Strategic Cloud Alliance Co-Sell Specialist-EMEA

Job Description

Denodo is a leader in data management with a unique logical and semantic approach to unify data integration, governance and democratized data delivery for AI, Analytics and Operational use cases. A company has a global presence, dynamic culture and extraordinarily strong market momentum and is a fun place to work. 

We are seeking an initiative-taking, skilled, and results-driven Regional Cloud Partner Manager to join our Technology and Cloud Alliances team in EMEA. This role is pivotal in executing on the strategies and GTM and revenue plans for our global strategic cloud partners engaging with the partner teams on a regional/local level focusing on partner development and on partner sales, including managing co-sell activities, managing partner pipeline, and engaging with the local field on specific regional sales and marketing activities. This is a critical role in expanding our Denodo’s reach and impact through effective partner management and sales strategies in the EMEA region.

The role requires deep knowledge and recent experience working with:
1)    One of more of the hyperscaler cloud partners (AWS, Microsoft, Google) in the capacity of partner manager at an Independent Software Vendor (ISV)
2)    Scaled co-build, co-sell, and co-market programs with the strategic cloud providers.
3)    Ecosystem knowledge (regional channel partners, GSIs and RSIs) and the ability to engage with the strategic channel partners in the region.
4)    Cloud marketplaces and proven experience in managing a customer lifecycle through curated private offers and marketplace reseller programs.
5)    Managing regional campaigns with cloud providers based on strategic customer imperatives (cloud/ data migrations, app and data modernization, analytics, AI etc.) 
6)    Engagement with regional sellers
7)    Local market knowledge and experience within the EMEA region
 

Job Responsibilities & Duties

1. Cloud Partner Development:
•    Develop and maintain strong relationships with regional partner leaders and teams.
•    Identify and onboard regional partners, providing training and support to optimize their success.
•    Work cross-functionally with teams like marketing and product development to align strategies, messaging, and initiatives with partner needs.

2. Partner Sales and Co-Sell Activities:
•    Drive sales through partners by assisting and training them to sell our products effectively.
•    Manage the entire sales pipeline from lead generation to deal closure, ensuring a smooth and efficient sales process.
•    Set and achieve sales targets in collaboration with partners, focusing on both short-term wins and long-term strategies.
•    Organize and participate in events such as trade shows and seminars to promote partnerships and sales opportunities.

3. Operational Excellence:
•    Develop and maintain regional plans for partner management, including business planning, enablement, campaigns, and regular cadence.
•    Regularly review and analyze sales performance, adjusting strategies as necessary to meet and exceed targets.
•    Provide regular reports on partner performance, market trends, and sales outcomes.

Desired Skills & Experience

In addition to the previously mentioned knowledge and experience, the ideal candidate will have the following qualifications:
•    Bachelor’s degree in business, technology, or a related field
•    5+ years of demonstrated experience in business development, sales or partner sales role at a software or technology company, with at least 2+ years working with cloud partners.
•    Hunter mindset and good knowledge of cloud technologies, cloud marketplaces and co-sell programs of cloud providers 
•    Demonstrated record of driving revenue growth through strategic partnerships. 
•    Ability to work and inspire a cross-functional team in a dynamic and collaborative environment. 
•    Effective communication and presentation skills.
•    Active listener, inquisitive and enthusiastic about Cloud technology.
•    Willingness to travel around 25%.
•    Be a team worker with cheerful outlook.