Partner Manager, Technology and Cloud Alliances

Denodo is a leader in data management. The award-winning Denodo Platform is the leading data integration, management, and delivery platform using a logical approach to enable self- service BI, data science, hybrid/multi-cloud data integration, and enterprise data services. Realizing more than 400% ROI and millions of dollars in benefits, Denodo’s large enterprise and mid-market customers across 30 industries have received payback in less than 6 months. For more information, visit www.denodo.com .

We are a fast-growing, international organization with teams across four continents and we work with a cutting-edge technology, but that's not all we have to offer. At Denodo, we are like a family and it is of the utmost importance to us that we help support your professional growth every step of the way

Job Description

The Partner Development Manager – Technology and Cloud Alliances is a key member of the Denodo Partners team and will be responsible for developing and executing a comprehensive alliance strategy focused on assigned Technology and/or Cloud Partners (AWS, Microsoft, Google).

This role involves building strong alliance relationships with the assigned technology partners at multiple levels, set and track clear objectives for the partnership, and coordinate cross-functional resources on both sides of the partnership to achieve mutually beneficial outcomes in Co-build (product integration, joint solutioning) , joint go-to-market initiatives, and Co-sell of pipeline opportunities to maximize revenue and adoption for both companies.

The person will be responsible to develop a joint business plan, communicate progress to internal/external executive stakeholders, and deliver on both soft metrics (solutions, collateral, GTM campaigns, partner status, MDF funds, etc.) as well as pipeline and revenue metrics for Sourced, Co-sell, and Influenced revenue.

This role is scoped for high performing, highly motivated individuals who are self-directed, entrepreneurial, highly collaborative, diligent, thoughtful and accountable for results. The ideal candidate has prior experience working for a software company in the Data & AI space managing Tier 1 technology partners to deliver joint solutions and sourced/co-sell revenue growth.

Job Responsibilities & Duties

• Partner Identification and Evaluation: Research and identify potential strategic ISV partners in the data, analytics, and AI space that align with the company's product roadmap and market strategy. Also explore new opportunities for collaboration within existing partners. Evaluate the technical and strategic fit and business potential of prospective partners and establish mutually beneficial relationships
• Partner Management and Relationship Building: Manage and nurture relationships with assigned strategic ISV partners, serving as the primary point of contact and advocating for their interests within the organization. Facilitate regular communication and ensure alignment on shared goals and objectives.
• Solution Development: Collaborate with internal stakeholders, including product management, sales, marketing, and engineering teams, to ensure effective partner integration and alignment. Facilitate and project manage “Co-Build” initiatives for joint solutions and product integrations.
• Joint Go-to-Market Strategy and Execution: Develop and execute joint go-to-market strategies with partners, including alignment of messaging and positioning, co-marketing campaigns, sales enablement programs, and joint customer engagements. Conduct training for Denodo and partner sellers on these.
• Co-Selling and Revenue Generation: Manage the process and train sales operations and sellers to increase deal registration, co-sell meetings with partners, co-selling to build pipeline and generate co-sell revenue.
• Partner Performance Management: Establish and monitor key performance indicators (KPIs) on partner success, provide updates to stakeholders, identify areas for improvement, and implement corrective actions as needed.
• Business Development and Evangelism: Identify and pursue revenue-generating opportunities, and present joint-solutions at relevant industry events, conferences, and partner meetings to promote strategic alliances and foster new relationships.
  
  

Desired Skills & Experience

• Bachelor's degree in Business Administration, Marketing, Computer Science, or related field; advanced degree preferred.
• Minimum of 5 years of experience in strategic alliances, partner management, or business development roles, preferably in the data, analytics, or AI industry working for an emerging, high growth ISV.
• Experience managing partnerships with companies like Snowflake, Databricks, SAP, Collibra, Salesforce, vendors in the AI space (Nvidia, emerging players) and especially CSPs (AWS, Azure, GCP)
• Proven track record on planning and executing joint go-to-market initiatives, including co-building, co-selling, and co-marketing initiatives. Familiarity with CSP co-sell programs, MDF programs, partner portals, and opportunity tracking tools.
• Strong understanding of the data, analytics, AI, and cloud and enterprise software ecosystem, market trends, and industry dynamics.
• Excellent communication, negotiation, and interpersonal skills, with the ability to build and maintain strong relationships with partners and internal stakeholders.
• Collaborative and team-oriented approach, with the ability to work cross-functionally and influence without direct authority.
• Entrepreneurial mindset and experience in identifying and capitalizing on business opportunities and a hunger to demonstrate tangible results and revenue impact.
• Strong analytical skills and the ability to interpret and present data effectively.
• Proficiency in relevant software tools and applications, such as CRM systems, project management tools, and productivity suites.
• Willingness to travel as needed to attend partner meetings, industry events, and conferences.
• The salary range is $160,000 to $180,000 plus commission.
  
  

Denodo is an equal opportunity employer and prohibits discrimination and harassment of any kind. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by applicable law. Denodo will provide reasonable accommodation to employees who have protected disabilities in accordance with applicable law.

We do not accept resumes from headhunters or suppliers that have not signed a formal fee agreement. Therefore, any resume received from an unapproved supplier will be considered unsolicited, and we will not be obligated to pay a referral fee.