Head of Partnerships, Omni
EMEA
$220-250k
More information about location
Business intelligence and data platform
Be an early applicant
Business intelligence and data platform
201-500 employees
Be an early applicant
$220-250k
More information about location
201-500 employees
Company mission
To help people do their best work with data that meets them where they are.
Role
Who you are
- This is an ideal role for someone who has already owned a similar partner sales motion at a high-growth SaaS company, or someone who has worked within the Snowflake or Databricks ecosystems and knows what it takes to drive outcomes as a partner
- You have 6+ years of experience in strategic partnerships, alliances or sales within the data ecosystem – ideally in EMEA markets – with special consideration given to Snowflake, Databricks, AWS and Azure
- Demonstrated success building and scaling partnerships with ISVs, SIs and cloud marketplaces and driving joint sales motions to exceed revenue goals
- You have a sales mindset and thrive on being highly accountable to a number
- Proven ability to structure, negotiate, and hold partners accountable to mutual action plans to drive meaningful revenue impact
- Exceptional relationship management and communication skills, with experience engaging at both the executive and operational levels
- High hunger, curiosity, ownership and organization
- Strong track record of cross-functional collaboration and relationship building
- Deep interest in data and analytics, including AI
What the job involves
- We are seeking a Head of Partnerships, EMEA to lead and expand Omni’s strategic alliances in Europe
- This role will be critical to accelerating Omni’s growth in Europe by developing and deepening relationships with technology partners (ISVs), regional systems integrators and consultants, cloud marketplaces and resellers
- You will be responsible for driving sales pipeline, cross-functional strategy, and enablement across all of our partners in Europe
- Your north star is simple: revenue sourced via the partner ecosystem
- You’ll lead the end-to-end strategy across sales and marketing motions with partners and identify, negotiate and execute on high-impact opportunities
- You will grow our early partnerships with key cloud and ISV partners such as Snowflake, Databricks and AWS, while expanding our footprint among key regional SIs
- This position requires high ownership, high execution, and sound prioritization
- You will craft and execute creative strategies to influence external stakeholders in Omni's favor
- You’ll report directly to the US-based Global Head of Partnerships and collaborate with our go-to-market teams in EMEA and our executive and product teams in the US
- Refine and execute on Omni’s partner strategy in Europe
- Define and own joint go-to-market strategies with our network of European partners to catalyze pipeline, including outbound campaigns, events, sales plays and programs
- Assess current strengths and gaps and prioritize existing partner ecosystem and new partner expansion accordingly
- Track, analyze, and report on pipeline generation and revenue contribution and iterate quickly based on data
- Build and scale partner relationships
- Identify, recruit and onboard new partners
- Drive executive and strategic alignment with partner go-to-market teams to identify, pursue, and close co-selling opportunities
- Build and maintain trusted relationships with partner account executives, solutions architects, product managers, partner managers, and executives
- Run enablement and field programs to activate partner sellers
- Represent Omni at partner events, QBRs, and joint customer engagements (travel expected to represent up to 40% of time, depending on location)
- Drive revenue through partnerships
- Develop and execute joint business plans that create measurable revenue and pipeline contribution
- Collaborate with Omni’s regional sales leaders to ensure strong alignment and execution against partner pipeline goals
- Oversee partner-sourced and influenced revenue targets and report progress to executive leadership
- Product and ecosystem alignment
- Own and evolve Omni’s positioning as a best-in-class BI and embedded analytics platform within the ecosystem in collaboration with US-based partner team
- Collaborate with Omni’s product and partners’ product/partner engineering teams to ensure technical alignment and integration success
- Enable and train Omni’s sales organization on partners’ product development and integrations, in partnership with Partner SE
- Provide feedback on customer needs and market trends that inform product strategy
Salary benchmarks
Our take
The founding trio behind Omni led teams at major business intelligence startup Looker (now owned by Google), as well as data integration company Stitch.
During their time at these companies, they learned that the more business intelligence teams aspire to be data-driven, the more data they have to integrate and query, and as a result, the more complex it becomes to analyze.
In a bid to outperform their previous employers, Omni’s business intelligence software features a centralized, structured platform which is designed to be more user friendly, while still allowing data analysts the freedom and flexibility of a more advanced BI stack.
It’s not only Looker that Omni has to contend with, however. The likes of Pyramid Analytics and Metabase are growing quickly in a fiercely competitive BI space. This hasn’t deterred its investors though, who have shown their confidence in Omni’s founding team as the company looks to shake up the Business Intelligence market.
Steph
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 4 rounds)
Mar 2025
$69m
SERIES B
Mar 2024
$20m
EARLY VC
Total funding: $125.3m
Company benefits
- Remote-first work (role / location dependent)
- Competitive salary and benefits
- Meaningful equity
Company HQ
Eureka Valley, San Francisco, CA
Leadership
Colin Zima
(CEO & Co-Founder)Previously led data teams at Google, Looker (acquired by Google) , and HotelTonight. Co-founded restaurant-focused pricing startup PrimaTable, which HotelTonight acquired in 2012.
Jamie Davidson
(Co-Founder)Co-founded PrimaTable, before becoming VP of Product at HotelTonight after its acquisition of PrimaTable. Was a Partner at Redpoint Ventures, before joining Looker as a VP of Product from 2017 to 2022.
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