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Sr. Partner Account Manager Americas



Sales & Business Development
Washington, USA · Remote
Posted on Friday, October 27, 2023

Job Description:

DataRobot is the leader in Value-Driven AI, a unique and collaborative approach to generative and predictive AI that combines an open platform, deep expertise and broad use-case experience to improve how organizations run, grow and optimize their business. The DataRobot AI Platform is the only complete AI lifecycle platform that interoperates with an organization’s existing investments in data, applications and business processes, and can be deployed on prem or on any cloud environment. Global organizations, including 40% of the Fortune 50, rely on DataRobot to drive greater impact and value from AI.

DataRobot is the AI Cloud leader, delivering a unified platform for all users, data types, and environments to accelerate the delivery of AI to production for every organization. A third of the Fortune 50 currently trusts our Augmented Intelligence platform. We are growing and scaling rapidly with a massive market opportunity in sight. As a DataRobot employee, you will be part of a company whose mission is clear - to change outcomes for organizations worldwide. We’re at the forefront of the AI revolution, from banking to insurance to healthcare and across the public sector. And we need other revolutionaries to join us.

The Sr. Partner Account Manager (PAM) will lead efforts to design and execute revenue and GTM plans with DataRobot Partners in the Federal sector as well as other assigned regions in the Americas. Your mission will be to accelerate and scale the growth of DataRobot partner business across cloud, technology ISVs, system integrators, and reselling partners.

What does it take?

  • Overall responsibility for leading the regional channel execution across cloud, technology ISVs, regional systems integrators, and AI services consulting firms in the DataRobot partner ecosystem.

  • Establish DataRobot as the premier “top of mind” AI and Machine Learning software partner by providing a first-class partner experience, demonstrated by measurable joint pipeline and revenue.

  • Work closely with DataRobot sales, marketing, business development leadership and customer success leadership to align Go-To-Market (GTM) activities in specific geographies and industries.

  • Work with DataRobot partners to develop and tactically implement GTM plans, including lead generation activities, sales motions, partner training/education, and the development of sales and services offerings.

  • Provide consistent partner management to ensure that our partners develop their sales, pre-sales, and delivery capabilities according to DataRobot’s strategy.

  • As needed, recruit, onboard, and develop committed, capable and scalable channel and regional SI partners adhering to DataRobot’s partner qualification criteria to generate new business in existing accounts and new markets.

  • Make a notable impact within your first 90 days at DataRobot, focusing on building a solid pipeline of channel partner sourced opportunities relationship pipeline that ultimately drives significant revenue.

  • Carry a revenue quota based on net new revenue generated with and through partners.

Is this You?

  • You have a bachelor's degree or other significant business experience; an MBA from a top school is preferred.

  • You have 5-10 years of experience in the following areas: Channel leadership and/or management, Channel development, and Enterprise Sales, including at least 2 years working in the Federal space.

  • Experience co-selling with cloud providers including AWS, Azure, and GCP is preferred.

  • You have demonstrated the ability to develop capable, committed, and scalable partner businesses across cloud, technology partners, SI partners and resellers, and built a significant revenue stream with them.

  • You have a track record of building solid relationships externally with resell and services partners, and internally with sales leadership, inside/outside sales teams and presales counterparts.

  • You can create thoughtful and compelling business, and use cases highlighting revenue growth opportunities.

  • You have a strong understanding of the advanced analytics market space and an interest in Machine Learning and Data Science

  • You have excellent planning and analytical skills to carry out and measure your initiatives.

  • Experience executing and managing OEM and Managed services partners is a plus.

  • You are willing to travel 50% of the time.

What you get in return:

  • We move fast and reward hard work. We expect results, and we love doing the work we’re passionate about.

  • Our employees have a voice in what we do! We continually challenge and support each other to find better, more robust solutions for customers and partners. After all, it’s our customers that make us tick.

  • We like to have fun along the way! We genuinely like each other and enjoy spending time together at company outings.

  • We’re global. We are an international company supporting international partners and customers, and we know that regular collaboration across the globe is how the best ideas come about.

  • We’re committed to building a company culture where every individual can bring their full impact and reach their fullest potential. Our mission is to build a diverse and inclusive environment where dedicated people of all cultures, perspectives, backgrounds, races, genders, religions, orientations, abilities, and ages can 10x their lives.

The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!

Our Core Values:

  • Be You - We are co-contributors to our culture committed to diversity, inclusion, equity and a sense of belonging throughout our global community. We value each person as their authentic self and welcome honest and respectful dialogue as an avenue to greatness.
  • Dream Big - We don’t settle for the status quo. We always pursue the development of the next version of ourselves. We believe investment in the growth and resilience of our people is the foundation of building an iconic company.
  • Be Data-Driven - We believe data-driven decision making enables innovation and execution at velocity while ensuring repeatable success. We take on the toughest challenges as we transform the world with our platform and AI.
  • Better Together - We celebrate success and learn from failure as one team. We foster an aligned, collaboration-first workplace by building trust through transparency, integrity and accountability.
  • Champion Customers - We empower our customers and our communities by shaping the future of trusted, augmented intelligence in order to solve their most difficult problems. We are humble, not complacent. We succeed when they succeed.

Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit.

All U.S. DataRobot employees must be fully vaccinated against COVID-19. If there is a medical, religious, or other legally protected reason that prevents you from receiving an available COVID-19 vaccination, and you are selected as a candidate for consideration, we have a process in place to evaluate requests for accommodation.

DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.

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