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IBM Alliance Director

Sales - Indirect | London, UK

The IBM Alliance Director will be responsible for driving the success of Hortonworks IBM partnership in EMEA.

The role will work with the global Hortonworks VP IBM Alliance, IBM BD team and the Director International Channels & Alliances to help develop and rollout the EMEA IBM go to market plan by leveraging activities at Global and in NA and adapting them to the local markets. This includes participating in the development and execution of sales enablement plans, deal execution and joint marketing activities, as well as other activities as required. Additionally, the Director, IBM Alliances will contribute feedback on the progress of the IBM partnership in EMEA to assist in creating a stronger overall partnership. The role will include extensive participation with Regional VP’s and the sales teams across EMEA.

This role will also own coordinating the engagement and interaction between the HWX sales teams and IBM's sales teams within the region to maximize joint selling opportunities and account penetration. Activities will include sales organization alignment, account mapping and driving pipeline & management.

Other responsibilities include but are not limited to the following: 

  • Develop detailed sales/marketing plans and sales forecasts
  • Manage time and work flow and create effective call plans
  • Monitor competition and respond immediately and appropriately
  • Build an exhaustive network and generate prolific referrals

The optimal candidate will have the following skills and experience.

  • 10+ years sales oriented background in enterprise software
  • 5+ years proven business development/alliance experience with quantifiable results building the field execution with key partners.
  • Proven experience building and managing sales partnership with alliance partners
  • Excellent organizational and communication skills
  • Proven success working in very fast moving and dynamic environments with high-powered sales teams.
  • Experience working with IBM is a Must either as an employee or a in a role with a global partner of IBM.

All employees are required to adhere to all Hortonworks employment policies, including without limitation information security policies.  


As one of Nasdaq’s newest public companies, Hortonworks is experiencing extraordinary growth as we deliver essential support to the burgeoning big data community. Our 100% Open Source Hadoop Platform helps the Enterprise store, manage, process, and analyze large amounts of structured and unstructured data.

Hortonworks is the leader in accelerating business transformations with Open Enterprise Hadoop by developing, distributing and supporting an enterprise-scale data platform built entirely on open source technology including Apache™ Hadoop®. Our team comprises the largest contingent of builders and architects within the Hadoop ecosystem who represent and lead the broader enterprise requirements within these communities.

The Hortonworks Data Platform provides an open platform that deeply integrates with existing IT investments and upon which enterprises can build and deploy Hadoop-based applications.

Hortonworks has deep relationships with the key strategic data center partners that enable our customers to unlock the broadest opportunities from Hadoop.

For more information, visit

Hortonworks and HDP are registered trademarks or trademarks of Hortonworks, Inc. and it's subsidiaries in the United States and other jurisdictions. 


EOE/M/F/Vet/Disability. Hortonworks is an Equal Opportunity Employer in accordance with VEVRAA and Section 503 regulations.



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IBM Alliance Director | Sales - Indirect | London, UK

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