Job Summary

The role is all about recruiting and growing partners to develop a thriving ecosystem and facilitate the long-term growth of DataRobot. This is a revenue generating role -- you will be measured on increasing the number of opportunities, customer base and revenue through partners. At the same time, you will help formulate and implement a long-term partner strategy for the company. We are looking for someone with high energy and passion for scaling businesses in a fast-paced market with a huge disruptive potential. This requires mastering the machine learning technology and business landscape, formulating the right strategies and constantly fine-tuning and executing with a laser focus to win. You will be building pipeline, opening doors, navigating complex organizational structures and negotiating and closing partner-led deals.

You should have at least 5-7 years of software business development or enterprise sales experience. Working with channel and technology partners is a key requirement, while experience in analytics software is highly desirable. You have to be a fast-learner, quick on your feet, metrics driven and juggle multiple priorities independently. We promise the opportunity to pitch an amazing product, work with one of the best teams in the industry and build long-term value for yourself and the company.

Responsibilities

• Aggressively build a sales pipeline and develop, manage, and close strategic partner opportunities
• Identify prospects/partners to approach while communicating the specific value proposition for their business and use case.
• Develop strategic and operational plans for key target markets and ensure they are in line with the DataRobot strategic direction
• Develop marketing plans to exploit and grow partner opportunities, and tools such as collateral, sales presentations, campaigns, webinars and events
• Execute the strategic business development plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc.)
• Manage complex contract negotiations and liaison with the legal group.
• Handle a high volume of engagements and the fast pace of the Machine Learning market
• Get intimately familiar with the ML market and be able to communicate the DataRobot value proposition and technology differentiation from other offerings
• Give effective DataRobot demos to executive and business audiences
• Enable partner sales teams to appropriate position DataRobot and identify/qualify opportunities
• Assist in developing a repeatable and scalable business development process, establish key metrics, templates, and team milestones and incentives.
• Develop strong working relationships with DataRobot and partner field teams
• Travel to customer and prospect sites as necessary

Main Requirements

• 7+ years of enterprise sales, business development or strategic partnerships experience
• 5-10 years selling to Fortune 1000 and/or Global 2000 organizations, preferably analytics software
• Solid negotiation and analytical skills, and business and financial acumen
• A proven record of high achievement in sales roles, particularly when carrying a new business quota
• Technical acumen to become conversant with Machine Learning in a short timeframe
• Demonstrable pipeline generation experience, particularly building a multi-faceted territory plan and executing successfully
• Strong verbal and written communications skills and leadership skills are a must
• Demonstrated ability to work effectively across internal and external organizations is key
• Intellectual curiosity and the drive and passion to change the world
• MBA or equivalent relevant business experience