Senior Director, Technology Alliances

Strength in Trust 

OneTrust unlocks the full potential of data and AI, securely and responsibly. Our platform enforces the secure handling of company data, empowering organizations to drive innovation responsibly while mitigating risks. With a comprehensive suite of solutions spanning data and AI security, privacy, governance, risk, ethics, and compliance, OneTrust enables seamless collaboration between data teams and risk teams to enable rapid and trusted innovation. Recognized as the market leader in trust, OneTrust boasts over 300 patents and serves more than 14,000 customers globally, ranging from industry giants to small businesses.

The Challenge

As Senior Director - Technology Partnerships, you will provide lead a team while being a player coach supporting top tier and breadth technology partnerships.  Our goal is to grow ACV impact & customer adoption through alignment with key technology partners.  This role has people management responsibilities including driving employee growth and development, executing projects, and managing performance. We will need to influence C-suite leaders of OneTrust’s technology partners, build effective business plans, scale sales opportunity engagements, and lead complex campaigns with various functional partner marketing teams.

As part of the Global Partner Organization (GPO), this role will report directly to the Senior Vice President, Global Partner Ecosystem and will work closely with GTM, Marketing, and Product leadership teams

Your Mission

• Team Leadership: Drive a high performance team culture based on respect, integrity, accountability while leading tech partner strategy to support ACV growth
• Build Business Partnerships: You will build and maintain professional working relationships with partners, business leaders, and stakeholders within and outside the company to understand needs and develop mutually beneficial solutions.
• Executive Relationships: You will interact with senior organization leaders to present/defend/clarify concerns or issues regarding an existing project, program, or solution. This includes the ability to confidently address difficult questions, handle push back from a high-level audience, and maintain an executive demeanor while engaging in difficult or sometimes high-pressure situations.
• Partner Sourced Revenue: You will lead your team through pipeline reviews to coach partners to transform their plans and strategies around OneTrust sourced revenue while facilitating collaboration between the partners sales team, partner sales specialists, and other relevant teams to meet key revenue targets.
• Performance Monitoring and Reporting: Establish key performance indicators (KPIs) to measure the success of partnership initiatives. Regularly report on partnership performance, providing insights and recommendations for continuous improvement.
• Thought Leadership: Stay informed about industry trends and best practices in technology partnerships. Represent the company at industry events, conferences, and meetings to promote our mission and partner value proposition.

You Are

• 10+ years of experience in partnerships, business development, or a related field within the tech industry.
• 5+ years managing a team of tech partner alliance managers, business development or related field in tech.
• Proven track record of developing and executing successful go-to-market (GTM) strategies with data to back.
• Experience in leading cross-functional teams and projects.
• Strong understanding and network within the software industry specifically hyperscaler, data platforms, and regulatory compliance ecosystems
• Excellent negotiation and relationship-building skills both internally and externally
• Ability to develop programs through quickly piloting initiatives and articulating a vision for strategic partnerships through executive-level presentation.
• Strong analytical skills with the ability to measure and communicate the impact of partnerships. Able to use data to tell stories behind which partnerships should be prioritized.
• Proficiency in project management and the ability to drive multiple initiatives simultaneously. Proven ability to deliver programs from design to scale.

Exceptional communication skills, both written and verbal, with the ability to influence stakeholders at all levels. History of working within strong documentation cultures and comfortable articulating in narrative form.

For California, Colorado, Connecticut, Nevada, New York, Rhode Island, and Washington-based candidates: the annual base pay range for this role is listed below. Within this range, individual pay is determined by several factors, including location, job-related skills, work experience, and relevant education and/or training. This role may also be