Ten Eleven Ventures
The Director, Technology Alliances & CSP Partner Sales is responsible for defining, expanding, and managing Saviynt's strategic technology alliance ecosystem and leading our CSP engagement. This role combines strategic partner management, product centric integration leadership, technical acumen, and CSP go to market execution to explain the value of technical integrations and joint GTM execution while building scalable routes to market through AWS, Azure and Google Cloud to deliver high impact, revenue generating partnerships with leading security and enterprise technology providers. This role will report to the SVP Business Development (Tech and Cloud Alliances) and align with the objectives of the SVP EMEA Sales. This leader will drive both inbound and outbound alliance motions, spearheading technical integrations, joint solutions, co selling frameworks, referral partnerships, enablement, and scalable revenue generating programs that align with Saviynt's platform vision and CSP revenue goals. You will help us design, build, and implement a successful regional plan and co sell strategy aligned to our CSP revenue goals to reach customers and solve their identity security challenges. As a key liaison between partners and internal teams, this role requires a mix of existing technical alliance relationships, CSP engagement experience, business development acumen, technical credibility, and relationship excellence. As the identity and security landscape becomes increasingly interconnected, strategic alliances and CSP partnerships are a core growth driver for Saviynt. This role is critical in shaping how Saviynt scales its ecosystem, extends platform value, and accelerates market penetration through collaborative partnerships. WHAT YOU WILL BE DOING Alliance Strategy & Program Leadership Define and execute the regional technology alliances strategy and GTM, including identifying priority categories and strategic technology alliance partners (e.g. security tools, identity providers, ITSM, DevOps, data platforms, Wiz, CrowdStrike, Zscaler, Cyera). Build, scale, and manage strategic partnerships that include co development, technical integrations, joint marketing, and co sell models. Work closely with the GSI and channel partners to create offers based on tech partner integrations and go to market strategies closely integrating our solution into their product offerings / solution set / portfolio. Build relationships with key GTM stakeholders within AWS, Azure and Google Cloud and work closely with the Saviynt sales, channel and global alliance teams to focus on growing our business opportunities together with the CSPs. Manage the regional CSP plan for EMEA and executive engagement with CSP business stakeholders in the region. Build plans tailored to the EMEA region and collaborate with the channel ecosystem. Identify top pipeline and ideal customer profile prospects and map to CSP sales and marketplace teams. Lead the strategy for account based co sell opportunities; present to CSP audiences our "better together" story (lead gen) on team calls, lunch and learns at CSP offices across EMEA. Work with our channel team to develop a triparty demand gen, field and transactional strategy (CPPO, MPO, MCPO). Technical Integration Ownership Partner with product and engineering teams to define and oversee integration roadmaps, ensuring alignment with both Saviynt's and partners' product strategies. Act as a liaison for technical integrations, ensuring high quality delivery, support, and scalability of joint solutions. Work with solution architecture and go to market packaging for integrations, working closely with solution architects and technical alliance architects. Identify opportunities to partner closely with the technical teams to merge the strategy for both commercial and solution architect CSP teams. Go to Market & Field Alignment Collaborate with marketing, sales, and product teams to launch joint solutions, field ready collateral, and partner led demand generation programs. Establish and maintain co sell and referral programs with technology partners to drive qualified pipeline and revenue growth. Enable internal sales teams and partner sellers to successfully position and sell integrated solutions. Collaborate with cross functional teams to support regional CSP field events - strategic and local. Identify, create and distribute vertical win stories and use cases. Partner Relationship Management Serve as a senior executive liaison to top tier partners, developing senior level relationships and driving long term strategic engagement. Drive joint business planning, quarterly reviews, and performance tracking for high value partners. Act as a public facing evangelist at key partner events, trade shows, and executive roundtables. Support the Global Cloud Alliance Lead to plan and support QBRs and EBCs on a regional and global level. Internal Leadership & Cross Functional Collaboration Align closely with product management, sales, engineering, legal, and marketing to ensure partner success across the lifecycle. Mentor and manage alliance team members and extended technical resources focused on partner delivery. Monitor market trends and competitive activity to continuously refine the alliance strategy. WHAT YOU BRING 10+ years of experience in enterprise technology and GTM for SaaS companies with a focus on alliances, strategic partnerships, product integrations, business development, and