Drive Dataiku's growth as a member of our Global Partner Organization
The Partner Go-To-Market Lead (PGL) is the individual contributor responsible for driving partner account engagement and delivering on partner-related sales and customer success metrics in their assigned region. The PGL serves as the primary contact for their region's Dataiku Field teams, and is responsible for executing processes and engagement models that promote partner field execution, skill development, and solution delivery. This individual develops internal relationships with Account Executives (AEs), Solution Engineers (SEs), Regional Services Leads (RSLs), Customer Success Managers (CSMs) & Field Marketing Managers to build trusted relationships with partners (System Integrators, Cloud providers, Independent Software Vendors & Resellers), and ensure coordinated execution with those partners within the region. This individual will also build trusted relationships externally within the partner ecosystem to provide our GTM teams with maximum impact. Performance for this role is measured primarily through Influenced Software Revenue & Partner Sourced Pipeline.
Key Responsibilities:
- Generate net-new opportunities through joint field engagement and marketing campaigns and empower partners to generate new opportunities on their own. Develop partnerships with a portfolio of Global Systems Integrators/Regional Systems Integrators, Cloud Providers, ISVs & Resellers that drive revenue through solutions, service delivery & extended market reach.
- Stakeholder alignment - Gain alignment with Sales Leaders/AEs/SEs/RSLs/CSMs/Field Marketing and other supporting organizations within the region to promote partner engagement and execution at the tactical level, and remove friction from partner interactions.
- GTM Team information sharing and education - Disseminate key information on our partner ecosystem to the regional GTM teams, and teach GTM team members how to effectively work with partners.
- Foster partner interest and commitment through targeted recruitment and joint value proposition development.
- Build joint business plans with priority partners with revenue commitments for both sides and jointly manage plan execution.
- Ensure partner completes required sales and technical enablement to build requisite sales, solution development, and project delivery skills
- Ensure territory mapping/planning and joint account reviews take place between AEs/Sales Leaders and their Partner counterparts
Core Skills & Talents:
- Passion for operating in the technology ecosystem & supporting enterprise sales motions with different partner types related to enterprise AI
- Strong verbal/written communication, listening & presentation skills.
- Comfort establishing credibility and working through business challenges with key decision makers & influencers within different partner types & Dataiku.
- Strong problem solving & analytical skills; formulate solutions that deliver real business value and drive performance with different partner types and within Dataiku.
- Ability to recognize & maximize new business opportunities.
- Well organized; handle multiple relationships & assignments simultaneously.
- A commitment to exceed goals that is internal, constant & self-imposed.
Qualifications:
- 5-7 years working within Consulting/Services delivery firm with focus on data & analytics, and project delivery, or
- 5-7 years of prior partner sales/partner management experience with System Integrators, Clouds and/or ISVs. Preferably within enterprise software or data science.
- Command of technology ecosystem & partner types; Global & Regional Systems Integrators (ex: Deloitte, Accenture, Slalom, Keyrus), cloud providers (ex: AWS, Microsoft & Google), leading ISVs (ex: Snowflake, Databricks, NVIDIA) & Resellers (ex: CDW).
- Validated results in prior roles.
- B.S. or B.A. in business management, finance, economics, data science or similar study. MBA, Masters in Computer Science or similar degree preferred.
- Ability to travel 20% of the time.
Expected Outcomes:
- Increased pipeline volume & conversion rates for Opportunities sourced & influenced by Dataiku Partners.
- Increased annual recurring revenue sourced & influenced by Dataiku Partners.
- Increased outcomes for Dataiku Partners (ex: Services Revenue for SIs & consumption for Clouds & ISVs).
- Positive feedback from Regional GTM teams regarding impact of Partners on their results.
- Portfolio of success stories with Partners associated with the Region.