Director Partner Sales

Cloudera delivers the world’s fastest, easiest, and most secure platform for data management and analytics, built on Apache Hadoop and latest open source technologies.

The Director Partner Sales manages the alliance and sales targets with Cloudera’s strategic platform and cloud partners such as Oracle, Dell-EMC, Cisco, HPE, Teradata, AWS, Google, and Microsoft.

* Manage and drive partnership across joint sales, marketing, and solution development. Manage partner relationship success and satisfaction. * Manage partnership and sales engagement to over-achievement of partner sales targets. Work with assigned partners to engage in proactive sales opportunity generation, pipeline management and deal closure. * Collaborate with Cloudera Partner Marketing to drive joint marketing activity. Drive creation of success stories with partners. * Collaborate with Cloudera Partner Engineering to drive joint product solutions. Work with assigned partners’ product organizations to identify and drive new product and solution opportunities and new points of product integration. * Develop a business plan and overall strategy with each partner. The plan should be based on a deep understanding of the partners’ geographical and vertical focus, their products, strategies and customers. Drive monthly, quarterly, and annual progress against strategic goals within plan. * Develop strong executive relationships and champions within partner organizations. * Train and enable partners’ sales and technical pre-sales organizations on product specific qualification process, “how to sell” and win strategies, and engagement best practices to be used in prospective accounts. * Ensure that all assigned partners are kept fully informed on all relevant Cloudera initiatives, activities and product/solution developments through regular updates. Serve as primary contact between Cloudera and assigned partners on all day-to-day activities. * Act as partner advocate when communicating within Cloudera with a view toward developing a partnership approach across all aspects of the business. * Manage regular business reviews between Cloudera and assigned partners.

**Desired Skills and Qualities:** * Quantifiable record of success in enterprise technology sales. Understanding of complex sales process, including consensus building, broad relationship development, and strategic negotiation. * Direct experience managing large strategic partners for an enterprise software company. * Ability to recognize opportunities for solution development, including technical integration. Ability to define and prioritize requirements, and help product management and engineering deliver the integrations in priority order. * Ability to prioritize initiatives to maximize the value of the partnership. Ability to focus and motivate internal and external teams to deliver agreed-upon goals. Ability to manage tactical, day to day items while making steady progress on strategic initiatives. * Stand out communications skills and high energy level. Strong problem solving skills. **Experience & Education:** * 10+ years of enterprise software sales, product management and/or alliance management experience required, with demonstrated increasing levels of responsibility. * Experience working both in smaller and larger company environments, and with partners of different sizes. * Understanding of analytics and data management software business. * BA/BS degree required. Technical competence preferred.