SaaS channel experience. A minimum of 5+ years of experience building partnership programs and relationships with at least one of the CSPs in AWS, Azure, Google Cloud, etc. Proven track record of leading technology alliance or ISV ecosystems with direct revenue impact through joint GTM and technical integrations. Deep understanding of identity/security landscapes, modern SaaS architectures, CSP marketplaces and ecosystems, and ISVs like CrowdStrike, Cyera, Wiz, ServiceNow etc. Experience launching co sell frameworks, referral programs, joint marketing initiatives, and Cloud Service Provider Marketplace programs with measurable impact. Experience working with or within product development organizations to deliver on joint integration roadmaps. Outstanding executive communication, relationship management, cross functional leadership skills, and experience in building relationships and scaling them. Process oriented. You pay attention to the details. You know your SFDC accounts. You know the CSP pipeline management portal. A matchmaker. You know how to find the right partner for the right opportunity. A team player. Selling is a team sport, and the field is our customer. You were your previous field teams' "go to" partner person. You know how to earn, build, and maintain trust. Consistently hit your target year after year. Happy and willing to travel approximately 40-50% of the time as needed for partner meetings, events, and strategic planning sessions. Preferred Attributes Experience managing or launching OEM, embedded, or white label partnerships. Familiarity with Saviynt or adjacent identity and governance platforms. Prior experience building a partner program from the ground up or significantly expanding a mid stage partner ecosystem. Background in cybersecurity, cloud native security, or IT operations tools. If required for this role, you will: Complete security & privacy literacy and awareness training during onboarding and annually thereafter. Review (initially and annually thereafter), understand, and adhere to Information Security/Privacy Policies and Procedures such as (but not limited to): Data Classification, Retention & Handling Policy Incident Response Policy/Procedures Business Continuity/Disaster Recovery Policy/Procedures Mobile Device Policy Account Management Policy Access Control Policy Personnel Security Policy Privacy Policy Saviynt is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
The Director, Technology Alliances & CSP Partner Sales is responsible for defining, expanding, and managing Saviynt's strategic technology alliance ecosystem and leading our CSP engagement. This role combines strategic partner management, product centric integration leadership, technical acumen, and CSP go to market execution to explain the value of technical integrations and joint GTM execution while building scalable routes to market through AWS, Azure and Google Cloud to deliver high impact, revenue generating partnerships with leading security and enterprise technology providers. This role will report to the SVP Business Development (Tech and Cloud Alliances) and align with the objectives of the SVP EMEA Sales. This leader will drive both inbound and outbound alliance motions, spearheading technical integrations, joint solutions, co selling frameworks, referral partnerships, enablement, and scalable revenue generating programs that align with Saviynt's platform vision and CSP revenue goals. You will help us design, build, and implement a successful regional plan and co sell strategy aligned to our CSP revenue goals to reach customers and solve their identity security challenges. As a key liaison between partners and internal teams, this role requires a mix of existing technical alliance relationships, CSP engagement experience, business development acumen, technical credibility, and relationship excellence. As the identity and security landscape becomes increasingly interconnected, strategic alliances and CSP partnerships are a core growth driver for Saviynt. This role is critical in shaping how Saviynt scales its ecosystem, extends platform value, and accelerates market penetration through collaborative partnerships. WHAT YOU WILL BE DOING Alliance Strategy & Program Leadership Define and execute the regional technology alliances strategy and GTM, including identifying priority categories and strategic technology alliance partners (e.g. security tools, identity providers, ITSM, DevOps, data platforms, Wiz, CrowdStrike, Zscaler, Cyera). Build, scale, and manage strategic partnerships that include co development, technical integrations, joint marketing, and co sell models. Work closely with the GSI and channel partners to create offers based on tech partner integrations and go to market strategies closely integrating our solution into their product offerings / solution set / portfolio. Build relationships with key GTM stakeholders within AWS, Azure and Google Cloud and work closely with the Saviynt sales, channel and global alliance teams to focus on growing our business opportunities together with the CSPs. Manage the regional CSP plan for EMEA and executive engagement with CSP business stakeholders in the region. Build plans tailored to the EMEA region and collaborate with the channel ecosystem. Identify top pipeline and ideal customer profile prospects and map to CSP sales and marketplace teams. Lead the strategy for account based co sell opportunities; present to CSP