Alliances Director New

At Varicent, we’re not just transforming the Sales Performance Management (SPM) market—we’re redefining how organizations achieve revenue success. Our cutting-edge SaaS solutions empower revenue leaders globally to design smarter go-to-market strategies, maximize seller performance, and unlock untapped potential. Varicent stands at the forefront of innovation, celebrated as a market leader in the _2025 Forrester Wave Report for SPM_, _2023 Ventana Research Revenue Performance Management (RPM) Value Index_, _Gartner Peer Insights_, _2024 Gartner SPM Market Guide_, and _G2. _Our solutions are trusted by a diverse range of global industry leaders like T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody's, Stryker and hundreds more. Here’s why you’ll thrive at Varicent:

- **Innovate with Purpose: Build impactful solutions for customers worldwide.**:

- **Join Excellence: Work in a diverse, collaborative, and innovative team.**:

- **Shape the Future: Lead in redefining revenue optimization.**:

- **Grow Together: Unlock your potential in a supportive environment.**

Join us at Varicent—where your talent and ambition meet limitless opportunities for success

**What You'll Do**:

- Own and manage strategic relationships with key North American regional partners, LATAM partners, and technology alliances, driving joint go-to-market (GTM) execution, pipeline growth, and partner-influenced revenue.
- Develop and execute comprehensive partner business plans focused on sales enablement, solution alignment, co-marketing, and joint pipeline generation goals.
- Identify and activate high-impact partnerships with NA regional and LATAM and partners that complement Varicent’s enterprise strategy and customer needs.
- Build synergy with technology alliance partners to support integrated solutions, collaborative GTM motions, and aligned messaging across the ecosystem.
- Drive partner engagement and trust by aligning incentives, field collaboration, and sales motions between partner teams and Varicent sales.
- Enable Varicent field teams with partner education, co-sell plays, and tools that facilitate seamless collaboration with regional, LATAM and technology partners.
- Lead executive-level engagement with partner organizations to reinforce strategic alignment, ensure executive sponsorship, and deepen long-term collaboration.
- Measure and optimize partner performance through rigorous tracking of sourced deals, influenced deals, revenue attribution, and ongoing program refinement.
- Collaborate cross-functionally with Sales, Marketing, Product, and Customer Success, Professional Services to drive scalable, repeatable, and impactful partner engagement.

**What You'll Bring**:

- 15+ years of experience in alliances, channel sales, product alliances, business development or related fields, with a focus on regional, LATAM and technology alliances in the enterprise software or SaaS space.
- Deep understanding of sourced models, co-sell models, partner-influenced revenue, and the enterprise sales cycle.
- Proven ability to develop and execute joint go-to-market strategies, drive field alignment, and generate incremental revenue through strategic partnerships.
- Strong executive presence with exceptional relationship-building skills; confident engaging senior leaders internally and externally.
- Excellent communication, negotiation, and program management skills, with a proven track record of scaling partner impact.
- Ability to thrive in fast-paced, matrixed environments and navigate complex partner ecosystems with mínimal oversight.
- Experience driving partner engagement across sales, marketing, and product teams to deliver cohesive, high-impact outcomes.
- Strong commercial acumen, with the ability to navigate partner contracts, including reviewing, negotiating, and editing terms to ensure alignment with company strategy and compliance standards.
- Willingness to travel 15-20%+ for partner meetings, strategic planning sessions, and events that support partner enablement, go-to-market efforts, and executive engagement.