Partner Sales Manager, acceldata
EMEA
Enterprise data observability platform
Open for applications
Enterprise data observability platform
201-500 employees
Open for applications
201-500 employees
Company mission
Acceldata is on a mission to empower data teams to build and operate great data products.
Role
Who you are
- 7+ years of experience working with channel partners, resellers, RSIs, and/or hyperscaler partner ecosystems in enterprise software, ideally with coverage across the EMEA region
- Proven experience onboarding, enabling, and scaling partners to generate pipeline and revenue
- Demonstrated ability to track partner opportunities and actively help partners close deals
- Experience working with AWS, Google Cloud, and/or Microsoft Azure partner programs and co-sell motions
- Excellent verbal and written communication skills with the ability to clearly articulate complex, value driven, and architectural concepts
- Strong organizational skills with experience using Salesforce and partner related sales tools to manage pipeline and forecasts
- Ability and willingness to work in a fast paced, high growth, and collaborative team environment
- Comfort working with sales leaders, technical teams, and partner executives
- Ability to travel up to 50% across the EMEA region to meet with partners, customers, attend trade shows, and support joint field activity
- Willingness to work outside standard business hours when necessary to support critical customer and partner facing initiatives across time zones
What the job involves
- We are seeking a results oriented Partner Manager to recruit, build, and scale revenue generating partnerships across the EMEA region, spanning resellers, regional systems integrators (RSIs), and cloud hyperscalers (AWS, Google Cloud, and Microsoft Azure)
- This role is responsible for driving partner sourced and partner influenced revenue across EMEA, onboarding and enabling partners to sell Acceldata, and creating repeatable joint go to market motions
- You will work closely with Sales, Sales Engineering, Marketing, Product, and Cloud Partner teams to ensure partners are positioned, trained, and actively contributing to pipeline and closed won revenue
- Partner Recruitment, Onboarding, and Enablement
- Identify, recruit, and onboard high impact resellers and regional system integrators across EMEA aligned to Acceldata’s ICP and go to market strategy
- Lead partner onboarding programs including training, certifications, sales enablement, demo access, and joint positioning
- Ensure partners understand Acceldata’s value proposition, target use cases, competitive differentiation, and deployment models
- Act as the primary point of contact for assigned partners and serve as a trusted advisor for both sales and delivery teams
- Joint Opportunity Creation and Pipeline Management
- Proactively drive joint opportunity creation with partners through account mapping, joint planning, and coordinated prospecting
- Support partners through the full sales cycle, from opportunity identification and qualification through deal strategy, technical alignment, and close
- Track partner sourced and partner influenced opportunities in Salesforce, maintaining pipeline hygiene, forecasts, and reporting
- Collaborate closely with Acceldata sales teams to align on territory strategy, account ownership, and deal execution
- Hyperscaler Partnerships and Marketplaces
- Build and manage field level relationships with AWS, Google Cloud, and Microsoft Azure partner teams across EMEA
- Drive co-sell motions and pipeline through hyperscaler partner programs and marketplaces
- Support marketplace transactions and help partners leverage cloud incentives, funding programs, and co-marketing opportunities
- Align Acceldata’s partner strategy with hyperscaler priorities and customer modernization initiatives
- Product and Industry Expertise and Demonstration
- Maintain a strong understanding of Acceldata’s platform, including data observability use cases across modern and legacy data architectures
- Confidently articulate Acceldata’s value to partner sales, technical, and executive audiences
- Support and, when needed, deliver partner facing demos, whiteboard sessions, and architecture discussions in collaboration with Sales Engineering
- Stay informed on industry trends, competitive solutions, and partner ecosystem dynamics across EMEA to guide joint strategy
- Cross Functional Collaboration
- Work closely with Sales, Sales Engineering, Marketing, Product, and Customer Success to ensure partners are aligned and successful
- Provide field feedback to inform partner programs, enablement content, and product roadmap priorities
- Support partner marketing initiatives including events, webinars, workshops, and executive briefings
Salary benchmarks
Our take
For enterprises, data capture is increasing at a rapid rate, but visibility into this data is still surprisingly low. Acceldata enables businesses to monitor their data across a range of environments, exposing interactions between data sets and optimizing databases to increase performance and reliability while lowering costs.
Acceldata was founded by veterans of Zalando, InMobi ,and Hortonworks, which allowed it to both identify and address key data pain points facing enterprises today. The platform leverages AI and machine learning to help its clients "win in the data economy" by reducing performance incidents, improving productivity, and lowering spend on infrastructure.
Data observability platforms are becoming increasingly prevalent, and Acceldata's main challenge will be competing with companies like Datafold and Monte Carlo. Despite this, Acceldata has displayed promising growth, and carved itself a space in the burgeoning market. 2023 funding will be used to increase awareness for data observability, and in turn capture more data-driven companies as clients.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
39% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Oct 2023
$10m
SERIES C
Feb 2023
$50m
SERIES C
Total funding: $105.6m
Company benefits
- Flexible work schedule
- Modern equipment
- Uber transport facilities
- Free lunch
- Performance-based bonuses
- ESOPs
- Free access to INR 50k+ of Udemy courses
- Opportunity to make an immediate impact on mission-critical projects
Company HQ
Pruneyard / Dry Creek, Campbell, CA
Leadership
Rohit Choudhary
(CEO & Co-Founder)Previously worked as Engineering Leader at InMobiIn, and was Senior Engineering Manager at [24]7 iLabs. Then served as Director of Engineering at Hortonworks.
Raghu Mitra Kandikonda
(Director of Engineering & Co-Founder)Worked as a Systems Analyst at Subex. Currently works as a Staff Software Engineer at Citrix and Hortonworks.
Ashwin Rajeeva
(CTO & Co-Founder)Previously co-founded muHive Technologies, and worked as a Delivery Lead at Zalando. Was also an Architect at Hortonworks.
Gaurav Nagar
(Senior Architect & Co-Founder)Former Senior Software Engineer at Hortonworks, and former Senior Member Of Technical Staff at [24]7.
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