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National Partner Development Manager, Regional System Integrator

Company: Tableau Software
Location: New York
Posted on: January 17, 2020

Job Description:

*Location: As this is a National role, we are open to any major metropolitan area near a primary airport*


* The National Partner Development Manager (PDM) is responsible for building out Tableau s partner network through execution of business development strategy with an assigned Regional System Integrator (RSI) at a National level. Responsibilities include developing strategic goals and driving partner success against those goals, representing Tableau to the partner and leading a joint business development planning process with the Regional System Integrator that develops mutual performance objectives, targets, and critical milestones. The PDM will need to develop on strategy to build mindshare and adoption of Tableau across Tableau s across the business nationally Responsibilities also include driving executive and field relationships with a large US headquartered management and technology firm. By establishing and growing business and technical relationships, and managing the day-to-day interactions with this accounts, this role will drive top line revenue growth and overall end customer adoption across all market segments. This role should demonstrate a business background that enables engagement at the CXO level, as well as a sales background that leads to interactions with customers and sales/field reps. The candidate should also have a demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions.


* Primary executive point of for executives at the assigned Regional System Integrator nationally.

* Develop a deep understanding of the assigned partners business strategy and build specific Tableau growth initiatives that align to partners business strategy

* Increase partner driven sales for Tableau by establishing alignment between Tableau s sales team and the partner organization by designing and running activities such as: Quarterly Business Reviews (QBRs), joint account mapping, joint pipeline review and forecast, solution definition and alignment

* Lead engagement in the field with Tableau Account Executives and partner organization

* Support sales activities webcasts, roadshows, contract negotiations

* Work effectively across organization to drive strategic partner initiatives and partner enablement; report results to key internal stakeholders including Marketing, Sales Teams, Product Teams and Executives.

* Work directly with marketing team to develop channel marketing program, including enhanced partner website portal, partner product certification and training, collateral, etc.


* EXPERIENCED. Demonstrated track record of successful career working with or for RSIs at a National level at least 8 years in managing such alliances. The ideal candidate will have experience working within an RSI (Specifically Slalom, Avanade, Capgemini, etc. or an integrator of similar size) or working closely alongside these partners in a function where they are developing and executing solution-based sales programs

* DOMAIN. Extensive experience working with and/or for Regional Systems Integrators, with direct sales experience in Enterprise sales. Proven success in SI management building long-term, productive partnerships.

* AMAZING SALESPERSON. Proven experience as a channel thought leader who can take ownership and responsibility within a fast moving and growing team.

* BUILDER. Strong networking, business development, influencing skills that translates into building commitment and driving actions across organizational boundaries.

* CROSS-CULTURAL LEADERSHIP. Good at influencing others, both externally and internally; ability to work effectively and build consensus across various functional groups to achieve goals. Effective in a dynamic environment, comfortable with environments lacking full definition, willing to take risks.

* RESULTS-ORIENTED. A demonstrated track record as a top performer throughout his or her career. Has worked at quality companies known for effective, best-practices channel organizations.

* A TRUE TEAM PLAYER. Ability to strategically identify and build relationships within assigned RSI.

* EXCELLENT COMMUNICATION. Outstanding communication skills, both oral and written.

* YOU ARE A RECRUITER! Tableau hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world!

Tableau Software is an Equal Opportunity Employer.

Tableau Software is a company on a mission. We help people see and understand their data. After a highly successful IPO in 2013, Tableau has become a market-defining company in the business intelligence industry. Our culture is casual and high-energy. We are passionate about our product and our mission and we are loyal to each other and our company. We value work/life balance, efficiency, simplicity, freakishly friendly customer service, and making a difference in the world!",

Keywords: Tableau Software, New York , National Partner Development Manager, Regional System Integrator, Executive , New York, New York

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