audiences our "better together" story (lead gen) on team calls, lunch and learns at CSP offices across EMEA. Work with our channel team to develop a triparty demand gen, field and transactional strategy (CPPO, MPO, MCPO). Technical Integration Ownership Partner with product and engineering teams to define and oversee integration roadmaps, ensuring alignment with both Saviynt's and partners' product strategies. Act as a liaison for technical integrations, ensuring high quality delivery, support, and scalability of joint solutions. Work with solution architecture and go to market packaging for integrations, working closely with solution architects and technical alliance architects. Identify opportunities to partner closely with the technical teams to merge the strategy for both commercial and solution architect CSP teams. Go to Market & Field Alignment Collaborate with marketing, sales, and product teams to launch joint solutions, field ready collateral, and partner led demand generation programs. Establish and maintain co sell and referral programs with technology partners to drive qualified pipeline and revenue growth. Enable internal sales teams and partner sellers to successfully position and sell integrated solutions. Collaborate with cross functional teams to support regional CSP field events - strategic and local. Identify, create and distribute vertical win stories and use cases. Partner Relationship Management Serve as a senior executive liaison to top tier partners, developing senior level relationships and driving long term strategic engagement. Drive joint business planning, quarterly reviews, and performance tracking for high value partners. Act as a public facing evangelist at key partner events, trade shows, and executive roundtables. Support the Global Cloud Alliance Lead to plan and support QBRs and EBCs on a regional and global level. Internal Leadership & Cross Functional Collaboration Align closely with product management, sales, engineering, legal, and marketing to ensure partner success across the lifecycle. Mentor and manage alliance team members and extended technical resources focused on partner delivery. Monitor market trends and competitive activity to continuously refine the alliance strategy. WHAT YOU BRING 10+ years of experience in enterprise technology and GTM for SaaS companies with a focus on alliances, strategic partnerships, product integrations, business development, and SaaS channel experience. A minimum of 5+ years of experience building partnership programs and relationships with at least one of the CSPs in AWS, Azure, Google Cloud, etc. Proven track record of leading technology alliance or ISV ecosystems with direct revenue impact through joint GTM and technical integrations. Deep understanding of identity/security landscapes, modern SaaS architectures, CSP marketplaces and ecosystems, and ISVs like CrowdStrike, Cyera, Wiz, ServiceNow etc. Experience launching co sell frameworks, referral programs, joint marketing initiatives, and Cloud Service Provider Marketplace programs with measurable impact. Experience working with or within product development organizations to deliver on joint integration roadmaps. Outstanding executive communication, relationship management, cross functional leadership skills, and experience in building relationships and scaling them. Process oriented. You pay attention to the details. You know your SFDC accounts. You know the CSP pipeline management portal. A matchmaker. You know how to find the right partner for the right opportunity. A team player. Selling is a team sport, and the field is our customer. You were your previous field teams' "go to" partner person. You know how to earn, build, and maintain trust. Consistently hit your target year after year. Happy and willing to travel approximately 40-50% of the time as needed for partner meetings, events, and strategic planning sessions. Preferred Attributes Experience managing or launching OEM, embedded, or white label partnerships. Familiarity with Saviynt or adjacent identity and governance platforms. Prior experience building a partner program from the ground up or significantly expanding a mid stage partner ecosystem. Background in cybersecurity, cloud native security, or IT operations tools. If required for this role, you will: Complete security & privacy literacy and awareness training during onboarding and annually thereafter. Review (initially and annually thereafter), understand, and adhere to Information Security/Privacy Policies and Procedures such as (but not limited to): Data Classification, Retention & Handling Policy Incident Response Policy/Procedures Business Continuity/Disaster Recovery Policy/Procedures Mobile Device Policy Account Management Policy Access Control Policy Personnel Security Policy Privacy Policy Saviynt is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
Ten Eleven Ventures
