Senior Partner Account Manager

Job Description:

DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future. 

The Sr. Partner Account Manager (PAM) will lead efforts to design and execute revenue and GTM plans with DataRobot Partners in the Middle East and South Africa regions. Your mission will be to accelerate and scale the growth of DataRobot partner business across cloud, technology ISVs, system integrators, and reselling partners. 

This role is located in Dubai, UAE. You must be located in Dubai to be eligible for this role.

What does it take?

• Overall responsibility for leading the regional channel execution across cloud, technology ISVs, regional systems integrators, and AI services consulting firms in the  DataRobot partner ecosystem.

• Establish DataRobot as the premier “top of mind” AI and Machine Learning software partner by providing a first-class partner experience, demonstrated by measurable joint pipeline and revenue.

• Work closely with DataRobot sales, marketing, business development leadership and customer success leadership to align Go-To-Market (GTM) activities in specific geographies and industries.

• Work with DataRobot partners to develop and tactically implement GTM plans, including lead generation activities, sales motions, partner training/education, and the development of sales and services offerings.

• Provide consistent partner management to ensure that our partners develop their sales, pre-sales, and delivery capabilities according to DataRobot’s strategy.

• As needed, recruit, onboard, and develop committed, capable and scalable channel and regional SI partners adhering to DataRobot’s partner qualification criteria to generate new business in existing accounts and new markets.

• Make a notable impact within your first 90 days at DataRobot, focusing on building a solid pipeline of channel partner sourced opportunities relationship pipeline that ultimately drives significant revenue.

• Carry a revenue quota based on net new revenue generated with and through  partners.

Is this You?

• You have a bachelor's degree or other significant business experience; an MBA from a top school is preferred.

• You have 5-10 years of experience in the following areas: Channel leadership and/or management, Channel development, and Enterprise Sales.

• Experience co-selling with cloud providers including AWS, Azure, and GCP is preferred.

• You have demonstrated the ability to develop capable, committed, and scalable partner businesses across cloud, technology partners, SI partners and resellers, and built a significant revenue stream with them.

• You have a track record of building solid relationships externally with resell and services partners, and internally with sales leadership, inside/outside sales teams and presales counterparts.

• You can create thoughtful and compelling business, and use cases highlighting revenue growth opportunities.

• You have an entrepreneurial mentality and a strong work ethic

• You are a strategic problem-solver who can blend technology and business strategy to develop compelling plans for new partner initiatives

• You have a strong understanding of the advanced analytics market space and an interest in Machine Learning and Data Science

• You have excellent written, verbal, and communication skills.

• You have excellent planning and analytical skills to carry out and measure your initiatives.

• You have a proven track record of delivering formal and informal presentations to all levels of management.

• You can build and maintain strong relationships with a diverse set of internal and partner constituencies (including senior-level executives, legal, finance, support, sales, and marketing experts)

• You are not afraid of working with partners directly while driving the overall strategy.

• You can negotiate strategically in challenging situations.

• You can influence functional groups with a shared vision.

• You have high energy, enthusiasm, and passion for DataRobot’s mission and growing the partner sales business.

• Experience executing and managing OEM and Managed services partners is a plus.

• You are willing to travel 50% of the time.

• You are fluent in both English and Arabic.

What you get in return:

• We move fast and reward hard work. We expect results, and we love doing the work we’re passionate about.

• Our employees have a voice in what we do! We continually challenge and support each other to find better, more robust solutions for customers and partners. After all, it’s our customers that make us tick.

• We like to have fun along the way! We genuinely like each other and enjoy spending time together at company outings.

• We’re global. We are an international company supporting international partners and customers, and we know that regular collaboration across the globe is how the best ideas come about.

• We’re committed to building a company culture where every individual can bring their full impact and reach their fullest potential. Our mission is to build a diverse and inclusive environment where dedicated people of all cultures, perspectives, backgrounds, races, genders, religions, orientations, abilities, and ages can 10x their lives.

The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!

DataRobot Operating Principles:

• Wow Our Customers
• Set High Standards
• Be Better Than Yesterday
• Be Rigorous
• Assume Positive Intent
• Have the Tough Conversations
• Be Better Together
• Debate, Decide, Commit
• Deliver Results
• Overcommunicate

Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit. 

DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.

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