Senior Director of Strategic Partnerships & Alliances, Monte Carlo
Data observability platform
Open for applications
Data observability platform
201-500 employees
Open for applications
201-500 employees
Company mission
To accelerate the world’s adoption of data by reducing data downtime.
Role
Who you are
- The ideal candidate will have significant experience managing and growing partnerships in the data, SaaS, or enterprise software space, focusing strongly on ISVs, alliances, and marketplace channels
- 8-12 years of experience in strategic partnerships, alliances, or business development, with a significant focus on ISV partnerships, marketplaces, and RSI/GSI/VAR relationships, ideally in the SaaS, data, or enterprise software industries
- Demonstrated success in building and scaling partnerships with ISVs, GSIs, and VARs, and driving joint sales opportunities to exceed revenue and pipeline goals
- Strong business acumen with the ability to think strategically and drive high-impact initiatives across multiple teams
- Exceptional relationship management skills, with a history of building and maintaining strong partnerships at the executive and operational levels
- Experience working with channel partners, including structuring deals, negotiating contracts, and developing partner enablement strategies
- Proven leadership and mentoring experience, with the ability to motivate teams, manage multiple stakeholders, and influence cross-functional teams to achieve partnership goals
- Excellent verbal and written communication skills, with the ability to present to executive audiences and influence decision-makers
Desirable
- Experience working with data observability, data infrastructure, or SaaS companies
- Understanding of cloud infrastructure and services
- Ability to navigate complex, high-value enterprise deals
What the job involves
- Monte Carlo is seeking a Senior Director of Partnerships & Alliances to lead and expand our strategic partnerships and alliance initiatives
- This role will be crucial in driving Monte Carlo’s growth by developing and nurturing key relationships with Independent Software Vendors (ISVs), Marketplaces, Reseller Systems Integrators (RSIs), Global Systems Integrators (GSIs), and Value-Added Resellers (VARs)
- You will identify, negotiate, and execute high-impact partnership opportunities that drive business results and accelerate Monte Carlo’s presence in key markets
- This will report to the Chief Revenue Officer (CRO), based anywhere in the US
- Develop and execute a comprehensive partnership strategy focused on ISVs, GSIs/RSIs, VARs, and cloud marketplaces (AWS, GCP, Azure) to drive product adoption and revenue growth
- Own and lead efforts to grow Monte Carlo’s presence on major cloud marketplaces (e.g., AWS Marketplace, Azure Marketplace, Google Cloud Marketplace) through strategic partnerships and joint go-to-market activities
- Identify and recruit new partners within the ISV, GSI, RSI, and VAR ecosystems. Establish strong relationships with key partner executives to facilitate co-selling, marketing, and joint business opportunities
- Work closely with the sales and marketing teams to develop partner enablement programs that drive mutual sales success, including training, co-branded collateral, and joint sales campaigns
- Drive revenue through partnerships by developing and executing joint business plans, building strong sales pipelines, and ensuring strategic alignment with Monte Carlo’s sales and product teams
- Manage and grow existing partnerships, ensuring alignment on business goals, performance metrics, and joint initiatives
- Partner with internal teams, including Sales, Marketing, Product, and Customer Success, to deliver a seamless partner experience and ensure successful execution of go-to-market strategies
- Lead a small, high-performing partnerships team. Regularly report on partnership pipeline progress, revenue goals, and market development activities to senior leadership
Our take
Dozens of billion dollar companies have emerged with a shared focus on easing the burden on engineering teams constantly battling to guarantee reliability in their products. For example, New Relic revolutionized application observability. In the same way, Monte Carlo is tackling data observability.
The service pulls information from metadata log metrics to help teams understand their data health, and if something breaks the product will send proactive notifications. The product is an off-the-shelf SaaS offering that customers can integrate and customize over time.
The company has won some major clients including big tech companies like Affirm and Intuit, but also JetBlue, PepsiCo, CNN, The New York Times, Asics, Rivian and others from many sectors. Its goal is to help companies reduce data downtime and the time data engineers must spend on tedious data quality tasks.
'Data Observability’ became a point of furore in venture capital in 2022. For example, in the span of one week, just three companies raised more than $400 million between them. Staying at the forefront of this industry is an interesting challenge for Monte Carlo, and it met it in 2024 with product enhancements that include new GenAI capabilities for its platform.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
32% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
May 2022
$135m
SERIES D
Aug 2021
$60m
SERIES C
Total funding: $236m
Company values
- Customer impact: Our true north is making an impact on our customers with our team, our brand, our product. We work to ensure every interaction creates value and happiness
- Measure in minutes: Time is our most important asset. We act with urgency, in a thoughtful and decisive manner
- Ship and iterate: We have high expectations from ourselves. We accomplish through constant iteration and improvement. We respect and honor our imperfections
- Beat the odds: If we haven’t failed, we didn’t try hard enough. We set ambitious goals and beat them. We pull each other to overachieve
- Have fun: We stay positive, even when things are difficult. We win as a team, and we act in a way that makes us proud of the journey
Company HQ
Dolores Heights, San Francisco, CA
Articles
Leadership
Barr Moses
(CEO)Previously VP of Customer Success Operations for Gainsight. Originally trained as a Management Consultant with Bain & Company. Also attended Stanford where they studied Mathematics and Computer Science.
Lior Gavish
(CTO)Previously SVP of Engineering for another tech startup, Barracuda. Also previously worked for PayPal and holds an MBA from Stanford University.
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