Astronomer empowers data teams to bring mission-critical software, analytics, and AI to life and is the company behind Astro, the industry-leading unified DataOps platform powered by Apache Airflow®. Astro accelerates building reliable data products that unlock insights, unleash AI value, and powers data-driven applications. Trusted by more than 800 of the world's leading enterprises, Astronomer lets businesses do more with their data. To learn more, visit www.astronomer.io.
About this role:
We are seeking a Director, Partnerships & Alliances to build and execute our strategic partnership strategy, driving revenue growth and market expansion. This role will own the development of key alliances with cloud providers, data platforms, system integrators, and other ecosystem players to enhance our market presence and accelerate sales. The ideal candidate must be willing to engage in all levels of work—ranging from high-level strategy and leadership to hands-on execution and operational tasks—to drive meaningful results.
What you get to do:
- Own and implement the Partner strategy through field, rep-to-rep support as well as top-down corporate initiatives (industries, workloads) to make Astronomer a top tier self serve analytics partner of AWS, Azure, and GCP
- Drive major deals.
- You will help accelerate partner adoption within new opportunities and use case expansion.
- Own the day-to-day, tactical relationship to serve the needs of both partner & Astronomer Field teams with enablement sessions, collateral, and appreciation events.
- Build and deliver co-sell programs into the market that differentiate Astronomer to the field teams at the major cloud providers.
- In partnership with the Astronomer Sales Engineering team, work with Partner Sales Engineering team to develop solutions that result in technically enabling both team to reduce sales cycles.
What you bring to the role:
- Demonstrable experience of Alliance/Partner Management with AWS, Azure, and/or GCP.
- Sales DNA and a deep passion for being curious - always diving deeper to uncover how we can better differentiate Astronomer to generate new opportunities.
- Deep professional experience focused on alliance management or equivalent experience working with major cloud vendors.
- Enterprise Sales Experience with technical products.
- Cloud Marketplace Experience.
- Interest in rolling up your sleeves and translating GTM strategy into execution.
- Working knowledge of enterprise infrastructure, cloud, and analytics space.
- Comfort and proficiency with building and delivering presentations.
- Ability to travel 20%, on average, based on the work you do and the clients and industries/sectors you serve.
Bonus points if you have:
- Especially deep experience and relationships with Microsoft.
- Experience working or co-selling with IBM, Snowflake, AWS, Microsoft and GCP.
- Experience with or understanding of Apache Airflow or data orchestration.
At Astronomer, we value diversity. We are an equal opportunity employer: we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
