InterSystems
Head of Alliances & Channels – North America
The Head of Alliances & Channels – North America will lead the strategy, development, and execution of InterSystems’ partner ecosystem across System Integrators (SIs), Implementation Partners, and OEMs for North America while supporting field execution with hyperscalers (AWS, Google Cloud, Azure). Reporting directly to the Managing Director of North America, this leadership role will manage 5 staff members and lead a high‑performing team that expands market reach through partnerships, accelerates indirect revenue, and ensures alignment with overall corporate growth objectives.
Key Responsibilities Strategic Leadership
Define and execute the North America Alliance & Channel Strategy for InterSystems, with an emphasis on System Integrators and OEMs
Establish partner segmentation, performance goals, and joint business planning models.
Build and manage relationships with hyperscaler partner teams to support North America solution development, marketplace listings, and co‑sell programs.
Lead on‑going collaboration and coordination with Sales, Marketing, Product, Legal, and Finance to enable partner success and alignment with GTM objectives.
System Integrator (SI) Ecosystem Development
Expand and operationalize the newly established SI Partner Program, focusing on scalable engagement, enablement, and co‑selling motions.
Develop relationships with global and regional SIs across healthcare, financial services, and public sector.
Oversee development of enablement content, certification programs, and joint GTM campaigns.
Ensure SI partners meet required certifications for public sector and healthcare engagements.
OEM and ISV Partner Management
Drive the OEM business by enabling software partners to embed or build on InterSystems technology.
Manage OEM Sales Executives to ensure effective territory coverage, pipeline development, and achievement of revenue goals.
Oversee contract structures, pricing models, and partner lifecycle processes to drive profitable growth.
Develop technical partner support resources to ensure partner readiness and customer satisfaction.
Hyperscaler & Modern GTM Models
Support the relationships with AWS, Microsoft, and Google Cloud for North America, developing joint solution blueprints and partner‑funded opportunities that align to the GTM strategy for different business segments.
Work cross‑functionally to influence InterSystems participation in cloud marketplaces, co‑sell frameworks, and hyperscaler marketing initiatives.
Monitor evolving partner GTM models to ensure InterSystems remains differentiated and competitive.
Team Leadership and Enablement
Lead a diverse team of OEM, SI, and Channel professionals, fostering a high‑performance culture focused on accountability and execution.
Partner with the Sales Operations & Planning team to implement dashboards, partner KPIs, GTM workflows and operational cadence.
Establish scalable processes for partner forecasting, deal registration, and channel attribution.
Develop automation and AI strategies to streamline processes, increase efficiency and drive scale of the program.
Qualifications
10+ years of experience in enterprise software sales, business development, or alliances, with 5+ years in leadership.
Proven success building Regional SI ecosystems and hyperscaler partnerships.
Deep understanding of hyperscaler GTM models (co‑sell, marketplace, joint solutioning).
Experience in healthcare, public sector, or regulated industries preferred.
Strong executive presence, communication, and negotiation skills.
Ability to balance strategic vision with hands‑on execution in a growth‑oriented environment.
Bachelor’s degree in Business, Technology, or related field; MBA preferred.
Performance Metrics
Partner‑attributed revenue growth (OEM, SI, and Hyperscaler).
New partner recruitment and activation metrics.
Co‑sell pipeline and joint opportunity volume.
Partner satisfaction and enablement engagement scores.
Efficiency in partner operations and forecast accuracy.
Interview Process Who are people who understand partners best which can help us in the interview process.
Equal‑Opportunity Statement We are an equal‑opportunity employer and do not discriminate because of race, color, religion, sex, national origin, ancestry, marital status, veteran status, age, disability, sexual orientation or gender identity or expression or any other legally protected category. InterSystems is an E‑Verify Employer in the United States.
Compensation and Benefits InterSystems is providing a current good faith estimate of the anticipated base salary range for this position depending on a variety of factors including experience, education, skills, and performance. Other compensation may include a discretionary annual variable target incentive.
The company also provides generous employee benefits including:
Medical, vision, and dental insurance
Short‑term and long‑term disability, and life insurance
401(k) Profit Sharing Contribution
Paid Time Off and Holidays
Parental Leave
Tuition reimbursement
The estimated base compensatation range for this role is: $205,000—$259,000 USD.
About InterSystems InterSystems, a creative data technology provider, delivers a unified foundation for next‑generation applications for healthcare, finance, manufacturing, and supply chain customers in more than 80 countries. Our data platforms solve interoperability, speed, and scalability problems for large organizations around the globe to unlock the power of data and allow people to perceive data in imaginative ways. Established in 1978, InterSystems is committed to excellence through its 24×7 support for customers and partners around the world. Privately held and headquartered in Boston, Massachusetts, InterSystems has 38 offices in 28 countries worldwide. For more information, please visit
InterSystems.com .
