Director, Global ISV Alliances

With Confluent, organizations can harness the full power of continuously flowing data to innovate and win in the modern digital world. We have a purpose that drives us to do better every day – we're creating an entirely new category within data infrastructure - data streaming. This technology will allow every organization to create experiences and use the power of data in ways that profoundly impact the way we all live. This impact is our purpose and drives us to do better every day.

One Confluent. One team. One Data Streaming Platform.

Data Connects Us.

About the Role:

We are seeking an experienced, accomplished, and high-impact ISV alliances leader to join our Ecosystems and Business Development leadership team.  Given our aspiration to make event streaming the central nervous system of the modern digital business, a robust cloud partner ecosystem is not only essential to our success but represents an x-factor opportunity as we create this new event-streaming category.                                                                          

This is a true strategy-through-execution role. You will drive the vision, prioritization, and development of partnerships with our larger ISV partners and ensure that these relationships deliver against business and strategic goals. You will also be comfortable rolling up your sleeves to lead contract negotiations as well as define and execute on mutual goals and metrics. This will require excellent leadership, business, technology, and relationship skills as you work across all facets of the business to align requisite cross-functional leaders, both at Confluent and with our partners. You will leverage your industry insight and experience to make recommended adjustments to strategy as needed to ensure business and mutual partnership success. To make all this happen will leverage your industry-leading competencies in (a) building and managing a portfolio of ISV partnerships, (b) developing joint business plans, value propositions, campaigns, and GTM strategies, and (c) delivering against aggressive multi-year financial and strategic goals.

What You Will Do:

• Build multiple tech partnerships in the AI  sector.  Top priority AI partners include Elastic, SingleStore, Anthropic, Cohere, OpenAI, Vectara, Salesforce.com, CrewAI, Pinecone, and Langchain.  
• Devise and modify as necessary Confluent’s tech partner strategy for AI. 
• Drive field engagements with top priority partners based on a prioritized set of target accounts developed in conjunction with sales and partnership team leadership.
• Bring leadership and structure to joint strategy and GTM plans with top priority AI partners, including prioritization of global markets, target accounts, and solutions.
• Create and execute long-term and annual execution plans for each top priority partner
• Develop a framework for prioritizing potential tech partnerships in the AI the sector.
• Triangulate joint GTM opportunities with Cloud Service Providers and Systems Integrators to activate ecosystem plays in all regional markets.
• Execute networking functions and drive collaboration and joint selling.
• Deliver key metrics and results in alignment with Sales leadership, and drive internal alignment with our sales operations, strategy and deal teams to deliver a measurable and successful outcome
• Conduct enablement sessions for partner sales team and internally to CFLT sales and CSG functions.

What You Will Bring:

• 15+ years experience in the enterprise infrastructure software industry, ideally within the data management or data infrastructure sector 
• 5+ years experience in the AI sector.  Working knowledge of inference, RAG and agentic AI models of AI in general.
• 15+ years of leading ISV alliances or partnership sales, ideally running partnerships involving ServiceNow, Salesforce, Elastic, OpenAI, Anthropic, and Langchain.
• Track record of growing an enterprise software business through ISV partnerships
• Highly effective at developing, maintaining, and influencing partner relationships at all levels, especially senior and executive leadership levels.
• A ‘doer’ and a player coach, not just a manager. Willing and eager to roll up sleeves and do the heavy lifting, when needed.
• Excellent communication and presentation capabilities combined with the ability to clearly articulate complex business proposals and to influence both internal and external stakeholders at executive levels.
• Excellent cross-functional leadership and collaboration skills that can quickly bring together Product, Marketing, Sales/Field to execute against partnerships.
• Strong market knowledge and ability to create successful growth strategies as well as own and execute on a long-term strategic plan.
• A strong business knowledge of data fabrics, message queues, ETL, and Kafka
• Demonstrated success at applying analytical skills to long-term business planning that results in tangible business outcomes.
• Ability to succeed in a fast-paced, high-growth environment while leading the organization through multiple company stages.

Come As You Are

At Confluent, equality is a core tenet of our culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. The more diverse we are, the richer our community and the broader our impact. Employment decisions are made on the basis of job-related criteria without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by applicable law.

At Confluent, we are committed to providing competitive pay and benefits that are in line with industry standards. We analyze and carefully consider several factors when determining compensation, including work history, education, professional experience, and location. This position has an annual estimated salary of $270,000 - $324,000 and a competitive equity package. The actual pay may vary depending on your skills, qualifications, experience, and work location. In addition, Confluent offers a wide range of employee benefits. To learn more about our benefits click HERE.

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