Director, Alliances & Partnerships

We are seeking a highly motivated Alliance Manager (Director level) with a strong background in developing and scaling strategic partnerships within the data and cloud ecosystem. The ideal candidate has 15+ years of experience managing alliances with technology providers in the data and advanced analytics space, hyperscalers and Insurance industry specific vendors. You are comfortable and capable of jointly driving revenue with in collaboration with sales, marketing, and vertical leadership.

Experience in Property & Casualty (P&C) Insurance is a plus but not required.

This role requires a blend of relationship management, go to market execution, partner enablement, operational excellence, and business development, aimed at strengthening collaborative value between our software partners and our go to market teams.

• Manage and grow a subset of our key strategic P&C insurance and technology partners
• Build and maintain strong relationships across partner organizations, including sales, alliances, product, and marketing teams.
• Develop and execute joint business plans with partners to expand market presence, drive revenue, and accelerate partner collaboration

• Drive co-sell and comarket motions between partners and Value Momentum, ensuring alignment on target accounts, offerings, and revenue goals.
• Coordinate joint solution development, sales enablement content, and field ready materials that highlight the value of combined capabilities.
• Partner with internal vertical, sales delivery, and marketing teams to ensure partner GTM activities are successfully activated and measured.
• Identify new market opportunities, account plays, and SI collaboration models to expand deal pipelines across partner ecosystems.
• Track partner pipeline; support accurate reporting through CRM and partner portals.
• Support sales teams during deal cycles by aligning partner resources, incentives, and technical expertise.

• Educate internal vertical, sales, and delivery teams on partner capabilities, programs, and competitive differentiators.
• Support the development and maintenance of joint offerings, reference architectures, and certifications across the delivery teams
• Act as the central liaison to ensure seamless collaboration across multiple internal and external stakeholders.

• Monitor partnership business plan, performance, KPIs, and ROI
• Navigate partner programs, deal registration processes, MDF (market development funds), and partner incentives.
• Ensure compliance with partner governance requirements and oversee contract renewals, alignment cycles, and planning cadences.

• 15+ years of experience managing alliances, channel partnerships, or ISV/SI relationships within the technology or cloud ecosystem.
• Demonstrated success collaborating with data and cloud platforms and hyperscalers.
• Proven ability to generate partner referrals, co-sell opportunities, and collaborate closely with sales and customer success leaders
• Strong business acumen spanning sales, marketing, and product/technical concepts related to data and cloud platforms.
• Experience establishing credibility with senior stakeholders across partner and internal organizations.
• Excellent communication, relationship-building, and negotiation skills.
• Adaptable to changing priorities and stakeholders

• Experience working within the Property & Casualty (P&C) insurance ecosystem
• Familiarity with partner programs, portals, and incentives within partners such as Snowflake, Databricks, AWS, Microsoft, and Guidewire ecosystems.
• Prior work supporting or collaborating with hyperscalers and data/AI vendors
• Ability to manage multiple priorities and stakeholders…