We are seeking an experienced, analytical, and commercially savvy leader to step into the role of Deal Desk Strategist. This individual will lead the Deal Desk function, ensuring seamless and profitable execution of complex, high value transactions. The role requires a strategic mindset, deep expertise in SaaS business models (preferably IGA), and proven leadership ability to manage commercial risk and drive process excellence across a high growth sales organization. This role reports to the Global Deal Desk Director and is essential for scaling our revenue operations, mitigating commercial risk, and optimizing profitability globally. The Deal Desk Manager will be responsible for setting strategy, managing team output, and owning key commercial tools. What You Will Be Doing Strategic Leadership & Deal Governance Own Deal Strategy: Provide strategic leadership and guidance to sales leadership and Account Executives on the most complex, high value, and non standard deals. Set the standard for optimal deal structure, pricing, and commercial terms to maximize long term customer value (LTV) and profitability. Sales Structure Expertise: Demonstrate a deep understanding of the various SaaS deal types-including New Logo, Expansion (Upsell/Cross sell), Renewal, and Consumption/Usage Based models-to guide Sales on structure and commercial positioning for each. Profitability Focus: Ensure all deal structures align with our company's revenue objectives by clearly understanding how SaaS companies make money (Subscription ARR, Professional Services, Expansion Revenue) and prioritizing deal terms that drive high quality, recognizable revenue (ASC 606). Approval Authority & Risk Mitigation: Serve as a primary escalation point for all pricing exceptions, non standard terms, and commercial risks. Exercise management level approval authority on CPQ quotes and ordering documents, ensuring strict adherence to global company policies, revenue recognition standards (ASC 606), and strategic goals. Executive Business Partnering: Act as a trusted business partner to Sales Directors/VPs, Finance, Legal, and Executive leadership, providing data driven insights on deal trends, win/loss analysis based on commercial structure, and profitability metrics. Process, System, and Team Management Lead CPQ and Commercial Roadmap: Own and drive the continuous improvement roadmap for the Configure, Price, Quote (CPQ) system and related commercial tools. Prioritize enhancements that maximize sales velocity, data accuracy, and compliance. Team Enablement and Training: Develop, lead, and execute a comprehensive Global Enablement Program for the sales organization on new pricing models, updated commercial policies, and best practices for leveraging CPQ, transitioning from training sessions to developing institutional knowledge. Manage Documentation and Knowledge: Oversee the development, maintenance, and mandatory usage of a central Commercial Language Library and Policy Repository to ensure consistency, minimize time to close, and reduce legal/financial risk across all geographies. Process Efficiency: Proactively identify and resolve systemic bottlenecks in the deal cycle, developing and implementing scalable solutions to improve the efficiency and accuracy of the end to end quote to cash process. Financial Rigor and Reporting Deal Analytics: Track, analyze, and report on key deal metrics (e.g., discounting, average selling price, term length, non standard term frequency) to identify trends, inform pricing strategies, and report commercial health to executive stakeholders. Audit Readiness: Ensure all executed deals and supporting documentation are fully compliant and audit ready, collaborating closely with Accounting and Finance teams for accurate period end closings and revenue recognition reporting. What You Bring Minimum of 7+ years in Deal Desk, Revenue Operations, or Finance, with at least 2 years of experience leading or managing a Deal Desk function in a high growth, global SaaS environment. Deep, demonstrated expertise in SaaS models, including the impact of various deal structures (subscription vs. usage, multi year vs. annual, upfront vs. deferred billing) on key financial metrics like ARR, NRR, and Gross Margin. Bachelor's degree in Business, Finance, Accounting, or a related quantitative field is required. An MBA or advanced professional certification is a strong asset. Expert level understanding of SaaS business models, licensing/pricing strategies, and complex revenue recognition principles (ASC 606). Prior experience in the Identity Governance and Administration (IGA) sector is highly preferred. Advanced skills in Salesforce and deep, hands on administrative or ownership experience with a leading CPQ platform (e.g., Salesforce CPQ, Apptus, Zuora). Proven ability to leverage data modeling and analytics to drive commercial decisions. Exceptional written and verbal communication skills, with a proven ability to simplify complex financial and legal concepts for sales and executive audiences. Demonstrated track record of leading cross functional projects and driving alignment among competing priorities (Sales, Legal, Finance). If required for this role, you will: Complete security & privacy literacy and awareness training during onboarding and annually thereafter. Review (initially and annually thereafter), understand, and adhere to Information Security/Privacy Policies and Procedures such as: Data Classification, Retention & Handling Policy Incident Response Policy/Procedures Business Continuity/Disaster Recovery Policy/Procedures Mobile Device Policy Account Management Policy Access Control Policy Personnel Security Policy Privacy Policy Saviynt is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
