An Alliance Director earns on average an annual remuneration of between 150,000 and 200,000 euros gross, depending on the organization and the number of Alliances Specialists to be managed. An Alliance Director with less experience earns around 120,000 euros gross. An experienced Alliances director may even earn more than €200,000 gross per year. However, the salary of a Alliances Director does not follow a constant pattern and is not defined by an institution. This remuneration can be supplemented by incentives and can also evolve according to the skills. The salary also depends on the organisation
Alliances Director
Who do we call Alliances Director?
The Alliances director thrives and grows the business with the partners of the company. This is a leadership and management role, responsible for a team who covers all Alliances Managers in a country or a Region (UKI, Nordics, Southern Europe, Western Europe…). The Alliances VP is responsible of EMEA, US, APAC and a Alliances SVP has a global responsibility. Also, Alliances Director or Alliances VP can cover partnership with only one large company (like Microsoft, Google, Accenture…).
What are the tasks of the Alliances Director?
The Director is responsible to build trusted relationships with partners, increase the company market share and attach rate, evangelize the partnership and lead all business interactions from engineer to CxO. Most of the time reporting to the VP Global Alliances, the Alliance Director will work closely with strategic partners across their complex organizations to engage with their innovation teams and ensure that they consider and integrate solutions.
He will develop and successfully execute a regional Partner Management plan, with inputs from key stakeholders across his/her company and Partner’s Organization. In more details he will
- Develop and manage the partner(s) network, when there are multiple partners,
- Recruit and manage new partners,
- Ensure contact with the sales team,
- Participate in the business strategy of the company,
- Negotiate contracts and commercial business terms,
- Demonstrate a deep understanding of large and complex organizations,
- Work closely with marketing, sales engineering, and product management,
- Travel regularly – sometimes internationally – to drive partnerships in person and visit the local teams.
What are the Valued Skills And Experience expected for an Alliance Director?
A formal qualification is not required for the position of Alliances Director. However, experience in similar roles or in the same industry (Cloud, Data, CRM…) is considered very valuable. If candidates have degrees, they usually come from the following fields.
Commerce or business administration
Management
Marketing
Other key skills and qualities required for a Alliances manager position are listed below, all of which are equally important:
- Experience in alliance or indirect sales management roles,
- Previous role in sales or channel sales within channel partner sales organization,
- Autonomous, disciplined, hands-on, get-it-done mentality
- Comfortable in fast-paced and high-pressure environments with measurable goals,
- Strong program and project management skills, ability to direct cross-functional processes and teams,
- Proven success managing in matrixed organizations.
- Extensive experience in business development, partner management and/or strategic deal teams,
- Extensive experience with partnership negotiations and technical acumen to define the joint strategy for key initiatives,
- Strong business acumen and leadership skills,
- Team player with strong drive and willing to take a leadership role in driving initiatives, working effectively across organizations, and creating unique approaches to developing new revenue opportunities
What are the possible next jobs for an alliance director?
An Alliances Director is a very hierarchical role in a company. The best way for an Alliances Director progress is to join a larger organization. However, he or she may be eligible for more responsible positions such as Alliances Vice-President, Sales Director, Marketing Director…