The Technology Alliance Partner Development Manager (PDM) is responsible for the efficacy of Tableau’s key strategic Technology Alliance partners in EMEA.
These partners include Amazon Web Services; Microsoft Azure; Google Cloud Platform; Snowflake and Teradata. They will achieve this through execution of business development strategy with an assigned partner ecosystem / domain, within an assigned region.
Responsibilities include developing strategic goals and driving partner success against those goals, representing Tableau to partners and leading a joint business development planning process with partners that develop mutual performance objectives, targets, and critical milestones.
The PDM will need to develop on strategy to build mindshare and adoption of Tableau across Tableau’s most strategic business partners.
Responsibilities also include driving executive and field relationships with leading professional services firms. By establishing and growing business and technical relationships, and managing the day-
to-day interactions with these accounts, this role will drive top line revenue growth and overall end customer adoption across all market segments.
This role should demonstrate a business background that enables engagement at the CXO level, as well as a sales background that leads to interactions with customers and sales / field reps.
The candidate should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.
What you’ll be doing *LI-CW1
Be an executive Tableau point of contact for the executives at the assigned partner organization(s)
Develop a deep understanding of the assigned partners’ business strategy and build specific Tableau growth initiatives that align to partners’ business strategy
Increase partner driven sales for Tableau by establishing alignment between Tableau salesforce and the partner organization by designing and running activities such as : Quarterly Business Reviews (QBRs), joint account mapping, joint pipeline review and forecast, solution definition and alignment
Lead engagement in the field with Tableau Account Executives and partner organization
Support sales activities webcasts, roadshows, contract negotiations
Work effectively across organization to drive strategic partner initiatives and partner enablement; report results to key internal stakeholders including Marketing, Sales Teams, Product Teams and Executives.
definitions, oversight, pricing, and channel resources
Work directly with the EMEA & Global marketing team to develop a marketing program with each of the Tech Alliance partners including enhanced partner website portal, partner product certification and training, collateral, etc.
Ability to strategically identify and build relationships with appropriate channel partners.
Proven ability to significantly ramp revenue, and a record of managing organizations that deliver targeted sales and market share numbers.
Strong business skills; effective in seeing the customer’s / channel partner’s underlying business issues and opportunities.
Aggressive and high energy yet polished and composed.
Outstanding communication skills, both oral and written.
Effective in a dynamic environment, comfortable with environments lacking full definition, willing to take risks.
Good at influencing others, both externally and internally especially at executive level; ability to work effectively and build consensus across various functional groups to achieve goals.
Strong networking, business development, influencing skills that translates into building commitment and driving actions across organizational boundaries
A demonstrated track record as a top performer throughout his or her career. Has worked at quality companies known for effective, best-
practices channel organizations.
Who you are
8+ years demonstrated experience working in partner network (specifically within the region or domain assigned)
Demonstrated negotiation and business development skills; ability to drive negotiations with key stakeholders from both commercial as well as legal perspective
Global / EMEA Strategic Account Management
Proven experience as a partner thought leader who can take ownership and responsibility within a fast moving and growing team.