Tableau Alliances - Partner Account Senior Manager

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Job Category
Alliances & Channels
Job Details
Tableau is as much a philosophy as an amazing suite of tools. We enable people to transform data into something visual and understandable, enabling people to make important decisions based on those insights. If you are passionate about technology, but also care deeply about doing something meaningful, Tableau is the place for you. Our products have been key in helping fight Malaria, Ebola, and most recently COVID19, by providing data insights to medical professionals into where these diseases are spreading.
Location:
we are open to any major U.S. metropolitan city or surrounding areas near a large, hub airport
What you'll be doing...
As a Partner Account Manager (PAM), you'll be responsible for helping to drive sales of Tableau products across the U.S. territory while teaming with the direct Enterprise and Commercial Sales organization focused on Telecommunications and Media customers to exceed sales objectives. 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 PAM will need to develop strategy to build mindshare and adoption of Tableau across Tableau's most strategic System Integrators (SIs), Value Added Reseller (VAR) Partners and Direct Market Resellers (DMRs). By establishing and growing business and technical relationships, and leading 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. This role is a quota-carrying sales position that plays an integral role in the success of the overall direct and Enterprise sales team.
Some of the things you'll be doing alongside the direct sales teams include ...
Serve as a primary point of contact at Tableau for the executives at the assigned partner organizations.
Develop a deep understanding of partners' business strategy and build specific Tableau growth initiatives that align to that business strategy.
Increase partner driven sales for Tableau by establishing alignment between Tableau Enterprise Sales team 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.
At least 10 years with a demonstrated track record of success working with System Integrators (SIs), Value Added Reseller (VAR) Partners and/or Direct Market Resellers (DMRs).
Amazing Salesperson.
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 Enterprise as well as legal perspective.
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 partners.
Excellent Communicator.
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!
For Colorado-based roles: Minimum annual salary of $115,020. You may also be entitled to entitled to bonus, restricted stock units, and benefits.
Accommodations
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