Director, Alliances & Channel Sales

Director, Alliances & Channel Sales

Coralogix is a full‑stack observability platform built on a streaming architecture that decouples cost from ingest volume — which means customers stop rationing their data. We’re growing quickly, working with engineering organizations that have outgrown the pricing and architecture of the incumbents, and building toward observability for the AI era.

We are looking for a Director, Alliances & Channel Sales who lives inside that motion. Not a partner manager who reports on it. Someone who sits in the SI’s practice meetings, gets Coralogix into the reference architecture, walks the partner’s AE into our AE’s pipeline, and then stays in the deal until it closes.

• Recruit and activate partners, including Global SIs (Accenture, Deloitte, Infosys, Capgemini, Wipro, and similar), regional and boutique SIs, and hyperscaler field organizations at AWS and GCP. Recruiting new partners is as much the job as managing existing ones.
• Run all three motions (sell‑to, sell‑with, sell‑through) and know which one you’re in. Explain to partner execs why you’re proposing one over the other.
• Drive pipeline into our sales team; partner‑sourced opportunities that are qualified, with a named champion and a real event. Closed revenue is the metric.
• Run onsite workshops, coordinating and leading joint workshops with our AEs, SEs, and prospects—architecture sessions, migration assessments, cost‑modeling deep dives. Own logistics, invite list, and follow‑up.
• Own the hyperscaler relationship in‑region. Marketplace listings and private offers, co‑sell registration, ISV programs, funding, and the individual AWS and GCP sellers who control the account plan.
• Pitch Coralogix yourself. Walk into a partner’s practice lead meeting alone and explain why Coralogix wins: architecture, cost model, and where we sit in observability for the AI era.
• Build the operating rhythm: partner business plans, joint account maps, QBRs that produce decisions rather than slides, and enablement that actually changes partner seller behavior.

• Deep knowledge of partner sales models (sell‑to, sell‑with, sell‑through) and ability to articulate the appropriate model to partner executives.
• Experience recruiting, onboarding, and managing a partner ecosystem, including global SI and hyperscaler partnerships.
• Strong pipeline management skills with a focus on closed revenue and realistic championed opportunities.
• Excellent presentation, workshop facilitation, and communications skills.
• Ability to build and sustain relationships with hyperscaler sellers (AWS, GCP).
• Self‑directed; must be able to pitch Coralogix without support and drive deals to closing.