---
title: 'Strategic Alliance Director at Actian Corporation'
canonical: 'https://feeny.ai/job/strategic-alliance-director-actian-corporation-united-states-d3p8q6as2j30'
type: 'job'
last_seen: '2026-11-10'
---

# Strategic Alliance Director at Actian Corporation

- **Company:** Actian Corporation
- **Location:** United States
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-10-07
- **Last confirmed live:** 2026-11-10
- **Apply:** https://jobs.lever.co/actian/81c29cc3-83e1-44a2-b236-84cc9b858fff

## Job description

Actian is the leader in hybrid data management, cloud data warehouse, and data integration technology. We're experiencing exponential growth and expanding our go-to-market engine through strategic partnerships. We're seeking a Strategic Alliance Director to build and scale 6-8 NA consulting/SI partners as a primary revenue engine. Own the end-to-end partner lifecycle: selection, onboarding, GTM strategy, enablement, and revenue delivery. You'll be measured on partner-sourced customer opportunities and deal closure. Reports to: Global Head of Partnerships  |  Works with: NA Sales Leader and regional reps across all NA sales regions

## Compensation & Accountability

70% of annual quota is based on partner-sourced opportunities delivered to Actian sales. This is a revenue-accountable role where success is measured by the volume, quality, and closing rate of customer opportunities your partner relationships generate for the field sales team. The remaining 30% focuses on partner enablement, solution co-creation, GTM strategy, and ecosystem management.

## What You'll Do

- Identify, qualify, and onboard 6-8 strategic NA partners (Deloitte, Accenture, EY, KPMG, Slalom, etc.); establish governance with monthly reviews, quarterly QBRs, and clear success criteria
- Co-develop partner business plans with pipeline targets and regional account lists; drive partner prospecting aligned to Actian sales territories
- Attend joint customer discovery meetings with NA sales leader and regional reps; own deal registration, pipeline tracking, and quarterly performance reviews
- Build partner enablement programs (sales training, technical certifications, monthly webinars); create and maintain partner resource portal
- Build partner-specific GTM strategies and vertical focus; co-create solutions and execute joint campaigns (webinars, case studies, co-marketing)
- Partner with NA Sales Leader on territory mapping, regional alignment, and quarterly regional business reviews
- Gather competitive intelligence from Snowflake and Databricks partners; share win/loss insights with Actian sales and product

What Success Looks Like (Year 1)

- 6-8 partners onboarded with business plans and SLAs
- $3M-5M+ partner-sourced pipeline; 40-50+ joint customer meetings; 20-30% deal conversion; 90%+ deal registration compliance
- 70%+ partner certification rate; 2-3 co-created solutions; 3+ joint GTM campaigns launched
- Zero territory conflicts; 80%+ of sales reps actively pursuing partner pipeline
- Competitive intelligence relationships established; quarterly briefings to leadership

Our Ideal Strategic Alliance Director Will Have

- 7+ years in strategic alliance management, partner business development, or SI/consulting channel sales
- Proven success building and scaling 5+ key partner relationships with Deloitte, Accenture, EY, KPMG, Slalom, or similar firms
- Direct experience managing partner-originated pipeline, customer meetings, deal conversion, and partner business plans
- Demonstrated success designing and executing partner enablement programs and GTM strategies
- Field sales or channel experience; comfortable with sales cycles, deal qualification, and working alongside sales reps
- Background in data/cloud/analytics ecosystem; familiarity with Snowflake, Databricks, BigQuery strongly preferred
- Understanding of consulting partner sales models, margin structures, and incentive alignment

## Skills & Attributes

- BS/BA degree required; MBA preferred
- Revenue accountability mindset – quota-driven with personal accountability for pipeline
- Partner business planning and enablement program design expertise
- GTM strategy, negotiation skills, and strong executive communication
- Strategic business acumen; understand partner economics and co-selling models
- Excellent sales collaboration – you enable reps without complicating their world
- High initiative and self-directed relationship builder with a sales edge

30%+ travel: partner offices, customer sites, Actian sales offices. Based in major NA markets (SF, NYC, Chicago Colorado, Texas, preferred).

## Why Actian

- Direct revenue impact – 70% quota tied to partner-sourced pipeline
- Build the channel; shape partner strategy and GTM at a critical inflection point with all the resources needed from technical to marketing
- Work with elite partners – Deloitte, Accenture, Slalom, and other top-tier SI firms, plus Snowflake, Databricks
- Field-forward culture – 30%+ time with partners, sales teams, and customers
- Sales enablement role – you're a force multiplier for NA Sales Leader and regional reps
- Hyper-growth opportunity in mission-critical data infrastructure

## About Actian Corporation

## Company Overview
- **One-liner**: Actian is the data and AI division of HCLSoftware that provides a data intelligence platform to help organizations manage, govern, and analyze data for AI initiatives.
- **Entity Type**: Private (subsidiary of HCLSoftware)
- **Headquarters**: Santa Clara, California, United States
- **Founded**: 1980
- **Founders**: Not publicly available (company has evolved through multiple ownerships)

## Core Business
- **Primary industry**: Data management, data integration, data analytics, and artificial intelligence.
- **Target customers**: B2B, Enterprise (30 of the Fortune 100 are customers).
- **Mission**: “Making data easy” – simplifying how people connect, manage, govern, and analyze data to transform businesses and enable AI with confidence.

