Director, Strategic Partnerships & Alliances

Are you an alliances leader who turns vendor partner programs into revenue? Do you know how to navigate Microsoft co-sell mechanics, the Databricks partner motion, and the emerging Anthropic ecosystem, and turn that knowledge into a repeatable pipeline engine? Are you energized by building a partnerships function from the ground up inside a fast moving consultancy that already has credibility across all three platforms? If so, we want to hear from you.  

 

The Director, Strategic Partnerships & Alliances owns Nimble Gravity’s partner ecosystem end to end across Microsoft, Databricks, and Anthropic, with a primary focus on Banking, Financial Services, and Insurance (BFSI). This is a revenue accountable role. You start as an individual contributor reporting directly to the Chief Revenue Officer, with a mandate to build a partnerships organization beneath you as the function scales. You are the single point of accountability for every dimension of how Nimble Gravity goes to market with its strategic partners.  

 

About Nimble Gravity  

Nimble Gravity is a data, AI, and digital engineering consultancy of more than 250 people. We blend business insight with technical firepower to deliver real world outcomes for ambitious leaders in financial services and insurance. We dive into complexity, move fast, and build what matters. Strategy, executed.  

Our partner ecosystem is the engine of our growth. We are a Microsoft FSI managed partner candidate building toward Azure specialization, a Databricks partner with an active FSI co-sell motion, and a Preferred Anthropic partner with a premier Claude on Azure Foundry motion featuring 20+ Claude certified architects. We hold MSAs with key financial services accounts where partner sourced engagements can be landed and expanded. Almost no firm has earned credibility across Microsoft, Databricks, and Anthropic at the BFSI enterprise level. We have. The Director, Strategic Partnerships & Alliances is the seat that compounds that advantage.  

 

The Opportunity  

The partner economy is moving fast. Microsoft has rebuilt its incentive model around Azure Accelerate, spanning partner led and field led funding paths plus purpose built offers including Azure Frontier (Data and AI), AI Transformation, Synapse to Fabric Migration, Analytics Modernization Accelerator, and Databricks Compete. Databricks is operationalizing co-sell at scale through its FSI vertical motion. Anthropic is actively hunting for services partners who can deliver Claude into regulated industries, and Claude is now generally available on Azure Foundry. Nimble Gravity has earned a seat at all three tables. We have working relationships with Microsoft FSI sellers, Databricks partner leadership, and the Anthropic Partner Manager covering our account.  

The Director, Strategic Partnerships & Alliances takes those working relationships and converts them into a programmatic, repeatable, multi-partner revenue motion. The role exists to maximize every dimension of how Nimble Gravity goes to market through its partners: relationship coverage, joint pursuits, partner funding captured, services revenue sourced, and platform consumption influenced.  

 

Partner Relationship Leadership  

You are the face of Nimble Gravity to Microsoft, Databricks, and Anthropic. You own the rhythm of business across all three: regular cadences with Microsoft FSI STU leadership, Databricks partnership and FSI sales leadership, and the Anthropic Partner Manager. You build the heatmap of existing relationships, identify the whitespace, and close coverage gaps with deliberate outreach. You know who is selling what, where they are quota constrained, where their accounts need a services partner, and where Nimble Gravity is the right fit.  

 

Funding Programs and Co-Sell Operationalization  

You are the internal authority on partner funding, in partnership with our Sales, Delivery and Finance organzations. You operationalize Microsoft Azure Accelerate (Partner-led MCI, Field-led ECIF, Azure Offer Navigator, Cloud Accelerate Factory), Databricks deal registration and co-sell, and the Anthropic partner program as it matures. You position yourself as the end to end owner of any deal that touches partner funding, manage the funding lifecycle from nomination through milestone payout, and educate Principals and sales leadership on how to align opportunities to applicable programs. Partner dollars are revenue, and you treat them that way.  

 

Pipeline Generation Engine  

You convert relationships and funding into pipeline. You launch one-to-many motions with Microsoft FSI STU teams, expansion OUs, Databricks FSI sales leaders, and the Anthropic field, structured as Nimble Gravity GTM presentations followed by sponsored co-sell meetings. You partner closely with marketing to build repeatable event frameworks. You drive partner sourced introductions through discovery, proposal, and close. You measure partner sourced pipeline, influenced bookings, funding utilization, and relationship coverage, and you report on them rigorously.  

 

Responsibilities  

Own the partner ecosystem end to end. Serve as the single point of accountability for Microsoft, Databricks, and Anthropic at Nimble Gravity. Maintain consistent cadences with our partner stakeholders, surface issues early, and keep all three motions moving in concert.

Operate Microsoft co-sell with mastery. Drive Microsoft Cloud Partner Program activities including managed partner status pursuit, Azure specialization enrollment, Azure Accelerate program execution (MCI and ECIF), and Azure Offer Navigator nominations across purpose built offers (Azure Frontier, AI Transformation, Synapse to Fabric Migration, Databricks Compete, Analytics Modernization Accelerator). Own the funding lifecycle end to end on every applicable deal.

