Director, Alliances & Channel Partnerships
Kantata
Sales & Business Development
United States · Remote
Posted on Nov 15, 2025
Description
The Company
The Kantata Cloud for Professional Services™ gives businesses the clarity, control, and confidence they need to optimize resource planning and elevate operational performance. Our purpose-built software is helping over 2,500 professional services organizations in more than 100 countries focus on and optimize their most important asset: their people. By leveraging Kantata, professionals gain access to the information and tools they need to win more business, ensure the right people are always available at the right time, and delight clients with exceptional project delivery and outcomes.
The Opportunity
As Director of Alliances & Channel Partnerships, you will lead Kantata’s global ISV and technology partner ecosystem with a primary focus on ServiceNow and SalesForce — our most strategic and impactful partners. This role is central to driving revenue growth, expanding market reach, and enhancing customer value through high-impact alliances. You will architect and execute the partner strategy, cultivating net-new partnerships while deepening our relationship with ServiceNow to deliver measurable business outcomes aligned with Kantata’s strategic priorities.
Goals & Measures of Success
The partner-sourced and partner-influenced pipeline is currently below target. Your mandate is to rebuild and scale the partner channels, delivering:
- Partner-sourced new logo ARR: >10% of closed won ARR in FY27, >20% in FY28
- Partner-influenced new logo ARR: >15% of closed won ARR in FY27, >20% in FY28
Primary Responsibilities
- ServiceNow and SalesForce Alliance Leadership: Own and expand Kantata’s partnership with ServiceNow & SalesForce. Drive joint go-to-market initiatives, co-sell motions, and solution alignment to maximize pipeline creation and revenue growth.
- Strategic Ecosystem Development: Identify and cultivate complementary ISV partnerships that strengthen Kantata’s ecosystem. Negotiate and formalize alliances that accelerate growth and create differentiated customer value.
- Revenue Growth Leadership: Build joint sales strategies with ServiceNow and other partners, focusing on priority markets and subsegments where collaboration delivers competitive advantage.
- Partner Engagement & Enablement: Develop frameworks for onboarding and enablement, ensuring ServiceNow and other partners are equipped to position and sell Kantata solutions effectively.
- Cross-Functional Leadership: Partner with Sales, Marketing, Product, and Operations to align resources and deliver seamless execution of ServiceNow-focused initiatives. Champion partner insights across the organization.
- Market Intelligence: Monitor industry trends, competitive dynamics, and ServiceNow’s evolving ecosystem to refine strategy and identify new growth vectors.
- Performance & Optimization: Define KPIs, track outcomes, and lead quarterly business reviews with ServiceNow and other partners to ensure accountability and continuous improvement.
- Executive Representation: Serve as Kantata’s ambassador at ServiceNow or SalesForce events, conferences, and partner forums, elevating the company’s visibility and thought leadership.
What You Bring
- Bachelor’s degree in business, marketing, or related field
- 10+ years of experience in ISV/channel leadership with a proven track record of building ecosystems that drive incremental pipeline and revenue
- Deep experience managing and growing partnerships with ServiceNow and/or SalesForce, including joint go-to-market execution, co-sell programs, and solution alignment
- Experience cultivating relationships with other ISVs (e.g., Salesforce, Sage) and scaling niche ISVs into strategic alliances
- Background in vendors selling middle-office/business transformation software with complex, competitive sales cycles requiring implementation projects
- Strong commercial acumen with exceptional negotiation and executive relationship-building skills
- Outstanding communication and presentation abilities, with the gravitas to influence at the C-suite level
- Ability to thrive in a fast-paced, high-growth environment while exercising sound judgment on priorities
- Expertise in articulating joint value propositions and leading cross-functional execution of GTM programs
- Proficiency with CRM and partner management platforms
Preferred Skills
- Experience designing and scaling a successful ISV partner ecosystem with ServiceNow and/or SalesForce at the center
- Deep understanding of the professional services industry and competitive landscape
- Certifications in partner management or enterprise sales
Our Philosophy
We know every company can be successful with the right technology and when people are at the core. We believe that we’re better together - that working hand-in-hand brings the best thoughts to the table and creates an environment of learning and growth. Here, you’ll enjoy:
We know every company can be successful with the right technology and when people are at the core. We believe that we’re better together - that working hand-in-hand brings the best thoughts to the table and creates an environment of learning and growth. Here, you’ll enjoy:
- An intentionally engaging and collaborative culture - ditch the silo!
- Strong work-life balance that’s a true focus of the company
- The chance to learn from some of the best people in the business
- A vibrant, collaborative, and devoted team, who still makes time for fun
At Kantata, we strive to create an inclusive workplace that upholds the dignity of all people. We value, respect, and celebrate everyone’s unique strengths from all different walks of life. As we continue to cultivate diversity within the company, our product (and people!) innovation continues to flourish.
Kantata is an Equal Opportunity Employer.