Lead Partner Sales Engineer, Fivetran
$164.6-205.8k
More information about location
Data integration solutions
Be an early applicant
Data integration solutions
1001+ employees
Be an early applicant
$164.6-205.8k
More information about location
1001+ employees
Company mission
Fivetran's mission is to solve the hardest part of building a data-driven company: centralising all your data in one place.
Role
Who you are
- Deep understanding of GSI and Reseller pre-sales motions, including how solution architects, pre-sales technical specialists and technical teams participate in discovery workshops, opportunity qualification, proof-of-concepts, and technical validation sessions. This includes understanding how technology choices impact project economics and delivery timelines
- Experience with GSI and Reseller sales methodologies, particularly how they identify and qualify opportunities through both client-direct and vendor-partner channels and how they manage complex, multi-stakeholder, multi-vendor, multi-tech option sales cycles
- Knowledge of how GSIs and Resellers approach technical enablement and skills development, including their internal training programs and certification paths, and how they maintain technical excellence across delivery teams while managing utilization targets
What the job involves
- Fivetran’s automated data movement platform powers the modern data stack for thousands of companies
- Our Partner Sales Engineering team is growing and is adding a Senior Partner Sales Engineer who is an expert in end-to-end data flows, the modern data stack ecosystem, and, importantly, the GSI business model and the Reseller business model
- You’ll work one-on-one with Fivetran’s strategic GSI partners and Resell partners to help them understand how Fivetran fits within their strategic business model, go-to-market, and technology strategy and lead them in technical enablements and technical go-to-market activities
- Additionally, you’ll develop creative, compelling technical content individually or with GSIs and Resellers that can be leveraged in the broader data community
- You’ll understand how Fivetran is architected and how Fivetran is best used to deliver value across various core data workloads
- You will be the primary technical point of contact for strategic GSIs and resellers in AMER regarding any technical requirements and activities, working closely with Fivetran Partner Sales Managers who manage the strategic GSI and reseller relationships
- You’ll work closely with GSI and Reseller technical teams and Fivetran product managers to help articulate what features a GSI or Reseller partner may need for their clients to work successfully with Fivetran
- This is a full-time position reporting to the Sr. Director of Partner Sales Engineering
- Cloud data platforms and data lakes: Snowflake, Databricks, Redshift, BigQuery, Synapse, S3, ADLS, OneLake, Hadoop - Hands-on experience with modern cloud data platforms and data lake architectures
- Data workloads including data warehousing, data lakes, AI, ML, Gen AI, data applications, data engineering
- Open table formats: Iceberg, Delta Lake, Hudi
- Data movement technologies: Fivetran, HVR, Matillion, Airbyte, Informatica, Talend, Datastage, ADF, AWS Glue. Hands-on experience with traditional (or more modern) ETL/ELT solutions
- Databases: Oracle, SQL Server, PostgreSQL, MySQL, MongoDB, CosmosDB, SAP HANA
- Applications: Salesforce, Google Analytics, ServiceNow, Hubspot, etc
- ERP solutions: SAP, Oracle, Workday, etc
- Data transformation solutions: dbt Core, dbt Cloud, Coalesce, Informatica
- Gen AI: approaches, concepts, and the Gen AI technology ecosystem for hyperscalers, cloud data platforms, and solution-specific ISVs
- REST APIs: Experience programmatically interacting with REST APIs
- Data Infrastructure, Data Security, Data Governance and Application Development: strong understanding of technical architectures and approaches
- Programming languages: Python, SQL
- Create, develop, build, and take ownership of ongoing relationships with GSI and Reseller pre-sales technical team members, lead architects, and other technical recommenders to create multiple Fivetran technical evangelists and champions within each GSI and Reseller partner
- Interact daily with Fivetran’s top GSI and Reseller partners while tracking, measuring, and driving 3 primary KPIs - partners enabled, gtm activities supported, and technical content created
- Represent Fivetran as the partner technical liaison plus product, data and solution expert. Collaborate with the strategic GSI and Reseller Partner Sales Managers to enable new and existing GSI and Reseller partners to understand Fivetran's value, differentiation, messaging, and technical/business value
- Assist Fivetran Partner Sales Managers in communicating and demonstrating Fivetran’s value prop to existing and prospective partners to get them excited about partnering with Fivetran
- Get hands-on with all aspects of Fivetran and the broader data ecosystem technologies listed above in building out live demos, hands-on labs, solution prototypes, and Fivetran/GSI/Reseller joint solutions
- Communicate customer requirements and competitor solutions. Provide a strong technical response to partner requests. Engage the customer SE team and communicate client requirements for individual client opportunities
Our take
After a few slower years since graduating from Y Combinator in 2013, Fivetran has skyrocketed, consistently raising large sums of funding, including an Andreessen Horowitz-backed $565m Series D round in 2021.
Customers are mostly data analysts at companies with inefficient database schema, who suffer from a high risk of project failures. Fivetran offers rapid integration of complex data services into cloud warehouses, tagging onto the trend towards cloud-based data systems.
By developing and continuously improving cloud applications that adapt to changing APIs and data schemas, Fivetran is attracting customers who seek long-term data viability. Fivetran also benefits from being easy to set up and integrate into a client's existing software.
After acquiring HVR, a data integration competitor, and Teleport Data, Fivetran continues to add functionality and customers via acquisition. A round of funding in 2023 paved the way for expansion into European and Asian markets.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Sep 2021
$565m
SERIES D
Jun 2020
$100m
SERIES C
Total funding: $727.6m
Company benefits
- 100% paid Medical, Dental, Vision and Basic Life Insurance. Benefits begin on your first day!
- Option of Health Savings Account (HSA) or Flexible Savings Account (FSA)
- Generous paid time off (PTO) plus paid sick time, holidays, parental leave, and volunteer days off
- 401k match program
- Eligible donation match program
- Monthly cell phone stipend
- Work-from-home equipment reimbursement for your home office setup!
- Professional development and training opportunities
- Company virtual happy hours, free food, and fun team building activities
- Commuter benefits to help with transit and parking costs
- Employee Assistance Program (EAP)
- Referral Bonuses
- Stock equity -- every employee is granted stock options when they walk in the door
- Annual Camp Fivetran trip that brings together every employee from around the world
Company values
- Preserve your integrity, even when it's hard
- Take the initiative
- Trust each other
- Nurture diversity, equality and inclusiveness
- Lead, don't follow
- One team, one dream
Company HQ
Downtown, Oakland, CA
Articles
Leadership
George Fraser
(CEO)PhD in Neurobiology from the University of Pittsburgh
Taylor Brown
(COO)Studied Business Administration (focusing on design strategy) at California College of the Arts to Masters level
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