Director of Public Sector Alliances and Strategic Partnerships at Cloudera, Inc. in Raleigh, North Carolina

Job Description:

Job Description:
The Director of Cloudera's Public Sector Alliances & Strategic Partnerships is responsible for developing a multi-tier channel strategy and delivering sales of Cloudera's products, services and solutions, through the US Public Sector VAR and SI community via both Solution and Go-to-Market Partners. A proven track record of sales excellence, exceeding quotas, recruiting and building strategic relationships, leading, influencing program pursuit and deal negotiation is required. This is a highly visible position within Cloudera and the Public Sector organization as well as a member of the senior leadership team. Teamwork, integrity, and cross-functional people management skill critical to success in this role.

In this role, the Director of Alliances and Strategic Partnerships will be expected to develop both Go-to-Market and Solutions partnerships while organizing and executing a best in class partner facing program capitalizing growth to the overall Cloudera Public Sector business.

Responsiilities
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Directs and oversees channel relationships, sales policies, objectives, and initiatives
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Sets short- and long-term channel sales strategies and evaluates the effectiveness of current programs
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Effectively leverages and participates with virtual teams comprised of direct sales, technical, finance, sales operations, capture, bids and proposals, and contract teams.
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Possess communication and negotiation skills with C-Level executives.
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Meets or exceeds sales objectives by participating in US Public Sector program opportunities which require complex solutions to support the US Public Sector Channels customer's technical logistical and service requirements
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Takes a lead role to ensure that the Cloudera solutions are comprehensive, achieve customer goals, and provide an outstanding customer experience through the US Public Sector Channel
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Develops relationships within the US Public Sector Channel executive community, business development, sales, technical and program management professionals that will effectively remove barriers to sales
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Establishes business plans, territory scopes and develops the Go-to-Market objectives
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Ensures an outstanding customer experience for US Public Sector VAR and SI community
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Is accountable for long-term business decisions, including influencing product development, joint marketing, solution bundle creation, and overall achievement of aggressive revenue goals.
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Manages partner certification requirements, technical collaboration, and prioritization with Sales and Alliance team for internal assignment.
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Oversees the Cloudera Public Sector Partner portal, deal registrations, and warranty/licensing renewals.

Qualifications
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Minimum of 10 years in Public Sector Partner and Alliance management, field sales and/or business development; 8 years in a direct management role preferred.
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Proven track record for consistently meeting and exceeding quotas in a highly competitive IT environment.
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Exemplary skills in C-level customer relationship development; solution sales growth; communication; executive negotiation; organization and project management; leadership by motivating team members and effective at dealing with ambiguity.
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Must be able to balance Partner-facing sales activity with back-office requirements.
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Strong balance of strategic, tactical and organizational skills, with intellectual agility and capacity for thought leadership.
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A professional who is enthusiastic, high-energy and an entrepreneurial leader who is passionate about the Public Sector Customers' mission and delivering results
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An independent leader who creates loyalty, trust and following. One who can energize people and teams and successfully enables cross-functional cooperation. This individual must quickly garner a high degree of cross-functional/organization respected.
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Exceptional communications skills, executive presence, poise, common sense, and business acumen
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Relationships with System Integrator community as well as Cloudera Solutions Partners, OEMs, VARs, and Resellers.
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Ability to travel approximately 35%.
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B.S. Degree desired or equivalent work experience

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Cloudera is an Equal Opportunity / Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.