Software, Data Analytics, Sales & Marketing Technology

Director, Strategic Technology & ISV Partnerships

Waltham, MAHybridFull TimeDirector$150,000–$178,000 /yrPosted 10 days agoVisa sponsorship available

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Required skills

hyperscalers
cloud marketplaces
ISVs
integrations
AI/platform relationships
data distribution
strategic technology ecosystem
commercialization
partner execution
pipeline

Nice to have

GSuite
NetSuite
Snowflake
GCP
AWS
Microsoft Azure

Role summary

ZoomInfo is seeking a Director, Strategic Technology & ISV Partnerships to build and scale its technology ecosystem, focusing on hyperscalers, cloud marketplaces, ISVs, integrations, and AI/platform relationships. This executive role owns the strategy and commercialization of key technology partnerships, leading a team to drive partner execution, adoption, pipeline, and revenue. The Director will manage executive relationships with strategic partners, including AWS, Microsoft Azure, and Google Cloud, and develop joint business plans and co-sell motions. Responsibilities include owning the cloud marketplace strategy, driving co-sell initiatives, and leveraging customer cloud commitments. The role also involves prioritizing integrations, AI use cases, and data distribution opportunities, building partner business plans, and establishing governance, measurement, and KPIs for partner performance. The ideal candidate has 10+ years of experience in technology partnerships, including hyperscaler management, cloud marketplace expertise, and team leadership, with a proven track record of driving partner-sourced revenue.

ZoomInfo is where careers accelerate. We move fast, think boldly, and empower you to do the best work of your life. You’ll be surrounded by teammates who care deeply, challenge each other, and celebrate wins. With tools that amplify your impact and a culture that backs your ambition, you won’t just contribute. You’ll make things happen fast.

About the Role

The Director, Strategic Technology & ISV (Independent Software Vendor) Partnerships will build and scale ZoomInfo’s strategic technology ecosystem across hyperscalers and cloud marketplaces, ISVs, integrations, AI/platform relationships, and data distribution. This leader owns the strategy and commercialization of ZoomInfo’s highest-priority technology partnerships and leads the team responsible for partner execution, adoption, pipeline, and revenue. You will serve as the executive relationship owner for our most strategic technology partners and the single accountable leader for how ZoomInfo grows through, with, and on top of the world’s leading cloud and platform companies. You will play a critical part in driving wins at the most strategic accounts, with the following outcomes:

Position ZoomInfo as a leader in our hyperscaler, cloud, and technology partner ecosystems with access to senior partner leadership

Achieve alliance targets across partner-sourced and influenced pipeline, revenue, win rate, integration adoption, and data distribution consumption

Increase partner maturity across the dimensions of the ZoomInfo Alliance Partner Framework: Sales, Marketing, Enablement, Joint Initiatives, and Delivery

Build a high-performing Strategic Technology & ISV team and operate within the assigned budget

This role reports to ZoomInfo’s Vice President, Strategic Partnerships to ensure the technology ecosystem aligns with ZoomInfo’s overall partner programs and strategy. The Director leads the Strategic Technology & ISV team, including a Partner Manager, Strategic Technology & ISV, and works closely with the Data Partnerships / Data Distribution lead.

What You’ll Do

Strategy and Leadership

Develop and manage ZoomInfo’s global Strategic Technology and ISV partnership strategy, including partner segmentation, prioritization, coverage, and investment

Own and deepen ZoomInfo’s highest-priority technology relationships across leading SaaS, AI, GTM, cloud, and platform companies

Absorb ownership of the Cloud Partnerships portfolio and integrate hyperscaler and cloud relationships into the broader Strategic Technology and ISV strategy

Lead and develop the Strategic Technology & ISV team, including the Partner Manager and future Partner Account Managers as the portfolio scales

Provide strategic leadership across Data Partnerships / Data Distribution and ensure those relationships align with the broader technology ecosystem

Hyperscaler and Cloud Marketplace Responsibilities

Own ZoomInfo’s executive and field relationships with the hyperscalers, including AWS, Microsoft Azure, and Google Cloud, and their respective partner, marketplace, and ISV organizations

Develop and execute joint business plans with each hyperscaler that align product, marketplace, co-sell, and field priorities to pipeline, revenue, and consumption targets

Own ZoomInfo’s cloud marketplace strategy, including listings, private offers, pricing and packaging, and procurement through marketplace channels

Drive co-sell motions with hyperscaler field teams, including opportunity registration, deal registration and incentives, account mapping, and joint pursuit of strategic accounts

Position ZoomInfo to benefit from customers’ cloud commitments and committed-spend drawdown programs, partnering with Sales, Finance, and Legal on commercial and contracting structures

Achieve and maintain the partner program tiers, competencies, and validations required to unlock hyperscaler funding, co-marketing, and field alignment

Lead hyperscaler field engagement and enablement, including joint events, executive briefings, and presence at hyperscaler conferences and summits

