Strategic Alliances- Partner Development Manager
Location
Palo Alto, CA | United States
Job description
DENODO
Job Description
The Partner Development Manager/Director is a key member of the Strategic Alliances team and will be responsible for developing and executing a comprehensive alliance strategy focused on one of the key strategic clouds (AWS, Microsoft, Google) and ISV partnerships.
This role involves building and maintaining strong relationships with the assigned cloud and ISV stakeholders, overseeing the successful implementation of joint Go-to-market strategies, experience with cloud marketplaces, co-sell programs and delivering on the business plan and key objectives set for the partnership. This role is scoped for high performing, highly motivated individuals who are self-directed, entrepreneurial, highly collaborative, accountable, diligent, and thoughtful. The ideal candidate has prior experience working the Data & AI space with expertise working with Tier 1 alliance partners such as Microsoft, AWS, Google, Salesforce, Databricks, SAP and Snowflake.Job Responsibilities & Duties
Key Responsibilities:
Strategic Planning:
- Develop and execute a strategic alliance plan focused on leveraging strategic cloud & ISV cloud technologies to drive mutual business and customer objectives.
- Identify key areas of collaboration and opportunities for joint business development and GTM strategies.
Relationship Management:
- Cultivate and maintain strong relationships with your assigned strategic cloud & ISV partner managers, field, sales, account teams, solution architects, and other relevant stakeholders.
- Serve as the primary point of contact between the company and your partners facilitating effective communication and collaboration.
Market Analysis:
- Monitor industry trends, competitive landscape, and emerging technologies related to cloud providers and strategic ISVs
- Provide insights and recommendations to leadership on potential areas of innovation and growth.
Business Development:
- Work closely with GTM, the field and account teams and create account strategies and plans to achieve the company’s revenue, partner & customer’s goals, and objectives.
- Explore new market opportunities that will help to drive partner sourced and influenced revenue across customer expansion, verticals, and new use cases
Go-to-Market Strategy:
- Collaborate with marketing and sales teams to develop and execute go-to-market strategies for joint solutions.
- Drive awareness and adoption of joint offerings in target markets.
Performance Metrics and Reporting:
- Establish key performance indicators (KPIs) and Management by Objectives (MBOs)to measure the success of the alliance partnerships with your assigned partners.
- Provide regular reports and updates on alliance activities, progress against revenue targets, key objectives, and ROI.
Candidates should demonstrate the below listed critical qualities:
- Customer Advocacy - Ensures customer success on stated and unstated business priorities through strategic advice and market leading solutions.
- Hunter Mindset -Proactive and determined approach to seeking out and closing new sales opportunities.
- Innovation Ethos - Embraces ambiguity and adopts relentless experimentation to challenge current practices and enable continuous growth.
- Execution with Pace - Displays agility to deliver high quality results in the face of changing stakeholder expectations.
- Big Picture Thinking - Creates a common definition of shared success and sets bold targets that inspire the team towards new horizons.
Winning Through Teams - Enables a culture of collaboration and empowers teams to "raise their game” to create a winning formula. Desired Skills & Experience
- Bachelor’s degree in business, technology, or a related field (master’s degree preferred).
- Proven experience with a focus on alliance management, partnership development, or strategic planning.
- Hunter mindset and good knowledge of cloud technologies, cloud marketplaces and co-sell programs of cloud providers
- Demonstrated track record of driving revenue growth through strategic partnerships.
- Ability to work and inspire a cross-functional team in a dynamic and collaborative environment.
- Strong communication, and presentation skills.
- Salary range between 130,000$ and 150,000$
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