Cloud Partner Sales Director

Cloudera•Washington, DC

1d•Remote

About The Position

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises. At Cloudera, our goal is to make each individual feel valued for his or her contributions to the company’s mission. We are looking for smart people who want to help make what is impossible today, possible tomorrow. The Cloudera Cloud Partner Sales Manager is a critical member of our field sales organization. We are looking for an accomplished Cloud Alliance Sales Leader. In this role, you are responsible for both leading a Cloud Provider Partnership and GTM execution which includes, building the partner strategy, working with the product teams on the cloud solution, partner enablement, demand gen plans with marketing, and working collaboratively to close deals within existing or prospect accounts. The Cloud Partner Sales Managers are revenue focused and carry a Cloud bookings number for partner sold or influenced deals in their assigned regions.

Requirements

Minimum 10+ years experience in direct and/or channel sales with Cloud providers, s[pecifically AWS
Deep knowledge of competitive Cloud business model, marketplace, operations, GTM, organization, partner programs, and global footprint
Experience with Open Source, Data, and/or Analytics products
Proven success in building ambitious, compelling, multi-year, and multi-dimensional business plans between the two companies
Demonstrated success in driving GTM and sales/revenue impact, including sourced pipeline, working with AWS stakeholders at different levels, and additional channel partners
Deep understanding of current Data and AI ecosystem landscape and software business
Ability to mentor direct sales reps in benefits of collaboration while providing best practices
Must understand complex sales processes, build consensus and be adept at developing sponsorship to drive sales and technical certification results at multiple levels
Ability to set priorities, focus on details and motivate internal and external teams to deliver agreed upon goal
Ability to lead teams and projects through influence rather than direction
BA/BS degree required. Technical competence strongly preferred

Responsibilities

Lead and shape and own the overarching strategy and execution for our high profile, fast-growing cloud relationships with large Cloud providers such as AWS
Proactively engage and align cross-functional leaders (Product, Engineering, Marketing, Sales) to deliver desired impact to Cloudera and to our customers
Develop and execute a global partnership strategy to develop a Global strategic alliance and achieve revenue and consumption targets
Drive proactive sales opportunity generation, pipeline management and deal closure with partners and develop a regional partner strategy that will ensure Partner and Cloudera sales success
Deep understanding of partners business model and what motivates them to partner with Cloudera. Ability to articulate partner success criteria internally and externally
Develop a regional partner map outlining current partner capabilities, capacity and gaps
Work with the field sales teams to execute the partner strategy, with quantified goals and milestones to achieve partner-influenced revenue metrics
Maintain and report an accurate partner sales forecast in SFDC with 4X pipeline coverage
Manage regular business reviews between Cloudera and Cloud partners
Build executive sponsors with in the partner and Cloudera to drive partnership success and accountability, including partner facing QBRs with dashboards to manage the KPI metrics