We are seeking an experienced, analytical, and commercially savvy leader to step into the role of Deal Desk Strategist. This individual will lead the Deal Desk function, ensuring seamless and profitable execution of complex, high value transactions. The role requires a strategic mindset, deep expertise in SaaS business models (preferably IGA), and proven leadership ability to manage commercial risk and drive process excellence across a high growth sales organization. This role reports to the Global Deal Desk Director and is essential for scaling our revenue operations, mitigating commercial risk, and optimizing profitability globally. The Deal Desk Manager will be responsible for setting strategy, managing team output, and owning key commercial tools. What You Will Be Doing Strategic Leadership & Deal Governance Own Deal Strategy: Provide strategic leadership and guidance to sales leadership and Account Executives on the most complex, high value, and non standard deals. Set the standard for optimal deal structure, pricing, and commercial terms to maximize long term customer value (LTV) and profitability. Sales Structure Expertise: Demonstrate a deep understanding of the various SaaS deal types-including New Logo, Expansion (Upsell/Cross sell), Renewal, and Consumption/Usage Based models-to guide Sales on structure and commercial positioning for each. Profitability Focus: Ensure all deal structures align with our company's revenue objectives by clearly understanding how SaaS companies make money (Subscription ARR, Professional Services, Expansion Revenue) and prioritizing deal terms that drive high quality, recognizable revenue (ASC 606). Approval Authority & Risk Mitigation: Serve as a primary escalation point for all pricing exceptions, non standard terms, and commercial risks. Exercise management level approval authority on CPQ quotes and ordering documents, ensuring strict adherence to global company policies, revenue recognition standards (ASC 606), and strategic goals. Executive Business Partnering: Act as a trusted business partner to Sales Directors/VPs, Finance, Legal, and Executive leadership, providing data driven insights on deal trends, win/loss analysis based on commercial structure, and profitability metrics. Process, System, and Team Management Lead CPQ and Commercial Roadmap: Own and drive the continuous improvement roadmap for the Configure, Price, Quote (CPQ) system and related commercial tools. Prioritize enhancements that maximize sales velocity, data accuracy, and compliance. Team Enablement and Training: Develop, lead, and execute a comprehensive Global Enablement Program for the sales organization on new pricing models, updated commercial policies, and best practices for leveraging CPQ, transitioning from training sessions to developing institutional knowledge. Manage Documentation and Knowledge: Oversee the development, maintenance, and mandatory usage of a central Commercial Language Library and Policy Repository to ensure consistency, minimize time to close, and reduce legal/financial risk across all geographies. Process Efficiency: Proactively identify and resolve systemic bottlenecks in the deal cycle, developing and implementing scalable solutions to improve the efficiency and accuracy of the end to end quote to cash process. Financial Rigor and Reporting Deal Analytics: Track, analyze, and report on key deal metrics (e.g., discounting, average selling price, term length, non standard term frequency) to identify trends, inform pricing strategies, and report commercial health to executive stakeholders. Audit Readiness: Ensure all executed deals and supporting documentation are fully compliant and audit ready, collaborating closely with Accounting and Finance teams for accurate period end closings and revenue recognition reporting. What You Bring Minimum of 7+ years in Deal Desk, Revenue Operations, or Finance, with at least 2 years of experience leading or managing a Deal Desk function in a high growth, global SaaS environment. Deep, demonstrated expertise in SaaS models, including the impact of various deal structures (subscription vs. usage, multi year vs. annual, upfront vs. deferred billing) on key financial metrics like ARR, NRR, and Gross Margin. Bachelor's degree in Business, Finance, Accounting, or a related quantitative field is required. An MBA or advanced professional certification is a strong asset. Expert level understanding of SaaS business models, licensing/pricing strategies, and complex revenue recognition principles (ASC 606). Prior experience in the Identity Governance and Administration (IGA) sector is highly preferred. Advanced skills in Salesforce and deep, hands on administrative or ownership experience with a leading CPQ platform (e.g., Salesforce CPQ, Apptus, Zuora). Proven ability to leverage data modeling and analytics to drive commercial decisions. Exceptional written and verbal communication skills, with a proven ability to simplify complex financial and legal concepts for sales and executive audiences. Demonstrated track record of leading cross functional projects and driving alignment among competing priorities (Sales, Legal, Finance). If required for this role, you will: Complete security & privacy literacy and awareness training during onboarding and annually thereafter. Review (initially and annually thereafter), understand, and adhere to Information Security/Privacy Policies and Procedures such as: Data Classification, Retention & Handling Policy Incident Response Policy/Procedures Business Continuity/Disaster Recovery Policy/Procedures Mobile Device Policy Account Management Policy Access Control Policy Personnel Security Policy Privacy Policy Saviynt is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.