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At Cloudera, we believe that data can make what is impossible today, possible tomorrow.
Cloud Partner Sales Director
Location
California + 4 moreAll locations: California | North Carolina | Massachusetts | Texas | Washington
Posted
116 days ago
Salary
0
Seniority
Lead
Job Description
Cloud Partner Sales Director
Cloudera
• 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
Job Requirements
- Minimum 10+ years experience in direct and/or channel sales with Cloud providers, specifically 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.
Benefits
- Generous PTO Policy
- Support work life balance with Unplugged Days
- Flexible WFH Policy
- Mental & Physical Wellness programs
- Phone and Internet Reimbursement program
- Access to Continued Career Development
- Comprehensive Benefits and Competitive Packages
- Paid Volunteer Time
- Employee Resource Groups
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