## Products & Services
- **[Actian Data Intelligence Platform](https://www.actian.com/)**: A comprehensive platform that includes a data catalog, metadata management, data lineage, data products & contracts, and a knowledge graph. It democratizes data access and accelerates data-driven initiatives.
- **[VectorAI DB](https://www.actian.com/)**: A vector database built for edge and on-premises deployments, enabling AI workloads in distributed environments.
- **[Actian AI Analyst](https://www.actian.com/)**: An AI-powered data analyst (formerly Wobby.ai) that provides natural-language querying and insights.
- **[Actian Data Observability](https://www.actian.com/)**: A solution delivering visibility across modern data stacks to ensure reliable, AI-ready data.
- **Data Integration & Database Management**: Legacy Ingres and Versant NoSQL database products, plus modern data integration capabilities.

## Market Standing
- **Valuation/Market Cap**: Not disclosed (private subsidiary of HCLSoftware).
- **Key Metric**: Annual revenue of approximately **$166.6M** (LinkedIn estimate) and **348 employees** (+10% YoY growth).
- **Notable Investors/Partners**: Parent company **HCLSoftware** (a division of HCL Technologies). Key customers include Bloomberg, Intuit, Lufthansa, and Citibank ([builtin.com](https://builtin.com/company/actian)).
- **Growth Signals**: 10% headcount growth year-over-year; acquisitions of Zeenea (data governance) and Wobby (AI Analyst); launch of VectorAI DB and Data Observability; expansion of global office footprint (10 offices across 3 countries).

## Competitive Advantages
- **Deep enterprise trust**: Over 40 years of history and 30 of the Fortune 100 rely on Actian for mission-critical data workloads.
- **Comprehensive data intelligence suite**: Covers data integration, catalog, governance, lineage, observability, and AI – all in one platform.
- **Backing of HCLSoftware**: Access to global resources, R&D investment, and a vast enterprise customer network.
- **Edge AI capability**: VectorAI DB enables AI at the edge and on-premises, differentiating from cloud-only vendors.

## Strategic Focus
- **AI-ready data**: Prioritizing data governance, quality, and observability to make data trustworthy for AI.
- **Data intelligence platform**: Continued investment in the Actian Data Intelligence Platform (post-Zeenea acquisition) to unify catalog, lineage, and governance.
- **Edge computing**: Expanding vector database capabilities for edge and on-premises AI workloads.
- **Acquisition integration**: Absorbing recent acquisitions (Zeenea, Wobby) to strengthen product portfolio.

## Why Work Here
- **Culture**: “Employee-first” philosophy with emphasis on authenticity, inclusion, and belonging. Employees describe the culture as warm, welcoming, and collaborative ([actian.com careers](https://www.actian.com/company/careers/)).
- **Remote/Hybrid**: Not explicitly stated, but virtual gatherings and global offices suggest flexibility. Many roles appear to be remote-friendly.
- **Benefits**: Comprehensive health insurance, life & disability insurance, retirement plans, paid parental leave, generous time-off, and an on-demand wellness resource. Three paid volunteer days per year and 1:1 donation matching up to $1,000.
- **Professional development**: Formal professional development program; internal mobility and referral bonuses encouraged.
- **Recognition**: IMPACTIAN rewards program with quarterly peer-to-peer nominations and annual team awards.
- **Engineering culture**: Innovation hub focused on data and AI; roles span AI enablement, engineering management, QA automation, and data intelligence platform development.
- **Global presence**: Offices in Santa Clara (HQ), Round Rock (TX), Hamburg, Ilmenau, London, and Paris – offering cross-cultural collaboration.
- **Employee ratings**: 3.9/5 on LinkedIn (153 reviews) with high marks for work-life balance (4.4) and culture (4.2).

## Sources
1. [actian.com](https://www.actian.com/company/) – Company overview, history, leadership, global offices
2. [linkedin.com](https://www.linkedin.com/company/actian) – Employee count, revenue, locations, reviews
3. [builtin.com](https://builtin.com/company/actian) – Customer examples, culture, benefits
4. [jobs.lever.co](https://jobs.lever.co/actian) – Current open positions and job descriptions
5. [actian.com careers](https://www.actian.com/company/careers/) – Career page with culture, benefits, and values

## Other roles at Actian Corporation

- [Director of Platform Engineering [gn] Data Intelligence Platform](https://feeny.ai/job/director-of-platform-engineering-gn-data-intelligence-platform-actian-063p6avtdtmv) — Europe
- [Director of Platform Engineering [gn] Data Intelligence Platform](https://feeny.ai/job/director-of-platform-engineering-gn-data-intelligence-platform-actian-yc131858hxmx) — United States
- [Director of Platform Engineering [gn] Data Intelligence Platform](https://feeny.ai/job/director-of-platform-engineering-gn-data-intelligence-platform-actian-zfkht511qn95) — United Kingdom
- [Sales Development Representative](https://feeny.ai/job/sales-development-representative-actian-corporation-round-rock-97n4t2q470w5) — Round Rock, TX
- [Strategic Alliance Director](https://feeny.ai/job/strategic-alliance-director-socure-united-states-61gvk8t8bm91) — United States