Drive joint go-to-market initiatives with hyperscaler data, analytics, and AI platforms, including Snowflake, Databricks, and cloud-native AI services where relevant

Coordinate cross-functional execution with Product, Engineering, InfoSec, Legal, Finance, and RevOps on hyperscaler technical validation, security reviews, listing requirements, and billing and reporting

Act as the executive escalation point and senior sponsor for ZoomInfo’s hyperscaler relationships

ISV, Integrations, and Data Distribution

Partner closely with Product and Engineering to prioritize integrations, embedded-data opportunities, AI use cases, and product partnership opportunities

Own the commercial strategy surrounding integrations so partnerships progress beyond technical connectivity into measurable adoption and business outcomes

Identify and develop new partnership opportunities that expand ZoomInfo’s distribution, product capabilities, market reach, and routes to revenue

Develop repeatable co-sell, referral, marketplace, embedded-data, and joint GTM motions where appropriate

Build partner business plans that align integrations, go-to-market priorities, adoption goals, customer opportunities, pipeline, and revenue objectives

Governance, Measurement, and Operating Rhythm

Architect and manage partner business planning, QBRs, executive governance, performance measurement, and partner health

Establish clear KPIs for partner-sourced and influenced revenue, pipeline, integration adoption, product consumption, distribution growth, marketplace performance, and partner engagement

Ensure all partner opportunities are entered and tracked in Salesforce and partner portals to manage progress toward performance goals

Operate within the assigned budget and align investment to partner productivity and strategic value

Cross-Functional Partnership

Collaborate with Sales, Product, Engineering, Marketing, Partner Marketing, Solutions, Customer Success, Legal, Finance, and executive leadership to execute strategic priorities

Contribute through internal teams to develop partner offerings, joint narratives, and go-to-market strategy in cooperation with ZoomInfo solution owners

Core systems and tools you may be working with: Salesforce, Jira, Confluence, GSuite, NetSuite, Snowflake, GCP, AWS, Microsoft Azure, hyperscaler partner portals and marketplace consoles, plus multiple other peripheral software tools in these ecosystems.

What You Bring

10+ years of experience in technology partnerships, alliances, or business development, including significant experience managing hyperscaler partnerships (AWS, Microsoft Azure, and/or Google Cloud); Databricks and Snowflake experience a plus

Proven experience managing cloud marketplace listings, private offers, and co-sell programs with hyperscaler field organizations

Confirmed track record of partner-sourced and influenced revenue over-performance

Existing senior relationships and network across hyperscaler, ISV, and technology platform leadership

Experience building and leading a team, ideally in a player-coach model that begins close to execution and scales as the portfolio grows

Strategic business, commercial, and marketing planning capabilities, including joint business plan development and partner economics

Experience structuring and negotiating complex partnership agreements, including resale, marketplace, referral, and data distribution models, in partnership with Legal and Finance

Experience partnering with Product and Engineering on integrations, platform partnerships, and AI or data product strategy

Excellent interpersonal skills and a confirmed capacity to build positive relationships and close business with partners

Ability to develop strong internal relationships across Verticals, Business Units, and across ZoomInfo

Comfortable working with and presenting to SVP and C-level leadership at ZoomInfo and at partner organizations

Must be self-motivated, have strong self-management skills, and demonstrate essential leadership qualities

Comp & Benefits

The US base salary range for this position is $150,000 - $178,000 + variable compensation + equity + benefits.

Actual compensation offered will be based on factors such as the candidate’s work location, qualifications, skills, experience and/or training. Your recruiter can share more information about the specific salary range for your desired work location during the hiring process.

We want our employees and their families to thrive. In addition to comprehensive benefits we offer holistic mind, body and lifestyle programs designed for overall well-being. Learn more about ZoomInfo benefits here.

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About us:

ZoomInfo (NASDAQ: GTM), the all-in-one AI GTM platform, enables sales, marketing, and customer success teams to execute their go-to-market strategy with confidence. Powered by the industry's most comprehensive B2B data, including more than 100 million companies, 500 million contacts, and billions of signals, ZoomInfo delivers the intelligence, automation, and integrations that modern revenue teams need to identify, engage, and convert their best buyers.

ZoomInfo is committed to protecting your privacy when you apply for jobs with us. Please review our Job Applicant Privacy Notice for more details on how we handle your personal information.

ZoomInfo may use a software-based assessment as part of the recruitment process. More information about this tool, including the results of the most recent bias audit, is available here.

ZoomInfo is proud to be an equal opportunity employer, hiring based on qualifications, merit, and business needs, and does not discriminate based on protected status. We welcome all applicants and are committed to providing equal employment opportunities regardless of sex, race, age, color, national origin, sexual orientation, gender identity, marital status, disability status, religion, protected military or veteran status, medical condition, or any other characteristic protected by applicable law. We also consider qualified candidates with criminal histories in accordance with legal requirements.

For Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. ZoomInfo does not administer lie detector tests to applicants in any location.

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