IBM Global OEM Partner Manager

Business Area:

Sales

Seniority Level:

Mid-Senior level

Job Description: 

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry.  Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.

At Cloudera, our goal is to make each individual feel valued for his or her contributions to the company’s mission. We are looking for smart people who want to help make what is impossible today, possible tomorrow.

The Cloudera OEM Partner Sales Manager (PSM) is a critical member of our field sales organization.  Our PSM’s are responsible for building partner strategies and alignment, partner enablement and working collaboratively to close deals within existing or prospect accounts.  PSM’s are revenue focused and carry a bookings number as a component of their variable compensation for partner transacted opportunities. 

As an OEM Partner Sales Manager you will:

• Own and manage Cloudera’s global OEM partnership with IBM
• Lead and manage growth and strategic alignment with IBM globally
• Drive proactive sales opportunity generation, pipeline management and deal closure with partners.
• Align with assigned sales teams to develop a global partner strategy that will ensure Partner and Cloudera sales success
• Meet or exceed all sales targets
• Deep understanding of partners business model and what motivates them to partner with Cloudera.  Ability to articulate partner success criteria internally.
• Develop a regional partner map outlining current partner capabilities, capacity and gaps.
• Build a global partner business plan with quantified goals and milestones to achieve partner-influenced revenue metrics.
• 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.

We’re excited about you if you have:

• Minimum 7 + years’ experience in channel sales.
• 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 processes, 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 Global partners, specifically IBM and Cloudera’s OEM business partnership
• Ability to set priorities, focus on details and motivate internal and external teams to deliver agreed upon goals.
• Experience working in both start-up and larger company environments, and with partners of different sizes.
• Ability to travel domestically and internationally 

What you can expect from us:

• Generous PTO Policy 
• Support work life balance with Unplugged Days  
• Flexible WFH Policy 
• Mental & Physical Wellness programs 
• Phone/Internet Reimbursement program 
• Access to Continued Career Development 
• Comprehensive Benefits 
• Competitive Packages 
• Paid Volunteer Time
• Employee Resource Groups 

Cloudera is an Equal Opportunity / Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.

What you can expect from us:

• 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

EEO/VEVRAA

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