#J-18808-Ljbffr
Key Responsibilities Strategic Leadership
Define and execute the North America Alliance & Channel Strategy for InterSystems, with an emphasis on System Integrators and OEMs
Establish partner segmentation, performance goals, and joint business planning models.
Build and manage relationships with hyperscaler partner teams to support North America solution development, marketplace listings, and co‑sell programs.
Lead on‑going collaboration and coordination with Sales, Marketing, Product, Legal, and Finance to enable partner success and alignment with GTM objectives.
System Integrator (SI) Ecosystem Development
Expand and operationalize the newly established SI Partner Program, focusing on scalable engagement, enablement, and co‑selling motions.
Develop relationships with global and regional SIs across healthcare, financial services, and public sector.
Oversee development of enablement content, certification programs, and joint GTM campaigns.
Ensure SI partners meet required certifications for public sector and healthcare engagements.
OEM and ISV Partner Management
Drive the OEM business by enabling software partners to embed or build on InterSystems technology.
Manage OEM Sales Executives to ensure effective territory coverage, pipeline development, and achievement of revenue goals.
Oversee contract structures, pricing models, and partner lifecycle processes to drive profitable growth.
Develop technical partner support resources to ensure partner readiness and customer satisfaction.
Hyperscaler & Modern GTM Models
Support the relationships with AWS, Microsoft, and Google Cloud for North America, developing joint solution blueprints and partner‑funded opportunities that align to the GTM strategy for different business segments.
Work cross‑functionally to influence InterSystems participation in cloud marketplaces, co‑sell frameworks, and hyperscaler marketing initiatives.
Monitor evolving partner GTM models to ensure InterSystems remains differentiated and competitive.
Team Leadership and Enablement
Lead a diverse team of OEM, SI, and Channel professionals, fostering a high‑performance culture focused on accountability and execution.
Partner with the Sales Operations & Planning team to implement dashboards, partner KPIs, GTM workflows and operational cadence.
Establish scalable processes for partner forecasting, deal registration, and channel attribution.
Develop automation and AI strategies to streamline processes, increase efficiency and drive scale of the program.
Qualifications
10+ years of experience in enterprise software sales, business development, or alliances, with 5+ years in leadership.
Proven success building Regional SI ecosystems and hyperscaler partnerships.
Deep understanding of hyperscaler GTM models (co‑sell, marketplace, joint solutioning).
Experience in healthcare, public sector, or regulated industries preferred.
Strong executive presence, communication, and negotiation skills.
Ability to balance strategic vision with hands‑on execution in a growth‑oriented environment.
Bachelor’s degree in Business, Technology, or related field; MBA preferred.
Performance Metrics
Partner‑attributed revenue growth (OEM, SI, and Hyperscaler).
New partner recruitment and activation metrics.
Co‑sell pipeline and joint opportunity volume.
Partner satisfaction and enablement engagement scores.
Efficiency in partner operations and forecast accuracy.
Interview Process Who are people who understand partners best which can help us in the interview process.
Equal‑Opportunity Statement We are an equal‑opportunity employer and do not discriminate because of race, color, religion, sex, national origin, ancestry, marital status, veteran status, age, disability, sexual orientation or gender identity or expression or any other legally protected category. InterSystems is an E‑Verify Employer in the United States.
Compensation and Benefits InterSystems is providing a current good faith estimate of the anticipated base salary range for this position depending on a variety of factors including experience, education, skills, and performance. Other compensation may include a discretionary annual variable target incentive.
The company also provides generous employee benefits including:
Medical, vision, and dental insurance
Short‑term and long‑term disability, and life insurance
401(k) Profit Sharing Contribution
Paid Time Off and Holidays
Parental Leave
Tuition reimbursement
The estimated base compensatation range for this role is: $205,000—$259,000 USD.
About InterSystems InterSystems, a creative data technology provider, delivers a unified foundation for next‑generation applications for healthcare, finance, manufacturing, and supply chain customers in more than 80 countries. Our data platforms solve interoperability, speed, and scalability problems for large organizations around the globe to unlock the power of data and allow people to perceive data in imaginative ways. Established in 1978, InterSystems is committed to excellence through its 24×7 support for customers and partners around the world. Privately held and headquartered in Boston, Massachusetts, InterSystems has 38 offices in 28 countries worldwide. For more information, please visit
InterSystems.com .
#J-18808-Ljbffr