Director, Public Sector Alliances
Company: Immuta
Location: Virginia
Posted on: April 5, 2021
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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
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