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Alliances & Channels
What you’ll be doing…
The Partner Development Manager (PDM) is responsible for building out Tableau’s partner network though execution of business development strategy with an assigned partner ecosystem/domain, within South East Asia. 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.
Some of the things you’ll be doing include…
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 marketing team to develop channel marketing program, including enhanced partner website portal, partner product certification and training, collateral, etc.
Who you are…
Experienced . You have 10+years of software channel sales experience covering India.
Builder . Ability to strategically identify and build relationships with appropriate channel partners including, Resellers, Systems Integrators, and other related partners.
Domain . Experience with analytics, data, databases, predictive modeling, or business intelligence preferred. Bachelor’s Degree with a technical or business focus preferred.
Performer . 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. Proven ability to significantly ramp revenue, and a record of managing organizations that deliver targeted sales and market share numbers.
Entrepreneurial . Strong business skills; effective in “seeing” the underlying issues and opportunities in Public Sector.
Passion and Conviction . Good at influencing others, both externally and internally; ability to work effectively and build consensus across various functional groups to achieve goals.
Missionary . You’re a highly driven individual with an execution focus and a strong sense of urgency and a belief in Tableau’s mission. You can go beyond relationship management.
Energy and Creativity . Energy and enthusiasm are your hallmarks. You think out-of-the-box and wow people with your interesting angles and quality work. You love the creative process – whether that’s selling a new customer or creating, implementing, and managing new processes.
A True Team Player. You’re a leader and you know that to get the best results, you also have to be a great team player.
Excellent Communication. You know what to say and more importantly, how to say it
You are a Recruiter! Tableau hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world!
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 account management a plus
Proven experience as a channel thought leader who can take ownership and responsibility within a fast moving and growing team.
Tableau Software is an Equal Opportunity Employer.
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