Operationalize Databricks co-sell. Register active deals, automate deal registration where possible, and progress Nimble Gravity through Databricks partner tier milestones. Build the rhythm of business with Databricks partnership and FSI sales leadership.

Shape the Anthropic partnership. Coordinate with our Principal, Anthropic to evolve our Anthropic motion. Help define incentive program approaches and joint pursuit mechanics as the Anthropic partner program matures.

Drive partner sourced revenue. Generate, qualify, and convert opportunities sourced through all three partners. You will be measured on partner sourced pipeline, partner influenced bookings, funding utilization, and time to close.

Launch pipeline generation activities. Build and run repeatable one-to-many motions with partner sales teams, in collaboration with marketing. Track pipeline generated from each motion.

Educate and enable Principals and sellers. Teach the broader Nimble Gravity sales team how to leverage partner funding, how to align opportunities to applicable programs, and how to bring partners into deal cycles at the right moment.

Build the alliance playbooks. Codify how we co-sell with Microsoft, how we win with Databricks, and how we position Anthropic. Document the funding mechanics, the deal registration processes, and the delivery engagement model when partner funding is in play. Write it down so the motion scales beyond you.

Map and maintain the partner org. Use HubSpot to map every relevant contact across Microsoft, Databricks, and Anthropic. Track relationship health and recency. Surface the right outreach to the right Nimble Gravity person at the right moment.

Coordinate cross functionally. Partner with the Principal, Anthropic, the FSI Sales Channel team led by our VP Sales FSI, delivery, pre-sales, marketing, and RevOps. Most opportunities involve more than one platform, and the partner motion must be coherent across all of them.

Represent Nimble Gravity in the partner ecosystem. Show up at partner events, briefings, joint customer engagements, and industry conferences (Microsoft Build, Databricks DAIS, Anthropic events). Be the credible, business literate, technically fluent face of Nimble Gravity that partner sellers want to bring into their accounts.

Measure and report impact. Track and communicate partner sourced pipeline, influenced bookings, funding utilization, and relationship coverage. Refine the strategy based on what is working and what is not.

Build the team. As partner sourced revenue scales, build the partnerships organization beneath you. Define the roles, hire the people, and operate as a leader of a function rather than an individual contributor.  

 

Qualifications and Experience  

8 plus years of relevant experience, ideally combining technology partner management with consultative sales of services into enterprise customers.

Demonstrated success as an alliances lead, partner manager, or co-sell focused seller with a major cloud, data, or AI platform vendor (Microsoft, Databricks, AWS, Google, Snowflake, Anthropic, OpenAI, or similar). Demonstrated mastery of at least one partner ecosystem is required; ability to ramp quickly on the others is essential.

Working knowledge of Microsoft Cloud Partner Program mechanics is strongly preferred, including Azure specializations, managed partner status, Partner Center, MCI, ECIF, Azure Offer Navigator, and the Azure Accelerate program family.

Proven track record of converting partner relationships into sourced pipeline and closing complex services engagements on the back of them. You carry a number and you hit it.

Banking, Financial Services, and Insurance (BFSI) experience is nice to have. Strong candidates without BFSI background are welcome if their partner ecosystem knowledge and pipeline generation track record are exceptional.

Understanding of how platform vendor partner programs work: deal registration, partner tiers, co-sell mechanics, joint marketing, partner sourced versus partner attached deals, and funding nomination workflows.

Experience selling or co-selling consulting and professional services into enterprise clients. You can generate your own leads, build your own proposals, and close complex deals.

Strong program and project management skills. You run a partner motion as a system, not as a series of one off conversations.

Demonstrated ability to build a function from the ground up in an entrepreneurial environment. You are equally comfortable doing the work yourself today and hiring a team to do it tomorrow.

Experience building executive level communications and presentations, including vision led proposals and partner facing joint planning documents.

Working knowledge of the enterprise AI and data platform landscape. You can speak credibly about Azure Foundry, Microsoft Fabric, Databricks Lakehouse, Claude, agentic systems, and how these platforms drive measurable ROI in production.

Experience with revenue operations tools; HubSpot preferred.

Fluent English required.

Self starter who thrives in a fast paced environment focused on customer growth.

Ability to work in the US and travel as needed; willing to spend meaningful time on site with partners, with clients, and at industry events.  

 

Why This Role Matters  

The partner ecosystem is where Nimble Gravity’s competitive advantage compounds. Our credibility across Microsoft, Databricks, and Anthropic at the BFSI enterprise level is rare, and the funding, co-sell, and joint pursuit mechanics around those partnerships are evolving fast. The Director, Strategic Partnerships & Alliances is the seat that turns that credibility into a durable, programmatic revenue engine, and then builds the organization that scales it. If you want to own the partner motion at a consultancy with a real seat at the table with three of the most important platform vendors in enterprise AI right now, this is the seat.  

Nimble Gravity is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, state, or local law. Nimble Gravity considers all qualified applicants.