: Flexible vacation days plus quarterly mental health days to ensure you have the space to recharge.
- Annual Stipends: Dedicated funds for your professional development and caretaking needs.
- Work Anniversary Bonuses: Annual bonuses to celebrate your milestones and contributions to the CaptivateIQ team that grow as your tenure does.
- Retirement Savings (US-Only): A 401(k) plan to help you invest in and secure your future.
- Premium Tools: The latest Apple hardware to empower you to do your best work.
- Inclusive Community: Active Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI goals by fostering an environment where diverse talent thrives.
Notice for Prospective Candidates
- Only emails from @captivateiq.com should be trusted.
We are aware of active recruitment scams using the CaptivateIQ name, in which individuals pose as our recruiters and post fake remote job openings and make fake job offers on the Internet. Please note, we will never do the following:
- Attempt to correspond with a candidate using a free web-based account, such as an email address that ends in @gmail.com, @yahoo.com, @hotmail.com, etc.
- Make an offer of employment without conducting multiple rounds of interviews face-to-face using secure video-conferencing technology.
- Ask candidates to cash checks to buy equipment on behalf of CaptivateIQ.
- Ask candidates to make a payment in order to be considered for a position.
- Make early requests for candidates' personal information such as date of birth, passport details, credit card numbers, bank details and social security number, etc.
- Please note that we’ll only ask for more sensitive personal information in connection with background checks after an offer is made.
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