Director, Systems Integrator Partners at Alation in Remote

Director, Systems Integrator Partners Location: USA-REMOTE Alation is pioneering the next era of data intelligence — powered by AI agents and trusted data. Organizations around the world rely on Alation to drive self-service analytics, cloud transformation, data governance, and AI innovation. Our technology helps enterprises connect people and data to make faster, smarter, and more confident decisions. With more than $340M in funding – valued at over $1.7 billion and more than 650 customers, including 40% of the Fortune 100. As data becomes the foundation of every business, Alation is leading the way in helping organizations unlock their full potential. By bringing intelligence, automation, and trust to every interaction, we empower customers to scale data-driven innovation with confidence and speed. Joining Alation means being part of a winning team shaping the future of AI-powered data intelligence. We move fast, think big, and deliver results together. Job Description: As Director, Systems Integrator (SI) Partners at Alation, you'll sit at the intersection of the AI and data intelligence revolution — not just selling it, but architecting the ecosystem that delivers it at scale. You'll build the repeatable, metrics-driven SI partnership motions that turns Alation's platform into a force multiplier for how global enterprises operationalize trusted data and AI. This is a builder's role. You'll go from concept to program — designing the strategy, developing the solution accelerators, enabling the partner community, and owning the performance metrics that make it all accountable. Your success will be measured in partner-sourced pipeline, deal attach rates, and the speed at which customers achieve business outcomes through Alation's SI ecosystem. This is a career-defining opportunity for someone who understands the economics of SIs from the inside out and is ready to operationalize that knowledge at a global scale. What You'll Do Architect and Operationalize the SI Partnership Motion Design and own Alation's global SI and GSI partnership strategy, covering sell-with, sell-to, and resell motions, solution accelerator development, enablement programs, and performance metrics. Build outcome-oriented relationships with priority SIs, aligning on vertical use cases, consumption commitments, and joint go-to-market plays that expand Alation's footprint across data cataloging, governance, data quality, and AI-driven use cases. Construct multi-party "better-together" narratives that unlock net-new pipeline and expand existing accounts, leveraging partnerships with major hyperscalers including but not limited to Snowflake, Databricks, AWS, Azure, and Google Cloud. Develop and Launch Vertically Focused Solution Accelerators Build packaged joint go-to-market plays tied to specific industry verticals, connecting Alation's Data Catalog, Data Governance, Data Quality, Marketplace, and AI Agents to concrete business outcomes. Collaborate with Product and Professional Services to align accelerator content with Alation's platform capabilities and evolving deployment and delivery models. Serve as the external face of the partnership vision — representing Alation at industry events, executive briefings, and AI/data summits, and building the industry narrative alongside Alation leadership. Help enterprises operationalize trusted data pipelines that ensure safe and compliant use of GenAI and LLM-based agents, embedding Alation as the foundation of their AI readiness roadmap. Drive Metrics-Oriented Partner Performance Establish a consumption-oriented partnership model, working toward SI commit structures that create ongoing, recurring revenue and align incentives across the ecosystem. Define stack-ranked partner tiers and performance expectations; create productive competition among the partner community to drive engagement and deal-sourcing behavior. Own the metrics and reporting framework — from deal attach rates to partner-sourced pipeline contribution — and hold partners accountable to shared outcomes including utilization, margin, delivery capacity, and time-to-customer-value. Collaborate Across the Ecosystem Work cross-functionally with Sales, Product, Marketing, and Customer Solutions teams to co-develop the go-to-market plays and enablement content that make partners self-sufficient. Advise CDOs, CIOs, and data leaders (through SI relationships) on integrating AI-powered data intelligence into their analytics, governance, and agent frameworks — influencing their AI-readiness roadmap through the trusted advisor lens of the partner channel. What You Need Minimum of 7 years partnership engagement, enablement and success across a diversity of industries including but not limited to FSI, Healthcare and Energy. Experience in AI/Agentic sell with and sell to motions a plus. Deep understanding of what makes SIs tick — the economics, incentive structures, capacity models, and delivery realities that determine whether a partnership program succeeds or stalls. Proven experience building or scaling a partner program from concept through activation to a sustained, repeatable motion — not just managing existing relationships. Background that may include product, solutions engineering, or professional services; a diversity of experience is an asset in understanding the full delivery lifecycle. Familiarity with the data and AI ecosystem — including governance, data quality, and how these translate into value-based selling that achieves material business outcomes for Fortune 1000 organizations. Demonstrated ability to influence Chief Data Officers, Chief Analytics Officers, and AI/ML leaders, whether directly or through partner channels. Experience working in or alongside platforms such as Snowflake, Databricks, AWS, Azure, Google Cloud, or similar data and cloud platforms. Strong command of enterprise frameworks (MEDDPICC, Value Selling, or equivalent) applied to a partner context — forecasting accurately, structuring joint business plans, and navigating complex multi-party procurement. Excellent communication skills and executive presence, with the ability to translate platform capabilities into partner-ready business narratives. A SI rolodex is useful but not a prerequisite — what matters most is knowing how to build productive partnerships from the ground up. Bachelor's degree or equivalent experience required; advanced degree a plus. #LI-Remote #LI-MS1 Compensation Pay Range: $173,391.00 - $234,078.00 Salary Information The base salary range is specific to the United States.  The salary of the final candidate selected for this role will be set based on a variety of factors, including but not limited to internal equity, experience, education, work location, specialty and training.  If the final candidate has a different level of experience, the base salary target range may be lower or higher than what is published. Alation, Inc. is an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without regards to that individual’s race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender identity, age, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law. The Company will strive to provide reasonable accommodations to permit qualified applicants who have a need for an accommodation to participate in the hiring process (e.g., accommodations for a job interview) if so requested. This company participates in E-Verify. Click on any of the links below to view or print the full poster. E-Verify and Right to Work.