EMEA Partner Development Director


London, GB
  • Job Type: Full-Time
  • Function: Business Dev
  • Post Date: 04/04/2021
  • Website: confluent.io
  • Company Address: 101 University Avenue Suite 111, Palo Alto, CA, 94301

About Confluent

Confluent, founded by the original creators of Apache Kafka®, pioneered the enterprise-ready event streaming platform. With Confluent, organizations benefit from the first event streaming platform built for the enterprise with the ease-of-use, scalability, security and flexibility required by the most discerning global companies to run their business in real time. Companies leading their respective industries have realized success with this new platform paradigm to transform their architectures to streaming from batch processing, spanning on-premises and multi-cloud environments. Backed by Benchmark, Index Ventures and Sequoia Capital, Confluent is headquartered in Mountain View, Calif. and London with offices globally.

Job Description

Confluent is pioneering a fundamentally new category of data infrastructure focused on data in motion. Have you ever found a new favorite series on Netflix, picked up groceries curbside at Walmart, or paid for something using Square? That’s the power of data in motion in action—giving organizations instant access to the massive amounts of data that is constantly flowing throughout their business. At Confluent, we’re building the foundational platform for this new paradigm of data infrastructure. Our cloud-native offering is designed to be the intelligent connective tissue enabling real-time data, from multiple sources, to constantly stream across the organization. With Confluent, organizations can create a central nervous system to innovate and win in a digital-first world.
We’re looking for self-motivated team members who crave a challenge and feel energized to roll up their sleeves and help realize Confluent’s enormous potential. Chart your own path and take healthy risks as we solve big problems together. We value having diverse teams and want you to grow as we grow—whether you’re just starting out in your career or managing a large team, you’ll be amazed at the magnitude of your impact.
We are looking for an EMEA Field Business Development Director to develop and lead our EMEA field engagements with partners.  Apache Kafka™ and Confluent are powering the transformation to real-time business across various industries and that is having a profound impact on traditional business.  This shift is opening up unprecedented opportunities across industries from Financial Services, Healthcare to Manufacturing and Retail. This market shift offers a significant opportunity for Partners to build practices and solutions based on the Confluent Platform, on premise and in the cloud, that leverages their regional,  industry and technology integration assets.  

Primary responsibilities:

    • Develop, drive successful execution and own accountability of Confluent’s partner GTM strategy for EMEA
    • Work collaboratively with EMEA Sales leadership and our rapidly growing ecosystem of cloud providers (AWS, Google Cloud, Microsoft), global and regional system integrators (SI), and strategically relevant ISV's
    • Lead a team of EMEA Business Development Managers to develop and execute on ambitious strategic and measurable goals
    • Collaborate closely with Confluent’s global partner teams to build trusted and deep relationships with EMEA-based leaders of global cloud and SI partners
    • Develop joint business plans, establish appropriate engagement models and governance mechanisms, and execute effective joint GTM activities
    • Identify, recruit, develop and manage a network of regional system integrators
    • Prioritise investments and engagement across this network of regional partners and build a sustainable, mutually beneficial pipeline of customers
    • Develop programs and incentives to scale GTM with deal volume and velocity 
    • Develop and execute business plans with regional partners
    • Support development and execution of regional plans for global partners
    • Build & manage a weekly pipeline and bookings cadence, forecast calls, and represent BD on EMEA leadership calls
    • Establish regular coordination points with regional Sales leaders, counterparts in other regions, and global partner leaders
    • Work with the EMEA and global BD team to develop a cohesive plan and execution to train, certify, and enable partners to deliver Confluent technology
    • Work with all partners to create net new pipeline opportunities and/or close existing opportunities in collaboration with our direct sales team
    • Develop and execute plans around pipeline generation (sourced business) from partners
    • Work with Confluent’s Partner Solutions Engineers and marketing to enable partners to develop, launch and support Confluent based solutions and services

Key performance metrics and indicators:

    • Bookings generated through co-selling and influence with Partners
    • Leads and pipeline generated through partners (partner sourced bookings and pipeline)
    • Strength of relationships, degree of alignment, and effectiveness of GTM strategies with key strategic partners across the ecosystem (cloud, GSI, RSI, and technology partners)
    • Attainment of volume of partner-influenced pipeline and bookings, as well as a mix of product/industry verticals delivered
    • Degree of alignment and achievement of business/sales plans with Sales leadership
    • Portfolio of certified and productive partners able to support & drive the EMEA business
    • Confluent-based business solutions developed by partners and/or executed with partners
    • Partners in each target country recruited trained and enabled to deliver Confluent technology

What you'll bring:

      • Successful track record in building and scaling an EMEA wide partner organisation, including cloud partners, system integrators, and ISVs
      • Strong experience and relationships working directly with the cloud providers and key SI's
      • Existing network of relationships with leading cloud and SI players in EMEA would be advantageous
      • Track record developing and executing joint governance and GTM with Cloud, Global SI, Regional SI and Technology partners in EMEA
      • Related experience in software GTM and sales
      • Direct sales experience is strongly preferred
      • Ability to connect & articulate business and technology strategy (internally & externally)
      • The right attitude - Self starter who has the ability to work independently and with a strong sense of urgency and passion to make great things happen
      • Experience of working in a fast-moving customer-led culture is essential
      • A positive, can-do and pragmatic approach 
      • Ability to multi-task and keep a number of actions moving forward at once 
      • Strong cross functional collaboration skills required - both internally and with the partners
      • Excellent communicator at all levels 
      • Experience in enterprise software required
      • Experience in selling enterprise messaging, data or analytics products is preferred
      • Working in Open Source software models 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.

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Disclaimer: Local Candidates Only
This company does NOT accept candidates from outside recruiting firms. Agency contacts are not welcome.