Job Description

This is a sales-focused role. You will be responsible for driving top-line revenue and end-customer success by building and managing a network of partners and engaging through/with them to win new customers and expand business with our existing customers.

The ideal candidate has a business background that enables them to engage at the CXO level, a sales background that enables them to easily interact with enterprise customers and field sales reps, and an understanding of channel business models. You should have a demonstrated ability to think strategically about business, product, and technical challenges and the ability to build and convey compelling value propositions.
What you'll do:

• Create the Partner Strategy which includes both Reseller and Referral Partners for your assigned markets working internally with all stakeholder groups and externally with potential partners that genuinely leads to incremental value for both ThoughtSpot and the Partner(s)
• Recruit, Onboard and Manage Key strategic Regional SI, Channel Partners, Referral Partners, and Solution Providers working with our target Cloud and Technology partners
• Recruit using a combination of outbound and inbound tactics
• Build a governance model for each partner, including goals/metrics which will inform investment decisions
• Build Go-to-Market programs and Joint Solutions with the Partners to create market differentiation and sales opportunity
• Working with internal groups like Sales Ops, Finance, Legal, Partner Programs; Build internal processes/programs in support of the partners
• Act as single-point-of-contact between the company field and the Partner field teams on existing, pipeline, and future account opportunities
• Meet /exceed quarterly and annual revenue targets, as assigned by the Company

Required Knowledge, Skills, and Abilities

• 5+ years of direct sales or business development working experience in managing Strategic Partnerships across reseller partners, consulting partners or Systems Integrators
• experience and an entrepreneurial approach to business
• Demonstrated sales DNA with a desire to coordinate field teams to develop and close high-profile deals
• Experience working with partners through account management, product management, program management, and business development engagements, as examples
• You understand the power of technology partnerships and love working with sales teams to make it happen
• You have the gift of getting other companies to sell your product and have the examples to back it up
• You can scale an organization and connect with people in all positions
• You know how to contextualize the value of a partnership to executives, excite managers about the value you will bring to their team and incentivize sales people to recommend your product
• You love working cross functionally within your organization
• Experience engaging and influencing C-level executives
• Strong familiarity with decision-making processes in enterprise customers
• Demonstrated success collaborating across functions, including direct and channel marketing, product management, and account management teams
• Experience presenting and articulating complex concepts
• Communication and presentation skills, both written and verbal in English
• Experience building new SI and Channel ecosystems
• Experience working within the enterprise software industry
• 5+ year’s experience working in multiple Geographic territories
• Expertise in creating multiple go-to-market models such as resale, OEM, co-sell & co-market, across subscription and perpetual license models
• Experience building Enablement programs for partners
• Enterprise Software Sales experience