Spectrum Equity

Varicent is seeking a highly experienced and strategic Alliance Director to lead our ecosystem of diverse partners and strategic alliances. This senior leadership role is critical to driving partner-sourced and partner-influenced revenue across key markets, while advancing scalable, joint go-to-market initiatives. The ideal candidate will bring a proven track record of building and executing partner-led engagement strategies, driving complex co-sell motions, and cultivating executive-level relationships with both partners and internal stakeholders. This individual must be technically adept, with the ability to understand and communicate platform integration, solution alignment, and value creation in joint offerings. A strong foundational understanding of professional services is essential to align delivery capabilities, partner readiness, and customer success. Key to success in this role is the ability to operate strategically, while also rolling up your sleeves to lead cross-functional initiatives that drive tangible outcomes in partner growth, pipeline acceleration, and ecosystem health.

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 minimal 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.