Partner Development Manager, Named Accounts

Job Description

What you’ll be doing...

The Partner Development Manager (PDM) is responsible for building out Tableau’s partner network though execution of business development strategy with assigned VARs in the Central region. Responsibilities include developing strategic goals and driving partner success against those goals, representing Tableau to partners and leading a joint business development planning process with partners that develop mutual performance objectives, targets, and critical milestones. The PDM will need to develop on strategy to build mindshare and adoption of Tableau across Tableau’s most strategic business partners. Responsibilities also include driving executive and field relationships with leading professional services firms. By establishing and growing business and technical relationships, and managing the day-to-day interactions with these accounts, this role will drive top line revenue growth and overall end customer adoption across all market segments. This role should demonstrate a business background that enables engagement at the CXO level, as well as a sales background that leads to interactions with customers and sales/field reps. The candidate should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.

Some of the things you'll be doing include ...

• Be an executive Tableau point of contact for the executives at the assigned partner organizations)
• Develop a deep understanding of the assigned partners’ business strategy and build specific Tableau growth initiatives that align to partners’ business strategy
• Increase partner driven sales for Tableau by establishing alignment between Tableau salesforce and the partner organization by designing and running activities such as: Quarterly Business Reviews (QBRs), joint account mapping, joint pipeline review and forecast, solution definition and alignment
• Lead engagement in the field with Tableau Account Executives and partner organization
• Support sales activities webcasts, roadshows, contract negotiations
• Work effectively across organization to drive strategic partner initiatives and partner enablement; report results to key internal stakeholders including Marketing, Sales Teams, Product Teams and Executives.
• Work directly with marketing team to develop channel marketing program, including enhanced partner website portal, partner product certification and training, collateral, etc.

Who you are...

• Experienced. Demonstrated track record of successful career working with or for VARs in the Central region – at least 8 years in managing such alliances. Proven experience as a channel thought leader who can take ownership and responsibility within a fast moving and growing team. Demonstrated negotiation and business development skills; ability to drive negotiations with key stakeholders from both commercial as well as legal perspective
• Amazing Salesperson. Proven experience as a channel thought leader who can take ownership and responsibility within a fast moving and growing team.
• Builder. Strong networking, business development, influencing skills that translates into building commitment and driving actions across organizational boundaries.
• Cross-Cultural Leadership. Good at influencing others, both externally and internally; ability to work effectively and build consensus across various functional groups to achieve goals. Effective in a dynamic environment, comfortable with environments lacking full definition, willing to take risks.
• Results-oriented. A demonstrated track record as a top performer throughout his or her career. Has worked at quality companies known for effective, best-practices channel organizations.
• A True Team Player. Ability to strategically identify and build relationships with appropriate VARs/SIs and other related partners.
• Excellent Communication. Outstanding communication skills, both oral and written.
• You are a Recruiter! Tableau hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world!

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Tableau Software is an Equal Opportunity Employer.

Tableau Software is a company on a mission. We help people see and understand their data. After a highly successful IPO in 2013, Tableau has become a market-defining company in the business intelligence industry. Our culture is casual and high-energy. We are passionate about our product and our mission and we are loyal to each other and our company. We value work/life balance, efficiency, simplicity, freakishly friendly customer service, and making a difference in the world!