Cloudera is hiring a Cloud Partner Sales Director to lead our cloud provider partnerships and go-to-market execution. This revenue-focused role carries a bookings target for partner-sold or influenced deals and involves building strategy, enabling partners, generating demand, and closing deals collaboratively.
What You'll Do
- Lead, shape, and own the overarching strategy and execution for high-profile cloud relationships with large providers like AWS.
- Proactively engage and align cross-functional leaders across Product, Engineering, Marketing, and Sales to deliver impact.
- Develop and execute a global partnership strategy to build a strategic alliance and achieve revenue and consumption targets.
- Drive proactive sales opportunity generation, pipeline management, and deal closure with partners.
- Develop a deep understanding of the partner's business model and articulate success criteria.
- Create a regional partner map outlining current partner capabilities, capacity, and gaps.
- Work with field sales teams to execute partner strategy with quantified goals and milestones.
- 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 within the partner and Cloudera to drive partnership success, including partner-facing QBRs with KPI dashboards.
What We're Looking For
- Minimum 10+ years experience in direct and/or channel sales with Cloud providers, specifically AWS.
- Deep knowledge of competitive cloud business models, marketplace, operations, GTM, organization, partner programs, and global footprint.
- Proven success in building ambitious, multi-year business plans between companies.
- Demonstrated success in driving GTM and revenue impact, including sourced pipeline and managing channel partners.
- Deep understanding of the current Data and AI ecosystem landscape and software business.
- Ability to navigate complex sales processes, build consensus, and develop sponsorship to drive sales and technical certification results.
- Ability to set priorities, focus on details, and motivate internal and external teams to deliver goals.
- Ability to lead teams and projects through influence rather than direction.
- BA/BS degree required.
- This role is not eligible for immigration sponsorship.
Nice to Have
- Experience with Open Source, Data, and/or Analytics products.
- Technical competence strongly preferred.
- Ability to mentor direct sales reps on collaboration benefits and best practices.
Team & Environment
You will be a critical member of the field sales organization, responsible for leading a Cloud Provider Partnership and Go-To-Market execution.
Benefits & Compensation
- 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
Work Mode
This is a remote position.
Cloudera is an equal opportunity employer (EEO/VEVRAA).
