The Cloud Channel Director will manage Neo4j’s Go-To-Market (GTM) and co-sell partnerships with Amazon Web Services (AWS), Google Cloud (GCP), and Microsoft in the EMEA Region.  The Cloud Channel Director will be responsible for cloud partner field awareness, co-sell motions, and cloud partner origination of net new opportunities.  The Cloud Channel Director will collaborate with Neo4j’s field sales, marketing, solution engineering, Global System Integrator (GSI)/System Integrator (SI)/Reseller channels team to operationalize our cloud partnership success.

Responsibilities:

• Assess the EMEA region cloud landscape to prioritize and focus GTM and co-sell activities to meet Neo4j’s strategic goals and regional plan.
• Raise the awareness and priority of Neo4j with the region cloud partner organizations to support increased GTM and co-sell alignment.
• Lead joint planning process that develops mutual performance objectives, win targets, marketing and business development activities, and critical milestones associated with a productive partner relationship, including coordination with the cloud partner sales organizations.
• Collaborate with Neo4j EMEA marketing team to build regional cloud specific GTM plans and help obtain approval of cloud partner Marketing Development Funds (MDF) where needed.
• Proactively develop, manage, and grow the co-sell pipeline with cloud partners’ sales and marketing teams in the region, coordinating with Neo4j marketing, sales engineering, customer success and other teams as appropriate.
• Build and maintain a strong working relationship with Cloud partner managers in your region and help establish and elevate the effectiveness of Neo4j sales relationships with their peers in territory.
• Effectively land and help evolve Neo4j co-selling solution plays and priorities.
• Create compelling "win wires" to be distributed internally within the cloud partner organizations. 
• Collaborate with regional Neo4j GSI/SI/reseller channels team to enable and help grow reseller channels for cloud marketplace business.
• Coordinate the involvement of company personnel, including sales engineering, support, service, and management resources, in order to meet cloud partner performance objectives and partners’ expectations
• Proactively assess, clarify, and validate cloud partner needs on an ongoing basis.
• Manages potential channel conflict between Neo4j and cloud partner channels by fostering excellent communication and teamwork internally and externally.
• Participate in regional QBRs and territory reviews representing the Cloud partnership organization.

Requirements

• Director Level - Minimum 5 years’ experience in business development, alliance or channel sales management; preference for someone with 3+ years of direct sales, pre-sales, or consulting experience with a proven track record of excellence.  
• Proven and demonstrable track record of establishing alliances & channel sales programs with AWS, GCP and/or Microsoft.
• Strong network with EMEA AWS, GCP and/or Microsoft partner leads and field organization.
• Solid understanding of value and process for closing deals through the cloud marketplaces.
• Excellent communication and interpersonal relationship development skills.
• Background in Technology.
• Open Source Software sales or business development experience; preference for someone with Database, Data Science, and/or Data Analytics sales experience.
• Strong presentation and communication skills; results-oriented with experience using qualitative and quantitative metrics with a focus on pipeline, conversion, revenue, and other sales goals.
• Analytically exceptional organizational skills, with rigorous attention to detail.
• Ability to work effectively in a fast-paced and ever-changing environment with tight deadlines.
• Having a strong sense of curiosity and passion for learning.
• Demonstrates aptitude to learn quickly and establish credibility with a high Emotional Quotient (EQ) and self-awareness.
• Hands-on experience with Salesforce, Excel/Sheets, Word/Documents, PowerPoint/Slides. 
• Ability to travel when needed post-pandemic.
• University academic degree.
• Expected results and success metrics: Quantifiable improvements in commercial performance by cloud partner channel, new cloud marketplace revenue, cloud partner originated opportunities, velocity, and associated net new revenue closed by quarter and by year.