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MinIO is seeking a Director of Strategic Partnerships & Sales to own a flagship strategic partnership end-to-end as it scales across the region's sovereign AI infrastructure landscape. This is a high-visibility, single-account-depth role sitting at the intersection of enterprise sales, channel/reseller strategy, and executive relationship management.
Key Responsibilities:
- Own the day-to-day partnership relationship, serving as the primary point of contact between MinIO and the partner's business and technical teams, ensuring alignment on commitments, priorities, and delivery milestones.
- Expand the commercial scope of the partnership by identifying and negotiating opportunities for new use cases, regions, upsells, renewals, and expanded terms.
- Manage contract renewals and amendments, owning negotiations as the partnership evolves.
- Build and maintain executive relationships with partner leadership; keep both sides engaged and aligned on partnership health and direction.
- Drive partnership-sourced pipeline and revenue, owning quota or targets tied to business generated through the partnership and working with sales to convert opportunities.
- Run joint go-to-market execution, partnering with marketing and sales on co-selling motions, joint offers, campaigns, and reseller/channel activation.
- Manage ongoing partner operations through recurring cadences (QBRs, roadmap syncs, escalation handling) and keep internal stakeholders informed of partnership status, risks, and commercial health.
- Navigate reseller and channel dynamics to ensure commercial terms align with MinIO's broader channel strategy.
- Translate partner needs into internal priorities, bringing feedback to product and engineering while advocating for necessary resourcing.
- Track and report on partnership performance, defining and reporting KPIs (pipeline, revenue, deployment milestones, partnership health) to regional and global leadership.
- Represent MinIO externally at industry events, conferences, and executive briefings to strengthen partnership visibility.
MinIO is the data and memory foundation for enterprise AI, trusted by 77% of the Fortune 100. The company unifies every layer of the data stack from agentic and inference context memory to tables and objects across core, edge, and cloud.
Requirements:
- 15–20 years of collective experience across sales, presales, channel/alliances, and business development, ideally within infrastructure, data, or AI/ML companies, with meaningful experience in strategic partnership or key-account ownership.
- Deep, demonstrated familiarity with the Saudi Arabia enterprise technology ecosystem and sovereign-AI/government-adjacent landscape, including national AI infrastructure initiatives and Vision 2030 digital infrastructure landscape.
- Track record of managing and growing an existing strategic partnership at scale—expanding scope, renewing/amending contracts, and increasing revenue over multi-year horizons.
- Comfort owning commercial terms and contract negotiations directly (MSAs, NFRs, exclusivity, revenue share, reseller structures), with legal support as needed.
- Strong working knowledge of object storage, data infrastructure, or AI/ML ecosystems sufficient to speak credibly with technical stakeholders on sovereign AI infrastructure, inference/training data pipelines, and platform architecture.
- Demonstrated success managing a partner relationship that drove measurable pipeline or revenue growth.
- Excellent relationship-building and executive communication skills; fully comfortable with C-level partners and government-adjacent stakeholders.
- Experience with co-selling motions, joint go-to-market execution, channel/reseller management, and partner enablement.
- Bilingual fluency in Arabic and English with professional communication style suited to Gulf enterprise and government context.
- Based in Riyadh; willing to travel regionally to partner sites, conferences, and industry events.
