Partner Sales Account Manager

Job Overview

Business Area: Sales. Seniority Level: Mid Senior level.

Role Summary

At Cloudera, we empower people to transform complex data into clear and actionable insights. We enable data partners to bring innovative solutions to the world's largest enterprises. The Partner Sales Manager (PSM) is a critical member of our field sales organization, responsible for driving partner aligned sales and revenue.

Responsibilities

• Drive proactive sales opportunity generation, pipeline management and deal closure with partners.
• Align with assigned sales teams to develop a regional partner strategy ensuring partner and Cloudera sales success.
• Meet or exceed all sales targets.
• Deeply understand partner business models and motivations for partnering with Cloudera.
• 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 or exceed plan goals.
• Collaborate 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.

Qualifications

• Minimum 7+ years of direct and channel sales experience.
• Deep understanding of the current Data and AI ecosystem landscape and software business.
• Proven channel sales/alliance experience with quantifiable results in building field execution with key partners.
• Ability to mentor direct sales reps on collaboration benefits and provide best practices.
• Quantifiable record of success in enterprise technology sales, meeting or exceeding sales objectives and generating new business through partners.
• Strong grasp of complex sales processes, consensus building, sponsorship development, and technical certification results at multiple levels.
• Direct experience creating and executing partner business plans with both global and regional sized partners.
• Prioritization, detail orientation and motivational skills to deliver agreed upon goals.
• Leadership through influence rather than direct direction.
• Excellent communication skills and high energy level.
• Experience in both startup and larger company environments, partnering with varied sizes of partners.
• Willingness to travel domestically and internationally.

Benefits

• Generous PTO Policy
• Unplugged Days for work life balance
• Flexible WFH Policy
• Mental & Physical Wellness programs
• Phone and Internet Reimbursement program
• Continued Career Development opportunities
• Comprehensive Benefits and Competitive Packages
• Paid Volunteer Time
• Employee Resource Groups

Cloudera is an Equal Opportunity / Affinitive Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.