Director, Channel & Alliances



United States · Remote
Posted on Friday, June 14, 2024

About Vantage

Vantage is a cloud cost visibility and optimization platform, alternatively known as a FinOps platform. We help companies of all sizes manage their cloud infrastructure costs: everything from individual developers all the way up to multiple Fortune 500 customers. Our co-founders are industry veterans who have been former infrastructure engineers and product managers at DigitalOcean and AWS. The company is an efficient and hard working team of ~30 employees across the US with a New York City center of gravity. As we transition to the growth phase of the business, it’s likely our team size will at least double into 2024.

Our current customers include Square, Aflac, Rippling, Compass, Ripple, PBS, and Starburst.

Vantage has raised $25M in total venture capital, most recently a $21M Series A financing round in March of 2023. Our investors include outstanding, top-tier investors including Andreessen Horowitz, Scale Venture Partners, Matthew Prince (Co-Founder & CEO, Cloudflare), Calvin French Owen (Co-Founder, Segment), Ben and Moisey Uretsky (Co-Founders, DigitalOcean), Stephanie and Nat Friedman (CEO, Github), Julia Lipton, Brianne Kimmel and others.

About The Role

This will be the first partnerships role at Vantage. We're looking for an independent, well-organized, motivated individual to help manage an ever-growing list of partnerships that help make us a successful company to best serve our customers. Vantage is a partner-first product in that we must have relationships with Amazon (AWS), Google (GCP), Microsoft (Azure), Snowflake, Datadog, and Fastly with more on the way.

This role requires experience in building and growing channel partner and alliances relationships, including evaluating and recruiting new partners, negotiating key commercial agreements and driving joint sales success. The successful candidate will have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally.

In 2024, we expect our partnerships channel to be among the most strategically important to the company.

What You Will Do:

  • Develop and execute our partner strategy with prospective or partners cloud infrastructure managed service providers and consultants to support the Vantage reseller product which will launch in 2024.

  • Cultivate deep relationships with partners, optimize partner performance through business reviews, identify additional business opportunities to expand revenue and deploy a joint sales approach with Stripe’s top partners and Stripe’s sales team in the region

  • Partner with our management and sales team to host co-selling webinars with cloud infrastructure provider sellers who regularly co-sell our software.

  • Serve as an advocate for the your partners and identify areas for growth via partnerships

  • Work with our marketing teams to drive co-marketing campaigns to jointly help shared customers.

  • Earn trust from partners through confident, educated, and enthusiastic presentations.

  • Work cross-functionally on the execution of partner programs, events, sales engagement, building playbooks and collateral to enable partners to sell into customers effectively

  • Finalize operational and contracting details with prospective partners through collaboration with Sales and Operations teams

  • Report out on a regular weekly, monthly, and quarterly cadence to all key stakeholders, with a strong analytical approach and crisp communication style

Who You Are:

  • Partner-facing, quota-carrying experience in business development, strategic alliances, or channel sales at a cloud services or software as a service organization

  • Previous experience driving sales opportunities from lead generation to closure, effectively negotiating agreements and building long-lasting partnerships

  • Ability to quickly understand technical concepts and architectural scenarios, and explain them to others verbally and in writing

  • Experience in identifying market opportunities with a track record of initiating go-to-market plans and sales follow-through

  • An authentic and high emotional intelligence individual.

  • Someone with a bias for action and autonomy

  • Previous partnerships experience - Technical and Channel

  • Experience with and knowledge of cloud infrastructure

  • Previous member of a founding partner team

  • Affinity to build

  • A kind person

Pay & Benefits

The estimated annual US base salary range for this role is $175,000 - $225,000. This salary range may be inclusive of several career levels and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Additional benefits for this role may include: equity, 401(k) plan; medical, dental, and vision benefits; and education stipends.