Overview

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world's largest enterprises.

Cloudera is seeking a highly experienced and motivated Partner Director with a strong background in data lineage, AI and related technologies, including software partnerships. This individual contributor role is critical for driving revenue growth through strategic alliances and building innovative business models that leverage Cloudera's data, lineage and AI platform. This role must work across a high volume of partners and yet know how to focus and prioritize for the greatest impact.

Responsibilities

• Strategic Partnerships: Identify, recruit, and manage strategic technology alliances, including software, to create new revenue streams and expand Cloudera's ecosystem. Focus on identifying, onboarding, and nurturing key partners who align with Cloudera's data platform strategy. Execute representative partner commercial models including co-sell, reseller / OEM / MSP and cloud SaaS marketplace distribution.
• Revenue Generation: Drive revenue and generate new revenue streams through strategic alliances. Leverage experience in building technology and software partnerships to drive significant revenue growth. Design and implement strategies that capitalize on partner synergies and expand market opportunities. Engage with field sales as stakeholders to growing revenue.
• Contract Management & Negotiation: Lead complex contract negotiations with partners, ensuring mutually beneficial agreements that align with Cloudera's business objectives. Collaborate with legal, finance, and operations teams to structure deals that optimize profitability and scalability.
• Cross-functional Collaboration: Work across marketing, sales, product, legal, and operations teams to align partnership initiatives with company goals. Drive cross-functional execution of joint solutions, go-to-market strategies, and customer engagements.
• Financial Modeling: Develop and refine financial business models to evaluate partnership opportunities and predict revenue potential. Use data-driven insights to make informed decisions and recommend strategies to leadership.
• Focus on AI, data lineage and emerging software opportunities: Lead the identification and development of emerging ISV opportunities, particularly in data lineage, AI and machine learning. Drive initiatives that leverage these technologies to expand Cloudera's ecosystem and develop innovative solutions that meet market demands and enhance partner value propositions.

Qualifications

• Proven experience (10+ years) in a similar role, with a strong focus on technology, and data partnerships, particularly within data lineage and governance.
• Demonstrated success in building and managing strategic alliances that drive significant revenue growth.
• Familiarity with building and executing partner selling models, reseller, distribution, OEM / MSP and cloud marketplace.
• Extensive experience in contract negotiation, with a track record of securing high-value, complex agreements.
• Strong financial acumen, including experience in creating and evaluating financial models to support business decisions and sales operations.
• Solid experience in infrastructure, SaaS, or PaaS, with a deep understanding of cloud computing and platform ecosystems.
• Excellent communication and interpersonal skills, with the ability to influence and collaborate effectively across diverse teams and stakeholders.
• In-depth knowledge of software technology, with a proven track record of integrating these into business strategy.
• Self-starter with a results-driven mindset, able to work independently in a fast-paced environment.
• Bachelor's degree in computer science, engineering, systems, operations or a related field; MBA or advanced degree preferred.
• This role is not eligible for immigration sponsorship.

Compensation and Benefits

The expected base salary range for this role in:

California: $185,000 - $195,000

Colorado: $185,000 - $195,000

Washington: $185,000 - $195,000

Please note that the compensation details listed reflect the base salary only, and do not include commissions or bonuses where applicable. The salary will vary depending on job-related skills, experience and location.

What you can expect from us : Generous PTO Policy; Support work life balance with Unplugged Days; Flexible WFH Policy; Mental & Physical Wellness programs; Phone and Internet Reimbursement program; Access to Continued Career Development; Comprehensive Benefits and Competitive Packages; Paid Volunteer Time; Employee Resource Groups; EEO / VEVRAA.

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