Partner Sales Manager

Cloudera

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. The Cloudera Partner Sales Manager (PSM) is a critical member of our field sales organization. Our PSM’s are responsible for building regional partner strategies, partner enablement and working collaboratively to close deals within existing or prospect accounts.. PSM’s are revenue focused and carry a bookings number for partner sold or influenced deals in their assigned regions. As a Partner Sales Manager you will: Drive proactive sales opportunity generation, pipeline management and deal closure with partners. Align with assigned sales teams to develop a regional partner strategy that will ensure Partner and Cloudera sales success.. Meet or exceed all sales targets Deep understanding of partners business model and what motivates them to partner with Cloudera. Ability to articulate partner success criteria internally. Develop a regional partner map outlining current partner capabilities, capacity and gaps. Build a regional partner business plan with quantified goals and milestones to achieve partner-influenced revenue metrics. Identify, recruit and onboard key local partners required to meet/exceed plan goals. Align with Cloudera’s corporate Business Development team to execute strategic partner GTM plays and provide feedback into partner programs. Facilitate the development of advanced partner solutions to drive revenue growth Maintain and report an accurate partner sales forecast in SFDC with 4X pipeline coverage. Manage regular business reviews between Cloudera and priority partners. Our Strategic Goals with this Position include: Strategic Coverage Model: Verticalized content continues to be a pronounced delineation for success across our region, identifying the opportunity for an equally experienced partner manager. Deeper Partner Expertise: With the industry lens, our focus on partner expansion shifts from overly generalized partners to more specifically skilled teams. Industry and Use Case Expertise: As partners more frequently go to market by vertical, we are looking for a team member with deep industry experience who can help collaborate and ideate on industry specific use cases and value propositions. Targeted Co-Sell Alignment: Concentrate efforts on a defined set of partners who specialize in specific industries, streamlining co-sell motions and maximizing the leverage of partner investments in joint solutions.

Requirements

Minimum 10+ years’ experience in direct and channel sales.
Deep understanding of current Data and AI ecosystem landscape and software business.
Proven channel sales /alliance experience with quantifiable results building the field execution with key partners.
Ability to mentor direct sales reps in benefits of collaboration while providing best practices.
Must possess a quantifiable record of success in enterprise technology sales, with a demonstrated ability to meet or exceed sales objectives and the ability to generate new business through partners.
Must understand complex sales process, build consensus and be adept at developing sponsorship to drive sales and technical certification results at multiple levels.
Direct experience creating and executing partner business plans with both Global and regional sized partners.
Ability to set priorities, focus on details and motivate internal and external teams to deliver agreed upon goals.
Ability to lead teams and projects through influence rather than direction.
Stand out communications skills and high energy level.
Experience working in both start-up and larger company environments, and with partners of different sizes.
BA/BS degree required.

Nice To Haves

Technical competence strongly preferred.

Responsibilities

Drive proactive sales opportunity generation, pipeline management and deal closure with partners.
Align with assigned sales teams to develop a regional partner strategy that will ensure Partner and Cloudera sales success.
Meet or exceed all sales targets
Deep understanding of partners business model and what motivates them to partner with Cloudera.
Ability to articulate partner success criteria internally.
Develop a regional partner map outlining current partner capabilities, capacity and gaps.
Build a regional partner business plan with quantified goals and milestones to achieve partner-influenced revenue metrics.
Identify, recruit and onboard key local partners required to meet/exceed plan goals.
Align with Cloudera’s corporate Business Development team to execute strategic partner GTM plays and provide feedback into partner programs.
Facilitate the development of advanced partner solutions to drive revenue growth
Maintain and report an accurate partner sales forecast in SFDC with 4X pipeline coverage.
Manage regular business reviews between Cloudera and priority partners.