Alliances Director, Public Sector

Immuta enables organizations to unlock value from their cloud data by protecting it and providing secure access. The Immuta Data Security Platform provides sensitive data discovery, security and access control, and data activity monitoring and has deep integrations with the leading cloud data platforms. Immuta is now trusted by Fortune 500 companies and government agencies around the world to secure their data. Founded in 2015, Immuta is headquartered in Boston, MA.
• Customers simplify operations, improve data security, and unlock data’s value. Customers include:Roche – Saved $50M by securely operationalizing data products and saving inventory.Thomson Reuters - Faster access to Snowflake data and a 60x increase in data usage resulting in greater productivity.Swedbank – 3x time saved setting up data security and self-service policy authoring. 2x more data use cases. 5x improvement in process efficiency. JB Hunt – Increased permitted use cases for cloud analytics by 100% by managing access to 100+ databases while achieving cost savings.• Technology partners include Snowflake, Databricks, AWS, Azure, Google Cloud, and Starburst. Immuta was recognized as the Snowflake Data Security Partner of the Year in June 2023.• Immuta has been recognized by Forbes as a top American startup employer, by Inc. Magazine and BuiltIn as one of the best workplaces, and by Fast Company as one of the top 50 most innovative companies. • $267 million in total funding. Lead investors include NightDragon, Snowflake, and Databricks, along with additional funding from ServiceNow, Citi Ventures, Dell Technologies Capital, DFJ Growth, IAG, Intel Capital, March Capital, Okta Ventures, StepStone, Ten Eleven Ventures, and Wipro Ventures.• A hybrid workplace with offices in Boston, MA; Columbus, Ohio; College Park, Maryland.
Immuta is experiencing exceptional growth and we have an immediate need for an Alliances Director, Public Sector who is looking for a rare opportunity to be part of an innovative company. In this role, you'll be an essential part of our team, working closely with leadership to expand existing relationships and drive Immuta’s growth through the partner ecosystem. This is a growth opportunity for the right candidate. 
YOUR ROLEThe Alliances Director will be the primary field interface for Immuta with hyperscale public sector cloud vendors (AWS, Azure), cloud-native big data and analytics ecosystem vendors (Databricks, Snowflake, Starburst etc.), Government SI’s, federal resellers and other partners that will be developed to support our growing business. You will need to collaborate effectively with internal stakeholders, sales teams, and partner sales and technical teams and be results driven with experience in sales, channel, or business development. You will create innovative, game-changing approaches and be able to lead strategically important, significantly large, challenging initiatives in partner development, nurturing, maintenance, and growth.
In this role, you will work across multiple orgs, globally, company-wide, and with industry leaders, enabling teams, and establishing metrics that set the Public Sector business up for long term success.  You must have deep experience in supporting an evolving channel and alliances team, working with the Federal government, working in the software tool industry, being the local presence of the business, and delivering against targets. Enterprise-wide and complex deal creation and support will be an added bonus. The execution of the role is critical, you will actively decide what areas and/or technologies need investment to grow (and when they don’t).  You will negotiate new boundaries around the areas you own to achieve the best outcomes. The ideal candidate will have a blend of alliances, sales, marketing and technical experience, and be able to see situations from multiple angles while working with a number of internal and external teams. 


US Citizenship requiredSecurity clearance is preferred

RESPONSIBILITIES

• Work with the Global Alliances team members to execute GTM plans in Public Sector
• Develop Public Sector specific capacity plans, driving ARR growth and delivering customer success
• Work with Immuta marketing to identify, plan and execute on partner marketing and demand generation activities
• Educate partners on Immuta and its value proposition and differentiation
• Engage platform and ecosystem partners to develop pipeline and drive revenue for the company
• Manage Public Sector partner sales target delivered through the cloud, data platform and SI ecosystems in a global market
• As the voice of the Immuta Public Sector field, engage with Immuta cloud partner management to support the build of Immuta partner capability across the company
• Manage the Public Sector partner operational cadence of business reviews (i.e., QBR) wi