Director of Alliances & Channel Partnerships, Kantata

• Achelor’s degree in business, marketing, or related field
• 10+ years of experience in ISV/channel leadership with a proven track record of building ecosystems that drive incremental pipeline and revenue
• Deep experience managing and growing partnerships with ServiceNow and/or SalesForce, including joint go-to-market execution, co-sell programs, and solution alignment
• Experience cultivating relationships with other ISVs (e.g., Salesforce, Sage) and scaling niche ISVs into strategic alliances
• Background in vendors selling middle-office/business transformation software with complex, competitive sales cycles requiring implementation projects
• Strong commercial acumen with exceptional negotiation and executive relationship-building skills
• Outstanding communication and presentation abilities, with the gravitas to influence at the C-suite level
• Ability to thrive in a fast-paced, high-growth environment while exercising sound judgment on priorities
• Expertise in articulating joint value propositions and leading cross-functional execution of GTM programs
• Proficiency with CRM and partner management platforms

Desirable

• As Director of Alliances & Channel Partnerships, you will lead Kantata’s global ISV and technology partner ecosystem with a primary focus on ServiceNow and SalesForce — our most strategic and impactful partners
• This role is central to driving revenue growth, expanding market reach, and enhancing customer value through high-impact alliances
• You will architect and execute the partner strategy, cultivating net-new partnerships while deepening our relationship with ServiceNow to deliver measurable business outcomes aligned with Kantata’s strategic priorities
• ServiceNow and SalesForce Alliance Leadership: Own and expand Kantata’s partnership with ServiceNow & SalesForce. Drive joint go-to-market initiatives, co-sell motions, and solution alignment to maximize pipeline creation and revenue growth
• Strategic Ecosystem Development: Identify and cultivate complementary ISV partnerships that strengthen Kantata’s ecosystem. Negotiate and formalize alliances that accelerate growth and create differentiated customer value
• Revenue Growth Leadership: Build joint sales strategies with ServiceNow and other partners, focusing on priority markets and subsegments where collaboration delivers competitive advantage
• Partner Engagement & Enablement: Develop frameworks for onboarding and enablement, ensuring ServiceNow and other partners are equipped to position and sell Kantata solutions effectively
• Cross-Functional Leadership: Partner with Sales, Marketing, Product, and Operations to align resources and deliver seamless execution of ServiceNow-focused initiatives. Champion partner insights across the organization
• Market Intelligence: Monitor industry trends, competitive dynamics, and ServiceNow’s evolving ecosystem to refine strategy and identify new growth vectors
• Performance & Optimization: Define KPIs, track outcomes, and lead quarterly business reviews with ServiceNow and other partners to ensure accountability and continuous improvement
• Executive Representation: Serve as Kantata’s ambassador at ServiceNow or SalesForce events, conferences, and partner forums, elevating the company’s visibility and thought leadership
• The partner-sourced and partner-influenced pipeline is currently below target. Your mandate is to rebuild and scale the partner channels, delivering:
• Partner-sourced new logo ARR: >10% of closed won ARR in FY27, >20% in FY28
• Partner-influenced new logo ARR: >15% of closed won ARR in FY27, >20% in FY28