Matillion, a company with all 5-star customer product reviews on AWS Marketplace and all 5-star employee reviews on Glassdoor; are expanding the teams across all functions globally. As a company we are confident without arrogance, customer obsessed and care about our people and communities. With rapid growth underway for 2019, we are looking for people to join Matillion who share our integrity, drive, and passion. Within our Seattle office, we are looking for a Partner BD Manager to join #TeamGreen.

The role involves:

Partner BD Strategy

Help define and execute Matillion’s global alliances strategy.

Understand our partnerships, their goals and the intersection with Matillion - drive understanding with our technology alliance partners of the potential impact Matillion can have on their business

Implement a holistic go-to-market plan and collaborate with various partner teams to execute it.

Partner BD Execution

Working with our internal business development and sales teams, to develop and execute global go-to-market strategies and partner programs to drive both revenue and customer acquisition for MatillionOwn the development and execution of global go-to-market plans with CSPs like AWS, Google, Microsoft, and Snowflake, as well as with BI partners (e.g. Tableau, Looker)Support lead acquisition, enablement and activation through a solid partner business development strategy and world class executionCreate/package tailored sales enablement material for partners (first call decks, battlecards, solution briefs, SA guides, categorized customer use cases and case studies)Integrate into existing partner sales training and programsEstablish ‘office hours’ for Alliance partners sales and pre-sales functions and drive the joint pipeline Establish and orchestrate co-selling programs between Matillion’s and the Alliance partner’s sales teamsManage shared/funded headcount programs with alliance partners Manage business rhythm with partner’s BD/sales organizations, implement scorecards and KPIs, and track goal achievement Implement internal tracking, create dashboards and regular business reports to the Matillion leadership team

Partner Relationship Building

Foster relationships with key BD/sales stakeholders and executives at partner organizationMaintain a heatmap/org chart of relationship status

Functional OR Technical Skills or Experience

• Bachelor's degree or equivalent practical experience
• 3+ years of experience in program management, partner development and/or channel sales roles in the business technology market
• Experience building global GTM initiatives with strategic partners
• Proven ability to think and work strategically, while also driving rapid execution including personally contributing to key deliverables
• Ability to quickly understand complex issues and develop/apply simplifying frameworks to facilitate broader organizational understanding, decision-making, and action
• Excellent time management and organization skills with attention to detail
• Enjoy working in a fast-paced and dynamic environment, and proactive problem-solving skills
• Passion for technology combined with an entrepreneurial spirit
• Ability to work effectively across internal and external organizationsExperience working within enterprise software development industry
• Solid understanding of Cloud computing technology and a utility pricing model
• Willingness to travel (~50%)
• Having direct selling experience at one of our key alliances (Azure, AWS, GCP, Snowflake) is a plus

Our purpose-built data transformation products for Amazon Redshift, Google BigQuery, and Snowflake are trusted by over 500+ businesses all over the world, including GE, Siemens, Converse and Citrix, making us an industry leader. Businesses are generating more data than ever before, across a variety of source systems. They need new and more efficient ways of consolidating and transforming your data sources in order to make better, more informed decisions and in turn, gain competitive advantage. Matillion helps businesses of all sizes handle the variety, volume, and velocity of their data, by transforming data across various sources into cloud data warehouses.

When we hire at Matillion, we hire people not roles. We are interested in growing our team whilst protecting our culture, with dedicated and passionate individuals who share our values. The Matillion values are the same across all roles, functions, and geographies.

1. We are Confident without Arrogance: We take pride in what we do but we stay humble.

2. We work with Integrity: We have a strong moral compass; we are transparent, and we hold ourselves accountable.

3. We are Customer Obsessed: We will always go above and beyond, to listen to, acknowledge and value our customers.

4. We Innovate and Demand Quality: We believe no product, process or individual is finished.

5. We have a Bias for Action: We get things done...in a considered way

6. We Care about our People and or Communities: We treat people how we would like to be treated

We are keen to hear from prospective employees, so please apply and a member of our People Operations team will be in touch!