Head of Alliances and Channels

The Head of Alliances & Channels – North America will lead the strategy, development, and execution of InterSystems’ partner ecosystem across System Integrators (SIs), Implementation Partners, and OEMs for North America while supporting field execution with hyperscalers (AWS, Google Cloud, Azure). Reporting directly to the Managing Director of North America, this leadership role will manage 5 staff members and lead a high-performing team that expands market reach through partnerships, accelerates indirect revenue, and ensures alignment with overall corporate growth objectives.

This role will manage the SI Partner Development and OEM Executives, while establishing scalable operational models for go-to-market (GTM) partnerships. The ideal candidate combines strategic acumen, operational discipline, and strong commercial instincts with deep experience in software, cloud, and channel development.  Preference given to people with software/SaaS sales and/or sales management experience.

Key Responsibilities

Strategic Leadership

• Define and execute the North America Alliance & Channel Strategy for InterSystems, with an emphasis on System Integrators and OEMs
• Establish partner segmentation, performance goals, and joint business planning models.
• Build and manage relationships with hyperscaler partner teams to support North America solution development, marketplace listings, and co-sell programs.
• Lead on-going collaboration and coordination with Sales, Marketing, Product, Legal, and Finance to enable partner success and alignment with GTM objectives.

System Integrator (SI) Ecosystem Development

• Expand and operationalize the newly established SI Partner Program, focusing on scalable engagement, enablement, and co-selling motions.
• Develop relationships with global and regional SIs across healthcare, financial services, and public sector.
• Oversee development of enablement content, certification programs, and joint GTM campaigns.
• Ensure SI partners meet required certifications for public sector and healthcare engagements

OEM and ISV Partner Management

• Drive the OEM business by enabling software partners to embed or build on InterSystems technology.
• Manage OEM Sales Executives to ensure effective territory coverage, pipeline development, and achievement of revenue goals.
• Oversee contract structures, pricing models, and partner lifecycle processes to drive profitable growth
• Develop technical partner support resources to ensure partner readiness and customer satisfaction.

Hyperscaler & Modern GTM Models

• Support the relationships with AWS, Microsoft, and Google Cloud for North America, developing joint solution blueprints and partner-funded opportunities which align to the GTM strategy for different business segments.
• Work cross functionally to influence InterSystems participation in cloud marketplaces, co-sell frameworks, and hyperscaler marketing initiatives.
• Monitor evolving partner GTM models to ensure InterSystems remains differentiated and competitive.

Team Leadership and Enablement

• Lead a diverse team of OEM, SI, and Channel professionals, fostering a high-performance culture focused on accountability and execution.
• Partner with the Sales Operations & Planning team to implement dashboards, partner KPIs, GTM workflows and operational cadence
• Establish scalable processes for partner forecasting, deal registration, and channel attribution.
• Develop automation and AI strategies to streamline processes, increase efficiency and drive scale of the program.

Qualifications

• 10+ years of experience in enterprise software sales, business development, or alliances, with 5+ years in leadership.
• Proven success building Regional SI ecosystems and hyperscaler partnerships.
• Deep understanding of hyperscaler GTM models (co-sell, marketplace, joint solutioning).
• Experience in healthcare, public sector, or regulated industries preferred.
• Strong executive presence, communication, and negotiation skills.
• Ability to balance strategic vision with hands-on execution in a growth-oriented environment.
• Bachelor’s degree in Business, Technology, or related field; MBA preferred.

Performance Metrics

• Partner-attributed revenue growth (OEM, SI, and Hyperscaler).
• New partner recruitment and activation metrics.
• Co-sell pipeline and joint opportunity volume.
• Partner satisfaction and enablement engagement scores.
• Efficiency in partner operations and forecast accuracy.

Interview Process

Who are people who understand partners best which can help us in the interview process.

We are an equal-opportunity employer and do not discriminate because of race, color, religion, sex, national origin, ancestry, marital status, veteran status, age, disability, sexual orientation or gender identity or expression or any other legally protected category. InterSystems is an E-Verify Employer in the United States.