Director Channel & Alliances - Global System Integrator

 

WHO WE ARE  

Zeta Global (NYSE: ZETA) is the Data-Powered Marketing Cloud that leverages advanced artificial intelligence (AI) and trillions of consumer signals to make it easier for marketers to acquire, grow, and retain customers more efficiently.   

Through the Zeta Marketing Platform (ZMP), our vision is to make sophisticated marketing simple by unifying identity, intelligence, and omnichannel activation into a single platform – powered by one of the industry’s largest proprietary databases and AI.   

Our enterprise customers across multiple verticals are empowered to personalize experiences with consumers at an individual level across every channel, delivering better results for marketing programs. Zeta was founded in 2007 by David A. Steinberg and John Sculley and is headquartered in New York City with offices around the world. 

 

THE ROLE

The Director of Channels & Alliances - GSIs will be an experienced, hands-on, sales-oriented, driven and organized executor who will drive incremental revenue with Zeta Global partners.  This individual contributor role will recruit and build partnerships designed to drive GTM activities that generate pipeline with and through partners.

The Director of Channels & Alliances - GSIs will be a major change agent at Zeta Global, having impact and influence with a high degree of autonomy, energy, flexibility and accuracy across the product line. In this role, this person will maintain an excellent working relationship between the partners and the channel and direct sales team.  As such, this person will have successfully managed partners and enterprise sales processes with tremendous drive, intelligence and capability. This person is a cross-functional player who thrives in a culture of collaboration, accountability, innovation and entrepreneurship. They will be highly motivated and have the ability and desire to build effective partnerships, consistently drive profitable results in high growth/entrepreneurial environments, and have real impact across the organization.

 

You will...

• Work with Zeta’s GVP, Global Partners and Alliances to recruit and build strategic partnerships with GSIs and global Agencies
• Collaboratively and cross-functionally drive the identification, structuring, negotiating, closing and nurturing of all strategic relationships to achieve and exceed assigned revenue targets and partner recruitment goals.
• Expand existing relationships and enable our existing partners by developing go-to-market strategies that are executed in the field.
• Evangelize partnerships– including joint value proposition with sales teams to ensure awareness and collaboration and minimize sales conflicts.
• Work with Marketing and Services to develop and manage partner enablement and training plans to ensure partners are equipped to position products/solutions and compete effectively to meet collective objectives.
• Track pipeline and qualify, structure, negotiate and close deals that focus on user acquisition and revenue.
• Conduct Quarterly Business Reviews, measuring partner performance against pre-established business metrics.
• Collaborate with Partner Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive partner revenue.

You have...

• 10 years experience as a successful senior business development executive within the software/cloud infrastructure landscape.
• Proven track record of orchestrating a BD/channel function.
• Extensive experience working with partners, channels, and integrators, specifically large scale systems integrators, to build strategic programs that drive awareness, demand and sales.
• Ability to inspire and persuasively communicate ideas, overcome obstacles, lead people, compel partners.
• Solid understanding of the broad software landscape; Data ecosystem, Marketing and Data Science would be highly beneficial.
• Strong customer and partner focus on establishing and developing long term, lasting relationships that drive revenue. Existing relationships with identified target partners is a bonus.
• Ability to work in a fast-paced environment and proven experience to make an immediate impact.
• Comfortable with data driven strategy, modeling financial justification of deal and post deal metrics.
• Strong experience and expertise leading and collaborating with cross-functional teams (including Executives, Services, Engineering, Legal organizations, etc.)
• Detail oriented, very organized, self-starter, understanding of the psychology of sales & the sales process.

 

Strong track record in defining and aligning channel partner/sales strategies and programs to maximize reseller