Partner Sales Manager, USA

Executive Summary

The Partner Sales Manager at Yugabyte will be responsible for developing, maintaining, and growing strategic partnerships across North America and EMEA to drive significant revenue through indirect channels. This role serves as the critical link between Yugabyte’s sales organization and our ecosystem of partners, including major cloud providers (AWS, GCP, Azure), Global System Integrators (GSIs), Value-Added Resellers (VARs), System Integrators (SIs), and Distributors. The ideal candidate will possess a proven track record of building partner relationships, executing account mapping strategies, and developing joint sales pipelines that result in measurable revenue growth.

Role Description

As Partner Sales Manager at Yugabyte, you will be the driving force behind our partner ecosystem’s revenue contribution. Working closely with both partner organizations and Yugabyte’s internal sales teams, you will orchestrate account mapping initiatives, develop co-selling motions, track partnership pipelines, and ensure partner-influenced deals progress efficiently through the sales cycle. Your role will be pivotal in establishing Yugabyte as a partner of choice in the database ecosystem and significantly growing our market presence through strategic partnerships.

Core Responsibilities
Partnership Development and Management

1. Develop and maintain strong relationships with partners across North America and EMEA, including major cloud providers (AWS, GCP, Azure), GSIs, VARs, SIs, and Distributors to drive net-new pipeline and accelerate existing opportunities.
2. Serve as the primary point of contact between Yugabyte sellers and partner sellers, ensuring focus on net-new pipeline and existing pipeline acceleration.
3. Support the existing joint business plans with each strategic partner and drive actionable quarterly and annual pipeline targets, marketing activities, enablement training orchestration, etc.
4. Conduct regular operations review meetings with partners and internal stakeholders to identify and remedy operational, process, and support issues around pipeline.

Account Mapping and Pipeline Development

1. Work directly with Partner Sales Managers at AWS, GCP, and Azure in various regions to facilitate connections with Yugabyte sellers, implementing systematic account mapping processes to drive joint pipeline development.
2. Execute programmatic account mapping initiatives with partners to identify high-potential opportunities, capturing outputs in Yugabyte systems and maintaining detailed records of all engagement activities.
3. Analyze market trends with partners to identify new opportunities for growth and expansion and target those regions and verticals for account mapping.
4. Monitor partner pipeline metrics and provide regular reporting on partnership effectiveness and pipeline development to the Partner Sales Leader

Co-Sell Program Management

1. Manage Yugabyte’s participation in cloud provider co-sell programs (AWS, GCP, Azure), ensuring proper registration of opportunities and maximization of program benefits.
2. Organize and facilitate regular pipeline review sessions between partner sales teams and Yugabyte sellers to ensure alignment, remove barriers, and accelerate deals.
3. Drive partners to build a robust partner-sourced sales pipeline, track opportunities, and accurately forecast business in collaboration with partners.
4. Provide accurate and detailed weekly forecast funnel and reporting via CRM systems, ensuring all partner-influenced opportunities are properly tracked and attributed.

Solution and Sales Enablement

1. Support joint Yugabyte and partner offerings by orchestrating solution presentations with customers through Yugabyte and Partner sellers.
2. Orchestrate training and enablement to partners on Yugabyte’s product portfolio, ensuring they can effectively position our solutions to their customers.
3. Coordinate with internal teams to dissect opportunities to ensure partner attach to maximize partner performance and ensure mutual success.
4. Act as a trusted advisor to both Yugabyte Account Executives and partner sales teams, providing guidance on how to leverage partnerships to win deals.

Marketing and Event Coordination

1. Orchestrate collaboration between partner marketing teams and Yugabyte marketing to drive content development for blogs, partnership LinkedIn posts, joint solutions, and other collateral.
2. Coordinate with AWS, GCP, and Azure marketing teams to maximize Yugabyte’s presence at sponsored events, facilitating customer introductions, executive meetings, and sidebar conversations to increase quality and quantity of pipeline.
3. Support the creation and execution of joint marketing campaigns with partners to target high-potential customers and generate net-new pipeline.
4. Support Yugabyte participation in various partner roadshows and events, coordinating resources and measuring ROI through pipeline creation.

Reporting and Business Reviews

1. Prepare comprehensive data and pipeline reports to support partner Monthly Business Reviews (MBRs) and Quarterly Business Reviews (QBRs).
2. Analyze partner performance against targets and provide strategic recommendations for improvement.
3. Maintain all records and information in relevant systems, accurately forecasting revenues and managing opportunities or risks.
4. Provide regular reports and analysis on sales performance and key performance indicators to Yugabyte leadership.

Qualifications and Requirements

Essential Qualifications

1. Bachelor’s degree in Business, Marketing, Computer Science, or related field.
2. Minimum 5-7 years of experience in partnership management, channel sales, or indirect sales roles, preferably in the database, cloud, or enterprise software industry.
3. Demonstrated success in driving revenue growth through partner channels and managing complex partner relationships.
4. Experience working with major cloud providers (AWS, GCP, Azure) and their partner programs.
5. Strong understanding of enterprise software sales cycles and partner ecosystem dynamics.
6. Excellent communication, presentation, and interpersonal skills with the ability to build relationships at all levels within partner organizations.
7. Demonstrated ability to negotiate and influence without direct authority.
8. Experience with CRM systems and partner relationship management tools.
9. Ability to travel up to 30% of the time for partner meetings, events, and customer engagements.

Preferred Qualifications

1. Experience with database technologies, cloud infrastructure, or related enterprise technologies.
2. Experience with account mapping methodologies and tools.
3. Experience in a high-growth startup environment.