Director, Public Sector Alliances

Company: Immuta
Location: Virginia
Posted on: April 5, 2021

Job Description:

Immuta was founded in 2015 based on a specific mission to build a platform that accelerates self-service access and control of sensitive data. Immuta's award-winning automated data governance software platform creates trust across security, legal, compliance, and business teams so they can work together to ensure timely access to critical business data with minimal risks. Our automated, scalable, no code approach makes it easy for users to access the data they need, when they need it, while protecting sensitive data and ensuring their customers' privacy.-- Our Mission is clear. Enable the legal and ethical use of data. How we approach this mission is also clear!-- We are mission focused. Born out of a government mission, we understand why data is about more than just analytics - it also represents our values. Our mission is to enable the legal and ethical use of data, ensuring that data is accessible to only those who need it, for the right reasons, and in the proper form. We are humble intellects. We are experts in privacy, ethics, law, and engineering. But true expertise requires constant change - to always learn and to always adapt. And that means we excel as students and as teachers. We have something to learn from everyone, at any time, in any place.-- We are independent achievers. We don't need guidance to get things done, yet we know when to ask for help. We accomplish our mission while upholding our values, whatever it takes. We are helpful and caring. For us, life is about the values we uphold, not the credit we receive or the attention we garner. We operate with respect and consideration of our peers, acting with empathy, honesty, transparency, and integrity. Immuta is experiencing exceptional growth and we have an immediate need for a Director of Public Sector Alliances who is looking for a rare opportunity to be part of an innovative company. As a Director, you'll be an essential part of our team, working closely with leadership to expand existing relationships and drive Immuta's growth through the partner ecosystem. This is a growth opportunity for the right candidate. -- YOUR ROLE The Director, Public Sector Alliances will be the primary field interface for Immuta with hyperscale public sector cloud vendors (AWS, Azure), cloud-native big data and analytics ecosystem vendors (Databricks, Snowflake, Starburst etc.), Government SI's, federal resellers and other partners that will be developed to support our growing business. This individual will need to collaborate effectively with internal stakeholders, sales teams, and partner sales and technical teams and be results driven with experience in sales, channel, or business development. She/he will create innovative, game-changing approaches and be able to lead strategically important, significantly large, challenging initiatives in partner development, nurturing, maintenance, and growth. The individual in this role will work across multiple orgs, globally, company-wide, and with industry leaders, enabling teams, and establishing metrics that set the Public Sector business up for long term success.-- -- The individual must have deep experience in supporting an evolving channel and alliances team, working with the Federal government, working in the software tool industry, being the local presence of the business, and delivering against targets. Enterprise-wide and complex deal creation and support will be an added bonus. The execution of the role is critical, you will actively decide what areas and/or technologies need investment to grow (and when they don't). You will negotiate new boundaries around the areas you own to achieve the best outcomes. The ideal candidate will have a blend of alliances, sales, marketing and technical experience, and be able to see situations from multiple angles while working with a number of internal and external teams. -- RESPONSIBILITIES - Work with the global Industries & Partners team members to execute GTM plans in Public Sector - Develop Public Sector specific capacity plans, driving ARR growth and delivering customer success - Work with Immuta marketing to identify, plan and execute on partner marketing and demand generation activities - Educate partners on Immuta and its value proposition and differentiation - Engage platform and ecosystem partners to develop pipeline and drive revenue for the company - Manage Public Sector partner sales target delivered through the cloud, data platform and SI ecosystems in a global market - As the voice of the Immuta Public Sector field, engage with Immuta cloud partner management to support the build of Immuta partner capability across the company - Manage the Public Sector partner operational cadence of business reviews (i.e., QBR) with the sales leadership - Oversee the refinement and development of the Public Sector partners by establishing KPI's and best practices - Build a partner program that encompasses all Public Sector partners, to include SIs, ISVs, resellers, etc. This program will be full scope and include items such as templated agreements, training, and partner licensing standards - Work closely with the GM, Public Sector as a dotted line report. Become an integrated part of the Public Sector team. Understand in detail the challenges associated with Public Sector delivery and account management as well as the tactical and strategic GTM plans for Public Sector. Align partnering efforts with these approaches in order to ensure Public Sector business success.-- YOUR EXPERIENCE The successful candidate will have a track record of channel sales and business development, building strong alliances and possess a fundamental understanding of the Public Sector partner landscape. We look for individuals who are aggressive and detail oriented with the ability to manage multiple complex partner relationships and the associated sales and marketing responsibilities. Other requirements include:-- - A college degree with 10+ years of Public Sector business development or sales experience managing Alliance partners in the data management and/or cloud sectors. Technology sales and/or marketing experience is required. - Experience working with government focused Systems Integrators in the DoD, IC, and Federal Civilian spaces.-- - Experience working with government-focused alliances, trade associations, and organizations. - Experience and personal relationships with the following companies are a bonus (AWS / Microsoft / Databricks / Snowflake / Starburst / Carahsoft / ViON / Vertosoft)-- - Familiarity or direct experience with analytics and/or data management software vendor ecosystems. - Experience with cloud-based marketplace systems. - Experience with government cloud environments and marketplaces. - Comfort with carrying a channel sales quota and/or revenue targets. - Provide a consultative sales approach through an extended sales cycle to consistently meet or exceed quota. - A track record of managing and exceeding channel sales KPIs. - Comfort selling the Immuta value proposition to partners, and in delivering sales enablement sessions for internal and external audiences. - Collaborate with eco-system leadership to establish and jointly work toward objectives focused on achieving a high level of customer experience. - Training: Provide input on partner training content and process based on communications with partners, industry best practices, or recommended process improvements. - Service Delivery and Service Management: Serves as an escalation path for end customers or partners to ensure excellent customer experience. - Demonstrated leadership ability, people-management and mentoring skills. - Excellent communication skills: interpersonal, written, visual (presentations), and verbal.-- Security clearance is preferred Immuta provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, national origin, marital status, age, disability (including disability due to pregnancy) or genetics, protected veteran status, or any other characteristic protected by law. Immuta complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment. NOTICE TO THIRD PARTY RECRUITERS: Immuta does not accept candidates from third party recruiters. All candidates submitted through are considered to be submissions by the candidate and no submission will obligate Immuta to pay any third party for the referral or hiring of a candidate.

Keywords: Immuta, Duluth , Director, Public Sector Alliances, Executive , Virginia, Minnesota