The Cloudera Business Development Manager is a critical member of our field sales organization. Our PSM’s are responsible for coordinating and orchestrating all partner engagement at prospect and customer accounts. PSM’s are revenue focused and carry a bookings number for partner-influenced deals in their assigned regions.
Drive proactive sales opportunity generation, pipeline management and deal closure with partners.
Align with assigned sales teams to develop a regional partner growth strategy that will ensure software bookings growth goals are achieved.
Develop a regional partner map, outlining current partner capabilities, capacity and gaps.
Build a regional partner business plan with quantified goals and milestones to achieve partner-influenced revenue metrics.
Identify, recruit and onboard key local partners required to meet/exceed plan goals.
Align with Cloudera’s corporate Business Development team to execute strategic partner GTM plays
Facilitate the development of advanced partner solutions to drive revenue growth
Maintain and report an accurate partner sales forecast in SFDC with 4X pipeline coverage.
Manage regular business reviews between Cloudera and priority partners.
Desired Skills and Qualities:
Minimum 5+ years’ experience in direct and channel sales.
Strong understanding of the big data software business.
Proven channel sales /alliance experience with quantifiable results building the field execution with key partners.
Must possess a quantifiable record of success in enterprise technology sales, with a demonstrated ability to meet or exceed sales objectives and the ability to generate new business through partners.
Must understand complex sales process, build consensus and be adept at developing sponsorship to drive sales and technical certification results at multiple levels.
Direct experience creating and executing partner business plans with both Global and regional sized partners.
Ability to set priorities, focus on details and motivate internal and external teams to deliver agreed upon goals.
Ability to lead teams and projects through influence rather than direction.
Stand out communications skills and high energy level.
Experience working in both start-up and larger company environments, and with partners of different sizes.
BA/BS degree required. Technical competence strongly preferred.