Director, Strategic Alliances at Highspot

United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Software, Sales EnablementIndustries

Requirements

At least 10 years in business development and/or strategic alliances, with a proven track record in similar roles
Demonstrated ability to lead and develop high-performing teams in a dynamic environment
Strong analytical and strategic thinking skills, with the ability to develop and execute complex partnership strategies
Exceptional interpersonal and communication skills, capable of influencing stakeholders at all organizational levels
In-depth understanding of the Salesforce ecosystem and familiarity with other enterprise platforms such as ServiceNow, Adobe, Workday, and SAP

Responsibilities

Own and manage the Salesforce partnership, including overseeing the customer relationship and global go-to-market (GTM) alliance strategies
Lead and mentor a small team responsible for field operations related to Salesforce and other strategic alliances
Identify, recruit, and build out 1-2 additional strategic alliances with companies like ServiceNow, Adobe, Workday, and SAP, transforming them into global partnerships
Develop and execute comprehensive strategic plans with select partners to drive business objectives, including co-selling, co-marketing, and product integration initiatives
Work closely with marketing and enablement teams to educate and equip the Highspot field team on joint GTM strategies

Skills

Key technologies and capabilities for this role

SalesforceServiceNowAdobeWorkdaySAPGTMAlliance ManagementCo-sellingCo-marketingProduct IntegrationTeam Leadership

Questions & Answers

Common questions about this position

What is the salary range for the Director, Strategic Alliances role?

The base salary range is $182,000 - $259,000, with On Target Earnings (OTE) ranging from $260,000 - $370,000 at a 70% base/30% variable split. Employees are eligible for stock options and other forms of compensation.

Is this a remote position or does it require office work?

This information is not specified in the job description.

What experience and skills are required for this role?

Candidates need at least 10 years in business development and/or strategic alliances, demonstrated leadership of high-performing teams, strong analytical and strategic thinking, exceptional communication skills, and in-depth knowledge of the Salesforce ecosystem plus familiarity with ServiceNow, Adobe, Workday, and SAP.

What is the company culture like at Highspot?

Highspot focuses on creating equitable workspaces where everyone feels a deep sense of belonging, is empowered to be an agent of change, and can transform themselves, their workplace, and their world.

What makes a strong candidate for this Director role?

A strong candidate has 10+ years in business development or strategic alliances, proven leadership experience, strategic acumen for complex partnerships, excellent communication skills, and deep Salesforce ecosystem knowledge with familiarity in enterprise platforms like ServiceNow, Adobe, Workday, and SAP.

Highspot

AI-powered sales enablement platform

About Highspot

Highspot provides a sales enablement platform that helps sales teams improve their productivity and efficiency. Its main product, Highspot Copilot, is an AI-powered digital assistant that delivers the right content to sales representatives at the right time, enhancing their ability to engage and convert potential buyers. The platform supports sales teams by managing sales content, preparing reps for different selling scenarios, and facilitating personalized interactions through digital sales rooms. Highspot also includes features for onboarding and training sales reps, ensuring they are well-prepared for real-world situations. Unlike many competitors, Highspot focuses on driving measurable outcomes such as increased win rates and reduced ramp time for sales reps. The goal of Highspot is to empower sales teams to close deals more effectively and generate higher revenue.

Seattle, WashingtonHeadquarters

2012Year Founded

$625.1MTotal Funding

SERIES_FCompany Stage

Enterprise Software, AI & Machine LearningIndustries

1,001-5,000Employees

Benefits

Medical, dental, vision, disability, & life benefits

Group Retirement Savings Plan (RRSP)

Matching employer contributions (DPSP) with immediate vesting

3 Weeks of Paid Vacation

Generous Holiday Schedule

Quarterly Recharge Fridays

Flexible work schedules

Professional development opportunities

Discounted ClassPass membership

Access to coaches & therapists

2 Volunteer days per year

Risks

Highspot faces competition from larger rivals like Salesforce and Oracle.

Recent layoffs may impact Highspot's operational efficiency and innovation.

Reliance on AI technologies exposes Highspot to data privacy and ethics concerns.

Differentiation

Highspot offers a unified sales enablement platform with AI-driven features.

The platform integrates content management, training, and engagement intelligence for sales teams.

Highspot Copilot enhances sales productivity with AI-powered digital assistance.

Upsides

Highspot is recognized as a leader in the Forrester Wave report Q3 2024.

The partnership with Krisp enhances voice productivity in remote sales environments.

Highspot's Meeting Intelligence improves real-world coaching for better sales outcomes.

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