VP, North America Alliances
The opportunity.
Quantexa is hiring a VP Alliances, North America to own and grow co-sell revenue with our strategic partners across Banking, Insurance and Government. This is a hands-on, execution-led alliances role, not a channel or partner-programme role. You will sit inside the North America sales leadership team and be measured on partner-attributed and partner-sourced pipeline and closed revenue.
Our global alliance relationships are established with significant headroom for growth in the North America. You will work alongside the VP’s of Sales and sector leads to develop and execute the GTM strategy.
A large portion of co-sell is with global and regional system integrators and consultancies. For each pursuit field alliances are responsible building the partner map, bringing the right partners to the table, and make sure the ecosystem knows what is in it for them. Like all our sales leaders, you are a player-manager: you lead a team of alliances directors and you get stuck in.
Our partner ecosystem.
• GSIs and consultancies: Accenture, KPMG and PwC, with Capgemini, IBM and Deloitte as other key partners.
• Hyperscalers: AWS, Microsoft and Google.
• Technology and data partners: Databricks, Moody’s and Dun & Bradstreet.
What you’ll be doing.
Own the North America co-sell plan with strategic partners, with clear targets for partner-sourced and partner-influenced pipeline and revenue.
Build the partner map for each priority deal: decide who to bring in, in what role, and what each partner gains, then run the pursuit alongside the Quantexa account team.
Work side by side with sellers and partner teams on live opportunities, from qualification through to close and delivery.
Lead and develop a team of alliance professionals, setting expectations, coaching and stepping in where needed.
Build and sustain executive relationships at GSIs, RSIs, hyperscalers and data partners, and represent Quantexa credibly at C-level, both externally and internally.
Make the most of hyperscaler programmes and routes to market, including co-sell programmes and marketplaces, and apply the same discipline to co-selling with other technology and data companies.
Work across Quantexa’s functions to deliver with partners: Marketing, Delivery, PMO, Product, R&D and Sales. Make sure partner joint propositions, delivery models and roadmap feedback land well.
Work with the EMEA and APAC alliance leads to share what works, align on global partners and bring global partner momentum into North American accounts.
Report on partner performance with rigour: pipeline, wins, partner engagement and what we are learning.
What you’ll bring.
Essential:
5+ years VP alliances / head of alliances, with proven co-sell and sell-with experience. This role is not about channel or programme management.
A track record of execution at scale: partner-influenced and sourced deals you have helped execute, and the numbers to prove it.
Experience leading a team in a player-manager capacity.
Significant experience at big technology companies or at technology companies that have scaled massively. We want to hear about what you learned in that environment.
Deep understanding of the hyperscalers (AWS, Microsoft, Google) and their partner programmes.
Detailed knowledge of the GSI and RSI landscape: how they sell, how they are organised, how they are incentivised and how to win them over.
The ability to articulate what is in it for the partner, and to deliver with partners once the deal is won.
Executive presence for C-level conversations, balanced with a scrappy, roll-your-sleeves-up attitude.
Based in New York City, with travel as required.
Highly desirable:
Experience running alliances at more than one technology company.
Experience working for one or more of our key partners (Accenture, KPMG, PwC, Capgemini, IBM, Deloitte or the hyperscalers).
Experience with data companies, and knowledge of how to co-sell with other technology firms.
Understanding of Banking, Insurance or Government.