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Federal Partner Account Executive


Washington DC

Job ID: R01183

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With Confluent, organizations can harness the full power of continuously flowing data to innovate and win in the modern digital world. We have a purpose that drives us to do better every day -- we're creating an entirely new category within data infrastructure - data streaming. This technology will allow every organization to create experiences and use the power of data in ways that profoundly impact the way we all live. This impact is our purpose and drives us to do better every day.

One Confluent. One team. One Data Streaming Platform.

Data Connects Us.

About the Role:

We are looking for a Federal Partner Development Manager (PDM) to manage a portfolio of Federal System Integrators (SIs), Value Added Resellers (VAR), and Federal Partners to develop successful Confluent practices that leverage their regional, industry, and technology integration capabilities. This person will also build field relationships with the partner to drive mutual success.

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 develop solutions based on the Confluent Platform, On-Premise, and in the Cloud.

The position is responsible for the sell-with/go-to-market engagement and joint activities with the partners. This includes planning, co-selling, and driving field marketing activities. The Federal PDM will be part of the team that coordinates Confluent sales activities and be a central conduit for engagement management between Confluent's sales organization and partners. You will be an expert on all aspects of the Confluent and present at QBRs, executive meetings, training, and trade events.

Location:  Washington, DC Metro Area 

What You Will Do:

  • Develop a Confluent practice with a 4-8 Federal partner portfolio of national and regional system integrators. This includes executive alignment, mutual KPIs, enablement strategy, solution plays and GTM plan, marketing plan to support the sales effort, delivery plan, and skills development.
  • Leverage the Federal SIs as the orchestrators and influencers with customers but also triangulate with the other parts of the ecosystem, including Cloud Services Providers and ISVs.
  • Work with sales leadership to develop partner strategies and execute in regions
  • Work closely with sales teams to drive new opportunities with partners.
  • Facilitate co-selling opportunities, account mapping, and other sales engagements between Confluent’s field sales and the partner sales teams.
  • Work with Confluent’s Partner Solutions Architects, Enablement team, and Marketing to enable partners to develop, launch, and support Confluent-based solutions and services.
  • Develop relationships with partner sales teams and executives, especially the Data & AI teams, to deliver demonstrable value to partners.
  • Drive net new partner-sourced opportunities quarterly

What You Will Bring:

  • 10+ years of related experience in Federal partner sales, business development, and/or partner development
  • Proven track record working with Federal SIs and VARs in joint GTM motions to drive consumption
  • Experience working with GCP, Azure, or AWS
  • Track record of establishing and driving strategic partnership(s) between tech companies and partners
  • Proven success in building and delivering joint business plans
  • 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 new opportunity pipelines, logos, marketing leads, etc.
  • Experience with Open Source, Data, and/or Analytics products
  • Strong executive presence and ability to influence senior executives
  • Excellent communication skills
  • BA/BS degree required. MBA Preferred

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.

At Confluent, we are committed to providing competitive pay and benefits that are in line with industry standards. We analyze and carefully consider several factors when determining compensation, including work history, education, professional experience, and location. This position has an annual estimated salary of $170,000 - $199,710 USD, a competitive equity package and is also eligible for additional commission and/or bonus pay. The actual pay may vary depending on your skills, qualifications, experience, and work location. In addition, Confluent offers a wide range of employee benefits. To learn more about our benefits click HERE.

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.

Global Benefits to Help You Do Your Best Work

Leadership Principles Define How we Act

Our Leadership Principles outline a shared set of expectations for how we think and behave at Confluent. They’re an extension of our company values which we all live each day. You can learn more here.

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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