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Global Inside Partner Development Manager

Sales

Remote, India

Job ID: R01896

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Description

With Confluent, organisations 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 everyday – we're creating an entirely new category within data infrastructure - data streaming. This technology will allow every organisation 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 seeing a significant increase in the partner ecosystem's interest across APAC and specifically in India to work with Confluent. We need an Partner Development Manager in India to join the team to develop a comprehensive strategy with select partners, drive pipeline, through strategic initiatives, build skills and capabilities and be a force multiplier for scale and growth across our India-based GSIs including Tech Mahindra, Wipro, Cognizant, and HCL. 
A Partner Development Manager at Confluent is a business leader responsible for building and nurturing relationships with strategic partners to drive joint sales opportunities and expand Confluent’s market reach through joint business planning and execution.  This role involves working with strategic GSI’s and, a PDM owns the end to end partner business planning, governance and   sales execution in collaboration with sales team members, ensuring mutual growth and success within Confluent’s partner ecosystem.

What You Will Do:

  • Work with strategic partners aligned with the company's business objectives. Develop a comprehensive understanding of potential partners' capabilities, market presence, and Confluent capabilities.
  • Develop a joint business plan with 3-5  strategic partners (GSIs - TWITCH), assign  mutual KPIs, develop an enablement strategy, identify solution plays/use cases and execute on a GTM plan to support the sales.
  • Work closely with the sales and marketing teams to create partner development strategies,for  partner sourced opportunities, revenue growth, market expansion, and increased net new logos
  • Execute through  a framework of governance by conducting periodic pipeline reviews, QBR/monthly business reviews and KPI/Metrics for progress made.
  • Build a target account list and drive a co-sell strategy by aligning sales teams of partner and Confluent.
  • Work with the Global Partner teams to manage the field execution while triangulating GSI strategy with CSP’s.
  • Work with sales leadership and represent the Partner team in internal QBR’s, partner engagements and events.
  • Work with Confluent’s Partner Solutions Architects, Enablement team, and Marketing to enable partners to develop, launch, and support Confluent-based solutions and services
  • Have established trust based relationships with key executives in GSI’s to open new opportunities and fast track  joint business 

What You Will Bring:

  • Established operational relationships within the Global SI community. (Cognizant, Tech Mahindra experience preferred)
  • 10+ years of related experience in partner sales, business development, and/or partner development across India
  • Track record of consistent quota attainment & over achievement
  • Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals. Knowledge of System Integrators, Resellers & Independent Software Vendors is a must.
  • Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessary.
  • A strong background in sales or alliance partnerships gained within the Cloud/SaaS space, managing multi-million-dollar deals.
  • Demonstrable track record of achieving and exceeding targets whilst managing a small number of large accounts or alliance partners, ideally with a next generation software company
  • Track record working with Global System Integrators across India 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), have trust based established relationships within C level’s / decision makers in GSI/RSI partners.
  • Proven success in building ambitious, compelling, multi-year, and multi-dimensional business plans
  • Demonstrated success in driving GTM and sales/revenue impact with GSI/RSI partners.
  • A self-starter mindset with a strong sense of urgency and passion as advocate of partner ecosystem. 
  • Strong executive presence and ability to influence senior executives
  • Experience with Data, AI ISV organizations  and proven track in working with GSI/RSI.
  • Experience with negotiating large and complex deals with industry leaders.

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.
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