Director, Channel and Alliances

Location: US Central or East

About Us:
Neo4j, the Graph Database & Analytics leader, helps organizations find hidden relationships and patterns across billions of data connections deeply, easily, and quickly. Customers leverage the structure of their connected data to reveal new ways of solving their most pressing business problems, from fraud detection, customer 360, knowledge graphs, supply chain, personalization, IoT, network management, and more – even as their data grows. Neo4j’s full graph stack delivers powerful native graph storage with native vector search capability, data science, advanced analytics, and visualization, with enterprise-grade security controls, scalable architecture, and ACID compliance. Neo4j’s dynamic open-source community brings together over 250,000 developers, data scientists, and architects across hundreds of Fortune 500 companies, government agencies, and NGOs. Visit neo4j.com.

Job Overview:
As a Director of Channel & Alliances, you will be crucial in developing and managing relationships with key strategic partners within your assigned region. You will be responsible for driving partner engagement, enhancing the partner ecosystem, and maximizing the revenue potential of partnerships. Your deep understanding of the Data and AI ecosystem and the regional market dynamics will be essential to success in this role. Responsibilities will include working with Cloud Service providers and systems integrators.

The position will report to the Regional Partner leader for the Americas.   

Key Responsibilities:

• Work with partner marketing, field marketing, Cloud Sales directors, and the regional sales leader to develop and execute a regional partner strategy to drive new revenue growth and expand partner relationships.
• Identify, recruit, and onboard new partners; nurture existing partnerships to maximize their potential.
• Collaborate with internal sales, marketing, and product teams to create partner programs, co-marketing initiatives, and sales enablement tools.
• Conduct regular business reviews with partners to assess performance, set goals, and develop action plans for improvement.
• Provide training and support to partners on product offerings, sales strategies, and market trends.
• Monitor market trends and competitor activities to inform partnership strategies and opportunities.
• Represent the company at industry events, conferences, and partner meetings to enhance visibility and build relationships.
• Track and report on partnership performance metrics, providing insights for continuous improvement.
• Lead contract negotiations and finalize partnership agreements.
• Collaborate with legal and finance teams to ensure compliance with legal and financial requirements.
• Maintain accurate documentation for auditing and compliance purposes.

Qualifications:

• BA/BS required
• 8+ years of quota-carrying experience in partner management, channel sales, or business development roles
• Proven experience working with hyperscalers, technology alliances, and system integrators to exceed pipeline and ARR goals.
• Demonstrated ability to articulate the business value of complex enterprise technology
• A track record of overachievement and hitting sales targets
• Skilled in building business champions and running a complex sales process
• Previous Sales Methodology training (e.g. MEDDIC, SPIN, Challenger Sales)
• Familiarity with databases and AI technologies is desired.
• Driven and competitive: Possess a strong desire to be successful
• Skilled in managing time and resources; sound approach to qualifying opportunities
• Possess aptitude to learn quickly and establish credibility. High EQ and self-aware
• Passionate about growing your career in the largest market in software (database)

• Strong understanding of the Data and AI market dynamics and partner ecosystems.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to work independently and drive results in a fast-paced environment.
• Strong analytical and strategic thinking capabilities.
• Willingness to travel as required to meet with partners and attend events.

What We Offer:

• Competitive salary and commission structure.
• Comprehensive benefits package, including health, dental, and retirement plans.
• Opportunities for professional development and career advancement.
• A collaborative and dynamic work culture.
• The chance to work with cutting-edge technology and make a substantial impact.