Alliances Director (GTM/SI)
Location: US Remote
Travel Required: Up to 35%
The Alliances Director will expand and drive key strategic alliance partners – with a strong focus on global systems integrators (SI) and consulting partners – across North America while supporting global go-to-market (GTM) efforts.This role is centered on activating "market maker" partners that shape customer strategy, positioning Blue Yonder within their supply chain transformation agendas and ultimately driving measurable revenue impact.
The Director will execute partner business plans aligned to sales priorities, working closely with sales, marketing, product, and industry teams to build pipeline, accelerate deal progression, and increase customer adoption.Success in this role requires strong collaboration across the partner ecosystem to identify new routes to market, enable partners through joint GTM execution, and drive co-sell and co-marketing initiatives that deliver tangible business outcomes.
What You'll Do:
- Develop and execute partner account strategies aligned to Blue Yonder's go-to-market (GTM) priorities, with a strong focus on global systems integrators (SI) across key industries such as Retail, Manufacturing, and Logistics
- Establish and maintain a strong operating cadence with SI and partner leadership, as well as Blue Yonder sales teams, to align on pipeline, priorities, and joint opportunities
- Partner closely with sales teams and SI partners to support account planning, deal execution, and co-sell motions, helping progress opportunities and remove blockers throughout the sales cycle
- Coordinate cross-functional resources (sales, marketing, product, and industry teams) to enable SI and partner ecosystems and support successful deal execution and customer outcomes
- Drive joint go-to-market initiatives with SI partners and the broader partner ecosystem, including co-selling, co-marketing, and field engagement activities that increase demand and accelerate revenue
- Support SI partner enablement by ensuring readiness across solution positioning, sales engagement, and delivery lifecycle in collaboration with internal teams
- Provide visibility into SI and partner-driven pipeline, including tracking deal progress, identifying risks, and escalating issues as needed to maintain momentum
- Serve as a key partner-facing resource across SI and consulting partners, bringing customer insights, market feedback, and opportunity intelligence to internal stakeholders
What We're Looking For:
Required:
- 8+ years of experience in alliances, partner sales, channel, or go-to-market (GTM) roles within enterprise SaaS, software, or supply chain technology
- Proven experience working closely with sales teams and partners (SI - System Integrators and/or technology) to drive pipeline, co-sell motions, and revenue outcomes
- Experience supporting complex enterprise sales cycles involving multiple stakeholders, partners, and solution providers
- Strong understanding of partner-driven GTM execution, including pipeline management, deal progression, and partner engagement strategies
- Ability to build and manage relationships with systems integrators (SIs), consulting firms, and/or technology partners
- Demonstrated success influencing or contributing to partner-driven revenue growth in a SaaS or enterprise environment
Preferred Skills:
- Experience working with global systems integrators (SI) in field-facing or sales-aligned roles
- Familiarity with ERP, SaaS platforms, or enterprise applications ecosystem
- Knowledge of end-to-end supply chain processes
Soft Skills:
- Outstanding presentation, facilitation, communication and negotiation skills.
- Excellent written and verbal communication and client relationship skills.
- Strong time management and organizational skills.
- Self-driven and motivated by self-management.
The annual base salary range for this position is $137,126.93 - $172,873.06
The salary range information provided, reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors. In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position.
At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes:
- Comprehensive Medical, Dental and Vision
- 401K with Matching
- Flexible Time Off
- Corporate Fitness Program
- A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more
At Blue Yonder, we are committed to a workplace that genuinely fosters inclusion and belonging in which everyone can share their unique voices and talents in a safe space. We continue to be guided by our core values and are proud of our diverse culture as an equal opportunity employer. We understand that your career search may look different than others, and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience.
Alliances Director (GTM/SI)
Location: US Remote
Travel Required: Up to 35%
The Alliances Director will expand and drive key strategic alliance partners – with a strong focus on global systems integrators (SI) and consulting partners – across North America while supporting global go-to-market (GTM) efforts.This role is centered on activating "market maker" partners that shape customer strategy, positioning Blue Yonder within their supply chain transformation agendas and ultimately driving measurable revenue impact.
The Director will execute partner business plans aligned to sales priorities, working closely with sales, marketing, product, and industry teams to build pipeline, accelerate deal progression, and increase customer adoption.Success in this role requires strong collaboration across the partner ecosystem to identify new routes to market, enable partners through joint GTM execution, and drive co-sell and co-marketing initiatives that deliver tangible business outcomes.
What You'll Do:
- Develop and execute partner account strategies aligned to Blue Yonder's go-to-market (GTM) priorities, with a strong focus on global systems integrators (SI) across key industries such as Retail, Manufacturing, and Logistics
- Establish and maintain a strong operating cadence with SI and partner leadership, as well as Blue Yonder sales teams, to align on pipeline, priorities, and joint opportunities
- Partner closely with sales teams and SI partners to support account planning, deal execution, and co-sell motions, helping progress opportunities and remove blockers throughout the sales cycle
- Coordinate cross-functional resources (sales, marketing, product, and industry teams) to enable SI and partner ecosystems and support successful deal execution and customer outcomes
- Drive joint go-to-market initiatives with SI partners and the broader partner ecosystem, including co-selling, co-marketing, and field engagement activities that increase demand and accelerate revenue
- Support SI partner enablement by ensuring readiness across solution positioning, sales engagement, and delivery lifecycle in collaboration with internal teams
- Provide visibility into SI and partner-driven pipeline, including tracking deal progress, identifying risks, and escalating issues as needed to maintain momentum
- Serve as a key partner-facing resource across SI and consulting partners, bringing customer insights, market feedback, and opportunity intelligence to internal stakeholders
What We're Looking For:
Required:
- 8+ years of experience in alliances, partner sales, channel, or go-to-market (GTM) roles within enterprise SaaS, software, or supply chain technology
- Proven experience working closely with sales teams and partners (SI - System Integrators and/or technology) to drive pipeline, co-sell motions, and revenue outcomes
- Experience supporting complex enterprise sales cycles involving multiple stakeholders, partners, and solution providers
- Strong understanding of partner-driven GTM execution, including pipeline management, deal progression, and partner engagement strategies
- Ability to build and manage relationships with systems integrators (SIs), consulting firms, and/or technology partners
- Demonstrated success influencing or contributing to partner-driven revenue growth in a SaaS or enterprise environment
Preferred Skills:
- Experience working with global systems integrators (SI) in field-facing or sales-aligned roles
- Familiarity with ERP, SaaS platforms, or enterprise applications ecosystem
- Knowledge of end-to-end supply chain processes
Soft Skills:
- Outstanding presentation, facilitation, communication and negotiation skills.
- Excellent written and verbal communication and client relationship skills.
- Strong time management and organizational skills.
- Self-driven and motivated by self-management.
The annual base salary range for this position is $137,126.93 - $172,873.06
The salary range information provided, reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors. In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position.
At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes:
- Comprehensive Medical, Dental and Vision
- 401K with Matching
- Flexible Time Off
- Corporate Fitness Program
- A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more
At Blue Yonder, we are committed to a workplace that genuinely fosters inclusion and belonging in which everyone can share their unique voices and talents in a safe space. We continue to be guided by our core values and are proud of our diverse culture as an equal opportunity employer. We understand that your career search may look different than others, and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience.
