The Director of Channels will be responsible for managing the overall alliance and driving to sales targets with a set of strategic Global Systems Integrators across APAC.
Responsibilities
Coordinate with the corporate business development team to execute on the business plan and overall strategy at an APAC level for the assigned target.
Develop a comprehensive business plan and APAC go-to-market strategy that drives incremental revenue for both Cloudera and the assigned partners.
Develop and manage relationships across functional areas including sales, product/service development, marketing and business development.
Integrate Cloudera products and solutions as part of standard, repeatable solutions and global offerings.
Evangelize Cloudera products and solutions and educate the services, sales, marketing and technical field teams.
Build and execute broad and deep enablement plans and strategies driving adoption and integration of Cloudera products and solutions within partner portfolio
Lead and facilitate executive QBRs, joint executive alignment, and overall engagement at an APAC level
Work with the APAC leadership teams as the primary interface to Cloudera
Desired Skills and Qualities
Must have prior experience managing relationships across APAC
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 channel partners and alliances.
Must understand complex sales process, build consensus and be adept at developing relationships at multiple levels.
Must be able to rally internal cross-functional resources to enable partner success.
Must be comfortable engaging with a variety of roles ranging from developers to sales to senior executives.
Ability to set priorities, focus on details and motivate internal and external teams to deliver agreed-upon goals.
Ability to lead teams and projects through influence rather than direction.
Stand out communications skills and high energy level.
Strong problem solving skills.
Experience & Education
10+ years of enterprise software sales, business development, product management and/or alliance management experience required, with demonstrated increasing levels of responsibility.
Experience working both in start-up and larger company environments, and with partners of different sizes.
Understanding of data management software business.
Familiarity with Target Account Selling or other established sales methodology a plus.
BA/BS degree required. Technical competence strongly preferred.
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