Job details

Technology Partnerships Director (Remote)

Preferable Location(s): San Francisco, United States of America | San Jose, United States of America | Los Angeles, United States of America | San Diego, United States of America

Work Type: Full Time

JOB SUMMARY

The Technology Partnerships Leader will be an experienced hands-on, sales-oriented, driven and organized executor on driving incremental revenue with Acceldata Technology Partners with a primary focus on North American. Acceldata wants to build strong go-to-market partnerships with leading big data & next generation data warehouse software vendors (ISVs) and Cloud Service Providers (CSPs), who can extend our Data Observability Platform into the modern data stack. This position will report to the Vice President of Global Alliances and needs to maintain an excellent working relationship between the partners and the direct sales team.

PRIMARY DUTIES/RESPONSIBILITIES

Be an experienced leader with the demonstrated ability to personally drive profitable results in high growth/entrepreneurial environments and build effective teams
Be responsible for deeply engaging with a targeted set of ISVs (eg. Cloudera, Databricks, and Snowflake) and CSPs (eg. Amazon Web Services, Microsoft Azure, and Google Cloud Platform) and be measured against “partner influence” revenue goals.
In an environment where revenues can be accelerated and win rates increased by establishing alliances with key partners, the Technology Partnerships Leader must be able to define compelling joint value propositions that position Acceldata to complement these ISV and CSP offerings and establish GTM programs that motivate their sales reps to advocate for Acceldata in their accounts.
The ideal candidate will be able to articulate an example of when and how they were able to create a technology partner-led channel programs, recruit ISV/CSP partners to that program, educate and enable them to position your company’s solution, and what were the tangible results
Achieve and exceed assigned “partner influence” revenue targets and partner recruitment goals.
Identify, target, and recruit leading big data & next generation data warehouse ISVs (eg. Cloudera, Databricks, and Snowflake) and CSPs (eg. Amazon Web Services, Microsoft Azure, and Google Cloud Platform).
Cultivate advocates within these ISV’s and CSP’s sales, product, and customer success teams that will act as sponsors to promote and position Acceldata to their customers.
Define and demonstrate Acceldata’s value proposition to the partners' Executive, Sales, and Technical teams to drive continued partner engagement and success.
Expand existing relationships and enable new partners by developing go-to-market strategies that are executed in the field.
Facilitate, develop and manage sales education and enablement plans to ensure partners are equipped to position Acceldata products/solutions in their accounts and meet joint revenue objectives.
Qualify, structure, negotiate and close Enterprise deals in conjunction with ISV/CSP partners that focus on customer acquisition and revenue.
Track partner pipeline and close deals for specific agreed upon revenue goals. Provide sales support to ensure partners can position Acceldata competitively to win business.
Collaborate with Partner Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive partner influence revenues.
Develop partner business plans and program objectives to support revenue commitments
Conduct Quarterly Business Reviews, measuring partner performance against pre-established business metrics.

KNOWLEDGE/SKILLS REQUIRED

10+ years experience in driving high value ISV/CSP partnership programs for Enterprise software companies.
Worked successfully with ISVs and CSPs to build strategic channel programs that drive demand and sales.
Demonstrated track record of successful revenue quota attainment in a commissioned partnership, business development or sales role.
Experienced in crafting and negotiating multi-year national/global agreements with partners and customers.
Ability to collaborate and motivate in a multinational environment across multiple functions: sales, marketing, customer success, professional services, product/engineering, legal and finance.
Understanding of the Modern Data stack, Big Data, Data Governance/Ops, and Data Analytics to quickly grasp the Data Observability value proposition and Acceldata’s products
Existing relationships with target big data & next generation data warehouse ISVs (eg. Cloudera, Databricks, and Snowflake) and CSPs (eg. Amazon Web Services, Microsoft Azure, and Google Cloud Platform)
Enjoys working in a fast-paced environment where you can make an immediate impact
Commitment to excellence, high integrity, high energy, team player
Great communication skills, both written and verbal
Detail oriented, very organized, self-starter.
An undergraduate degree is required. An advanced degree, ideally an MBA, is highly desirable

ABOUT ACCELDATA

Acceldata is creating an end-to-end data observability platform to free data engineers to do what they do best: build. We see unreliable data and data platforms as the biggest, gnarliest, Ever-Given-sized barrier to fulfilling the promise of machine learning and AI-and we’re out to help the data world get unstuck. Founded by world-class data engineers, trusted by some of the world’s largest companies, and backed by $45M in capital from some of the world’s leading VCs, we’re a lean, hungry, and fast-moving team of engineers, product experts, and customer champions all across the world.

We’re proud to be a diverse company and to have expertise from multiple industries driving our culture. Acceldata is expanding rapidly, and as we grow, we’re prioritizing inclusive hiring practices and supportive team environments. We’re committed to building a company culture where people of all identities and backgrounds are empowered to thrive, develop their career, and bring their full self to work.

See this 12-minute product overview and demo to learn more: https://www.youtube.com/watch?v=icveuPmfypM&t=460s

Preferred Location:

California

Salary Range:

USD: $168,000 - $252,000

acceldata Glassdoor Company Review

4.4