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Senior Partner Development Manager

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Melbourne, Australia

Job ID: R00335

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At Confluent, we’re creating a category that transforms how every company manages and streams data. Have you ever found a new favorite series on Netflix, picked up groceries curbside at Walmart, or paid for something using Square? That’s Confluent in action—giving our customers instant access to massive amounts of real-time data, enabling them to thrive in an ever-changing digital world. As one of the fastest-growing enterprise companies in history, and with Fortune 100 customers across major industries, we have a tremendous opportunity in front of us. We also have experience on our side. Our leaders have taken companies of our size to major success before and include some of the original creators of Apache Kafka®.

We’re looking for self-motivated PDM who craves a challenge and feels energized to roll up their sleeves and help realize Confluent’s unlimited potential with our partner ecosystem. Chart your own path and take healthy risks with the backing and support of our #OneTeam culture. Be part of inclusive initiatives like Employee Resource Groups and development programs, and take advantage of benefits that support our diverse global teams. Grow as we grow—whether you’re just starting out or managing a large team, you’ll be amazed at the magnitude of your impact.


About the Role:

We are looking for a Partner Development Manager to manage a portfolio of system integrators and lead our overall partner ecosystem engagement with our sales leadership across the Cloud Providers, Independent Software Vendors, and our System Integrators.

Apache Kafka™ and Confluent are powering the transformation to real-time business across various industries, which has a profound impact on traditional business.  This market shift offers a significant opportunity for Partners to build practices and solutions based on the Confluent Platform, On-Premise and in the Cloud, that leverages their regional, industry, and technology integration assets. 

We are seeing a significant increase in the partner ecosystem's interest in (AMER/EMEA/APAC) to work with Confluent. We need a PDM to join the team to develop a Confluent services practice across a portfolio of local and regional system integrators. 


What You Will Do:

  • Develop a Confluent practice with a 4-8 partner portfolio of local and regional system integrators.  This includes executive alignment, mutual KPIs, enablement strategy, solution plays and GTM plan, marketing plan to support the sales effort, and delivery plan and skills development. 
  • Leverage the system integrators as the orchestrators and influencers with customers but also triangulate with the other parts of the ecosystem including the three cloud providers, ISVs, and Global SIs. 
  • Work with the Global Partner teams to manage the field execution with the 3 CSPs, 2 Strategic ISVs, and the 3 strategic GSIs. 
  • Work with sales leadership to develop partner strategy and plan to support execution in the region
  • Work closely with Confluent sales teams to develop and execute key opportunities with partners.
  • Work with Confluent’s Partner Solutions Architects, Enablement team, and Marketing to enable partners to develop, launch, and support Confluent-based solutions and services


What You Will Bring:
  • 5+ years of related experience in partner sales, business development, and/or partner development across the region
  • Track record working with Regional SI’s (“RSI”) across X region in joint GTM motions to drive consumption
  • Familiarity with GCP, Azure, and/or AWS offerings and GTM approach
  • Outstanding track record of establishing and driving strategic partnership(s) between companies and channel partners
  • Proven success in building ambitious, compelling, multi-year, and multi-dimensional business plans
  • Demonstrated success in driving GTM and sales/revenue impact, including working with Microsoft, Google, and AWS stakeholders at different level
  • You are a self-starter mindset with a strong sense of urgency and passion for making great things happen
  • Ability to drive cross-functional and global teams to achieve desired outcomes such as influenced bookings, new pipelines, logos, marketing leads, etc. 
  • Experience with negotiating large and complex deals with industry leaders
  • Strong executive presence and ability to influence senior executives
  • Experience with Open Source, Data, and/or Analytics products


    Come As You Are


    At Confluent, equality is a core tenet of our culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. The more diverse we are, the richer our community and the broader our impact. Employment decisions are made on the basis of job-related criteria without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by applicable law.


    Click HERE to review our Candidate Privacy Notice which describes how and when Confluent, Inc., and its group companies, collects, uses, and shares certain personal information of California job applicants and prospective employees.

    Unsolicited CV/Resumes from Recruiting Agencies that are not already engaged with Confluent's Talent Acquisition team will not be paid for any services.



    Global Benefits to Help You Do Your Best Work

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    Confluent is Remote-First

    At Confluent, we care about how you work - not where. We encourage you to apply for positions outside of the listed job location or your immediate region.

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