Partner Sales Manager

Partner Sales Manager

Requirements

• Bachelor’s degree in Business, Marketing, Computer Science, or related field.
• Minimum 5-7 years of experience in partnership management, channel sales, or indirect sales roles, preferably in the database, cloud, or enterprise software industry.
• Demonstrated success in driving revenue growth through partner channels and managing complex partner relationships.
• Experience working with major cloud providers (AWS, GCP, Azure) and their partner programs.
• Strong understanding of enterprise software sales cycles and partner ecosystem dynamics.
• Excellent communication, presentation, and interpersonal skills with the ability to build relationships at all levels within partner organizations.
• Demonstrated ability to negotiate and influence without direct authority.
• Experience with CRM systems and partner relationship management tools.
• Ability to travel up to 30% of the time for partner meetings, events, and customer engagements.

Responsibilities

• Develop and maintain strong relationships with partners across North America and EMEA, including major cloud providers (AWS, GCP, Azure), GSIs, VARs, SIs, and Distributors to drive net-new pipeline and accelerate existing opportunities.
• Serve as the primary point of contact between Yugabyte sellers and partner sellers, ensuring focus on net-new pipeline and existing pipeline acceleration.
• Support the existing joint business plans with each strategic partner and drive actionable quarterly and annual pipeline targets, marketing activities, enablement training orchestration, etc.
• Conduct regular operations review meetings with partners and internal stakeholders to identify and remedy operational, process, and support issues around pipeline.
• Work directly with Partner Sales Managers at AWS, GCP, and Azure in various regions to facilitate connections with Yugabyte sellers, implementing systematic account mapping processes to drive joint pipeline development.
• Execute programmatic account mapping initiatives with partners to identify high-potential opportunities, capturing outputs in Yugabyte systems and maintaining detailed records of all engagement activities.
• Analyze market trends with partners to identify new opportunities for growth and expansion and target those regions and verticals for account mapping.
• Monitor partner pipeline metrics and provide regular reporting on partnership effectiveness and pipeline development to the Partner Sales Leader.
• Manage Yugabyte’s participation in cloud provider co-sell programs (AWS, GCP, Azure), ensuring proper registration of opportunities and maximization of program benefits.
• Organize and facilitate regular pipeline review sessions between partner sales teams and Yugabyte sellers to ensure alignment, remove barriers, and accelerate deals.
• Drive partners to build a robust partner-sourced sales pipeline, track opportunities, and accurately forecast business in collaboration with partners.
• Provide accurate and detailed weekly forecast funnel and reporting via CRM systems, ensuring all partner-influenced opportunities are properly tracked and attributed.
• Support joint Yugabyte and partner offerings by orchestrating solution presentations with customers through Yugabyte and Partner sellers.
• Orchestrate training and enablement to partners on Yugabyte’s product portfolio, ensuring they can effectively position our solutions to their customers.
• Coordinate with internal teams to dissect opportunities to ensure partner attach to maximize partner performance and ensure mutual success.
• Act as a trusted advisor to both Yugabyte Account Executives and partner sales teams, providing guidance on how to leverage partnerships to win deals.
• Orchestrate collaboration between partner marketing teams and Yugabyte marketing to drive content development for blogs, partnership LinkedIn posts, joint solutions, and other collateral.
• Coordinate with AWS, GCP, and Azure marketing teams to maximize Yugabyte’s presence at sponsored events, facilitating customer introductions, executive meetings, and sidebar conversations to increase quality and quantity of pipeline.
• Support the creation and execution of joint marketing campaigns with partners to target high-potential customers and generate net-new pipeline.
• Support Yugabyte participation in various partner roadshows and events, coordinating resources and measuring ROI through pipeline creation.
• Prepare comprehensive data and pipeline reports to support partner Monthly Business Reviews (MBRs) and Quarterly Business Reviews (QBRs).
• Analyze partner performance against targets and provide strategic recommendations for improvement.
• Maintain all records and information in relevant systems, accurately forecasting revenues and managing opportunities or risks.
• Provide regular reports and analysis on sales performance and key performance indicators to Yugabyte leadership.

Preferred Qualifications

• Experience with database technologies, cloud infrastructure, or related enterprise technologies.
• Experience with account mapping methodologies and tools.
• Experience in a high-growth startup environment.