Head of Data Partnerships

The Role

Consumer goods brands use a lot of software that needs sales and inventory data: financial planning, marketing mix, measurement, ecommerce analytics. Every one of those vendors struggles to get it. Our data partnership program lets those platforms offer retail POS and inventory data to their customers, powered by Alloy.ai's integrations. Current partners include Triple Whale, Drivepoint, and Nectar.
You'll be the first dedicated hire and own the business end-to-end: strategy, pipeline, deal structure, contracts, partner enablement, and the product and operating changes that make it work. It's a business inside Alloy.ai, and you'll run it.
This is a different motion from how Alloy.ai sells today. We win here by making partners successful at selling Alloy.ai data to their customers, not by selling to brands directly. That takes its own pricing, contracts, product experience, and implementation process, and you'll build all of them with our Product, Engineering, and Implementation teams. You'll report to into the CEO.

What you'll do

This is a sales job first. Most of your time goes to getting in front of partners, closing them, and making sure their teams sell. Strategy, contracts, and product work matter because they make that volume possible, not as ends in themselves.

 

Sell and activate partners (most of your time)

Triage inbound so good partners move fast and poor fits don't eat the team's time.

Start outbound. Build the target list, get in front of partner leadership, and close new partners.

Develop and foster relationships with partner counterparts to grow the partnership and foster introductions to CPGs

Get partners selling. Train their sales teams, give them the pitch and pricing tools, join their early deals, and run co-marketing (webinars, case studies, launch announcements) with our Marketing team.

Hold partners to numbers. Set goals for sourced customers and revenue with each partner, review them regularly, and put your time behind the partners that produce.

 

Make activation repeatable

Work with our Implementation team to ensure a partner's customer goes from signed to live data fast: credentials collected, data flowing, and the partner able to support them.

Create and refine the documents that govern best practices for quickly activating partners.

Bring Product and Engineering the specific gaps that slow partner volume, with a business case they can prioritize against the direct roadmap.

 

Strategy, pricing, and contracts

 Decide which partner segments to go after.

Own channel pricing and packaging: partner margin, historical data, location-level access, and when a partner's customer should move to a direct relationship.

Standardize the partner agreement, order form, and end-user terms so new partners sign in weeks, not months.

Own the rules: permitted data use, which metrics Alloy.ai is accountable for, retailer compliance, support responsibilities, and rules of engagement with our direct sales team.

Run the business on a few metrics: partner-sourced ARR, time to activation, retention, and partner productivity.

What we're looking for

• [2 to 6] years of experience. A background in consulting, strategy, or another analytical role is a plus, combined with time in a commercial role where you went out and won business: startup BD or partnerships, a GM or biz ops role with revenue attached, or founding a company.
• You're a hunter. You can name the deals and partners you sourced and closed yourself, not ones you supported.
• You'd rather be on a call with a partner's sales team than polishing a strategy deck.
• You've built something from zero: a new business line, a program, a market entry, a company. You can point to what exists because of you.
• You can structure a complicated deal. You've negotiated contracts with real terms in them (rev share, data rights, exclusivity, usage limits) and can build the pricing model behind them.
• Comfortable with data and technical concepts. You'll learn what a POS feed contains and what a data share into Snowflake involves well enough to scope it with engineers.
• You lead without authority. Product, Engineering, Implementation, and Finance don't report to you, and you'll need all of them.
• You write clearly. Partners, engineers, and finance will all run off what you write down.
Nice to have

• Experience building or running a partner, channel, or reseller program, or negotiating data licensing agreements.

• Startup experience

• Experience in CPG or retail data, or at a platform that serves consumer brands
  

Probably not a fit if

You'd rather design the program than run it.
You've never been measured on revenue you personally drove.
You need a defined playbook. There isn't one yet; you're writing it while you sell.
You want a large team and budget on day one.