Global Systems Integrator Partner Manager

Yellowbrick

San Francisco, CA, US
  • Job Type: Full-Time
  • Function: Business Dev
  • Post Date: 05/28/2021
  • Website: yellowbrick.com
  • Company Address: 250 Cambridge Ave. Ste 300, Palo Alto, CA, 94306

About Yellowbrick

Yellowbrick is the world’s fastest data warehouse for hybrid and multi-cloud environments. Enterprises rely on Yellowbrick to power critical business outcomes and get answers to the hardest business questions for improved profitability, better customer loyalty, and faster innovation in near real time, and at a fraction of the cost of alternatives. Yellowbrick offers superior price/performance for thousands of concurrent users on petabytes of data, along with the unique ability to run analytic workloads on-premises, in a private cloud, and/or in any public cloud and manage them in a simple, consistent way—all with predictable pricing via annual subscription.

Job Description

Yellowbrick Data is a rapidly growing Enterprise Data Warehouse start-up headquartered in Silicon Valley – the only credible EDW start-up alongside Snowflake. We are selling into a hot market right at the convergence of Big Data, Enterprise Data Warehousing, IoT and the Edge. Our technology is used by the world’s largest insurers, credit card companies, telcos, healthcare firms and marketers. Our customers love our product: Most are repeat buyers, and in many cases we’ve become the new standard for analytics and data warehousing in their respective enterprises. Yellowbrick is well- funded, having raised $173m from top-tier venture firms.

Job Overview

The Yellowbrick Strategic GSI (Global Systems Integrator) Partner Manger (Director) is responsible for sourcing, developing and managing our business through strategic global system integrators and advisories. This position works with GSI partners to establish and grow key service line capabilities that drive Yellowbrick subscription revenue and market share growth. This individual will be the expert and advocate for GSIs with a deep understanding of: Their key market segments/verticals and the customers they serve, GSIs services capabilities that span advisory, deployment and managed services and their sales processes, solutions/IP and overall organizational alignment.


The successful partner manager (director) can effectively navigate the Yellowbrick organization across executive leadership, product management, sales, marketing and operations to develop and execute an aligned partner growth strategy. Conversely, the individual will develop senior level relationships within the GSI alliance partner organization, working across all sales and delivery functions to establish mutually beneficial relationships. Success will be measured through development of a strategic roadmap, tactical execution, joint go-to-market, opportunity sourcing and overall revenue growth.

Responsibilities

  • Oversee all aspects of GSI Partner/Yellowbrick relationships- spanning Sales, Product Management, Marketing, Operations and Support
  • Development and co-management of a comprehensive quarterly and annual (GLOBAL) business development plan with sponsorship and participation from all stakeholders (internal and external)
  • Create and manage sales forecasts
  • Increase Partner sales awareness and delivery capability of Yellowbrick (Direct and Indirect)
  • Promote available resources and tools
  • Train key delivery resources on how best to sell and service Yellowbrick products
  • Increase deal registration and sourcing opportunities by providing support and training to sales teams
  • Work with the sales teams to assist with any special pricing quotes or business opportunities
  • Effectively coordinate related Partner activities across all major geographies including Americas, EMEA and APJ
  • Conduct annual and quarterly business review and planning sessions
  • Oversee the deal registration process including but not limited to, special pricing, POS credits, amended Purchase Order pricing, system updating, claim reconciliation, rebate processing, geo allocation and other related processes
  • Own enhancements and maintenance of sales system tech stack to Sguide and scale sales processes. (SFDC, Clari, Gong, Outreach.io, etc)

Qualifications

  • 10+ years of work experience with progressive responsibility in SaaS technology field sales, channel sales, or business development
  • 10+ years of experience working directly with GSI partners such as Accenture, Deloitte, Capgemini, and KPMG
  • Experience leading cross-functional teams and managing a partner-centric business required
  • Strong leadership and communication skills, as well as strong teaming and interpersonal skills
  • Strong critical thinking, organization, program management and execution skills are a must
  • Exceptional business acuity, technology prowess and strategic analysis skills
  • Previous consulting, product management, alliances, sales/marketing and/or business analyst experience
  • Experience with data warehousing and business analytic solutions, software applications and associated eco-systems preferred
  • Proven history of collaboration, problem solving and working successfully in cross-functional teams
  • Excellent communication, presentation, and demonstrated analytical skills

 

  • S./B.A. Required (M.S./MBA preferred)
  • 30%+ travel required (post COVID)

 

Yellowbrick Data is an Equal Employment Opportunity and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, protected veteran status, disability status, gender identity or any other category protected by applicable law. We hire and promote individuals solely on the basis of qualifications for the job to be filled.

To all recruitment agencies: Yellowbrick Data does not accept agency resumes. Please do not forward resumes to Yellowbrick Data employees or any other organization location. Yellowbrick Data is not responsible for any fees related to unsolicited resumes.

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