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Sales Partnership Manager (f/m/d)

Crate.io

Crate.io

Sales & Business Development
Berlin, Germany
Posted on Thursday, July 13, 2023

Job description

Location: Austria, Germany, Switzerland - preferred Vienna, Dornbirn, Berlin, rest of Europe or East Coast US also possible

Position: full-time employment

ABOUT CRATE.IO

Crate.io are the developers of CrateDB, a global multi-model database, that enables companies to access data insights at scale. The flexible, distributed database solution combines the performance of NoSQL with the power and simplicity of standard SQL. Optimized for large data volumes with high compute and data versatility requirements, CrateDB runs in the Cloud, on the Edge and On-premise.  

We are a VC and corporate funded global technology company, recognized as cutting edge by both Forbes and Gartner. We are gearing up for hyper-growth, with offices in the US, Germany, Switzerland and Austria. 

ABOUT THE ROLE

We are looking for a Partnership Sales Manager (m/f/x) who can recruit appropriate global partners such as in the analytics, visualization segments, IOT platform segments as well as system integrators, close partnership deals (OEM, embedded, or Go-to-market ones), and then aggressively drive and grow revenues with and through those partnerships.

The role will report to the SVP Sales.

WHAT YOU GET OUT OF THIS OPPORTUNITY

  • Be part of an open collaborative culture with “Craties” from diverse backgrounds
  • The ability to build the world-leader for databases
  • A result-driven environment that allows you to reach your full potential
  • Join a leading VC funded tech company from the pre-B stage through the exit
  • Benefit from a welcoming and supportive working climate

YOUR RESPONSIBILITIES

  • Manage and oversee Partner relationships in the EMEA Region, reporting directly to the SVP Sales
  • Identify, select relevant partners (GSI, RSI, Niche Players, Resellers, Technology/ISV & Cloud Partners (AWS, Azure, GCP, …) and recruit & develop those to the Crate ecosystem
  • Develop and implement go-to-market programs (including co-selling and co-marketing initiatives) in collaboration with Partners
  • Lead enablement (Sales & Technical certifications) and field alignment efforts to drive incremental revenue for CrateDB through Partner collaborations
  • Take ownership of the lead generation, new ARR quota and pipeline creation targets for CrateDB Partners in the region
  • Proactively assist in prospecting, identifying, qualifying, and nurturing sales opportunities with the Partner's in regional sales teams
  • Provide comprehensive business and technical expertise to Partners, enabling them to effectively promote the value of CrateDB
  • Work with marketing to execute programs and events through the channel
  • Work collaboratively to define and execute partners’ commonly defined business plans
  • Demonstrate industry knowledge, keeping abreast of competition, competitive issues and products
  • Attend and participate in sales meetings, product seminars, and events
  • Collaborate with peers in the sales and partner team to share leading practices

Job requirements

WHO YOU ARE

  • 5+ years related experience in a high-tech company in the database or data management tools arena managing a portfolio of OEM, Channel or Technology/SI partners
  • Evidence of having attained and exceeded goals and quotas in previous positions
  • Experience in the database market, SaaS tech stack, or IoT solutions beneficial
  • Knowledgeable about channel sales initiatives and partner engagement best practices
  • Knowledge of marketing and sales processes
  • Self-motivated and innovative, possessing the ability to motivate and influence partners
  • Strong capacity to build relationships at both executive and operational levels
  • Superior verbal and written communications skills in English a must; German language skills beneficial
  • Persistently demonstrates a positive and enthusiastic attitude
  • Ability to consistently drive and deliver outstanding results
  • Having a technical background (databases, data management tools, SQL, ...) is a big plus

WHAT WE OFFER

  • Competitive compensation
  • Flexible working hours
  • A variety of perks (e.g., financial allowances for public transportation, fitness, and education)
  • Participation in our Employee Stock Options Plan
  • The opportunity to become part of one of the most exciting startups in the IT scene (Winner of the 2021 IoT Evolution: Industrial IoT Product of the Year Award) 

At Crate.io, we don't just accept difference - we celebrate it and support it. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or gender identity.