Senior Director, Alliance

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Director, Alliance based in Italy.

This is a senior leadership opportunity focused on building and scaling strategic alliances across EMEA.

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You’ll lead relationships with top-tier global systems integrators, shaping joint strategies that drive customer adoption, revenue, and long-term growth.
The role combines executive relationship management with ownership of partner-sourced pipeline, consumption, innovation, and go-to-market initiatives.
You’ll lead a team of alliance professionals while collaborating closely with sales, product, engineering, operations, and other regional stakeholders.
A key part of the role is helping partners develop differentiated capabilities around emerging Data and AI technologies and enterprise transformation.
You’ll operate in a fast-growing, complex environment where strategic judgment, technical fluency, and strong cross-functional leadership are essential.
This is an opportunity to influence some of the region’s largest strategic accounts while building scalable partnership models for the future.

• Own and execute the EMEA alliance strategy across a portfolio of top-tier Global Systems Integrator (GSI) partners, developing strategic relationships and joint business plans.
• Build strong C-suite relationships with priority partners and establish regular executive governance through business reviews, joint planning sessions, and strategic alignment meetings.
• Develop mutually agreed partner strategies with clear objectives around consumption, bookings, certifications, pipeline generation, customer adoption, and joint innovation.
• Lead the evolution of partner capabilities around emerging Data and AI technologies, including AI/BI, agentic AI, database and platform expansion, and other strategic innovations.
• Drive joint co-innovation initiatives, repeatable intellectual property, solution development, and partner-led go-to-market campaigns that accelerate enterprise transformation.
• Activate structured partner-led migration and sales motions, using scalable plays and funded programs to generate demand and accelerate customer value.
• Manage and develop a team of EMEA alliance professionals, providing coaching, strategic direction, performance management, and career development.
• Partner closely with regional sales and alliance leadership to increase partner-sourced pipeline, consumption, and customer impact.
• Establish governance frameworks that ensure accurate attribution and visibility of partner-sourced and partner-influenced pipeline.
• Develop enablement strategies that expand partner capabilities, including technical certifications, sales expertise, delivery skills, and knowledge of emerging technologies.
• Secure investment and develop programs that encourage partners to build repeatable solutions and differentiated practices.
• Own the full lifecycle of strategic partnerships, including evaluation, development, performance management, and potential offboarding.
• Collaborate with internal and external stakeholders to align partner priorities, commercial objectives, technical capabilities, and customer outcomes.
• Evangelize alliance strategy and process changes across Product, Sales, Engineering, Operations, and other cross-functional teams while fostering transparent, asynchronous collaboration.

• Extensive experience building, managing, and scaling strategic partnerships across EMEA, with progressive leadership experience within a reputable technology organization.
• Proven track record of hiring, developing, and leading alliance or partner professionals to exceed business objectives.
• Deep understanding of Global Systems Integrators and their organizational structures, stakeholders, strategies, cultures, offerings, and joint value propositions.
• Experience working with major global consulting and systems integration organizations such as Accenture, Deloitte, Capgemini, EY, or equivalent firms.
• Strong executive presence and demonstrated ability to establish trusted relationships with C-suite stakeholders at regional and global levels.
• Proven ability to mobilize partner and field teams around a shared strategy and translate executive relationships into measurable business outcomes.
• Deep domain knowledge across enterprise infrastructure, cloud, data, AI, analytics, or related technology markets, with the ability to communicate complex technical value propositions effectively.
• Demonstrated success driving partner-sourced and partner-initiated pipeline, rather than focus