Note: The job is a remote job and is open to candidates in USA. Tredence is building a partner-centric growth business unit focused on strategic channel partnerships, including its partnership with Databricks. The Partner Sales Lead will drive channel sales growth across North America by developing partner strategies, managing alliances, executing co-selling and revenue-generation activities, and coordinating marketing, technical enablement, and cross-functional teams.
Responsibilities
- **Direct Revenue Generation:** Drive regional and vertical-specific channel business growth. This includes lead generation, deal qualification, solution-led selling, and closing deals to meet or exceed personal and unit revenue targets
- **Pipeline Management:** Forecast and track channel-driven revenue, maintain a healthy sales funnel, and drive existing account farming and new logo acquisition
- **Co-Selling:** Actively engage with Databricks counterparts to identify and pursue co-selling opportunities
- **Channel Strategy:** Develop and execute channel sales strategies in collaboration with key partners. Identify and prioritize channel opportunities to drive joint revenue growth and market share
- **Relationship Management:** Build and maintain strategic relationships with Databricks executives, alliance teams, PSM, GTM, Product, and field engineering organizations to enhance Tredence’s visibility and influence within the partner ecosystem
- **Partner Ranking:** Strategically manage and grow the Partner ranking score through certifications, competencies, and successful project deliveries
- **Evangelism:** Engage and evangelize Tredence’s capabilities at every opportunity, serving as the face of the partnership
- **Brand Visibility:** Guide the Marketing team to strengthen brand visibility through co-marketing initiatives, partner success stories, and PR/communications
- **Demand Generation:** Oversee the creation of joint campaigns that drive demand generation, utilizing shared resources for targeted marketing efforts
- **Events Strategy:** Oversee the planning and execution of all format events (i.e. Data and AI Summit, World Tours, webinars, and roundtables), ensuring effective lead sourcing and nurturing
- **Field CTO Alignment:** Leverage the Field CTO team to embed technical differentiation in GTM strategies and build an ecosystem of ISV partnerships that enable Tredence to differentiate
- **Solution Design:** Collaborate with Tredence’s practice and delivery teams to design channel-specific solutions tailored to client needs
- **Certifications:** Shepherd technical certifications and bring new competencies to market
Skills
- 12–15 years of experience, with at least 5 years in Channel Sales, Strategic Alliances, or GTM leadership roles within the Data & AI domain
- Proven ability to balance high-level strategic planning and team management with hands-on sales execution and revenue generation
- Deep understanding of the Databricks ecosystem, as well as surrounding players like AWS, Azure, and Google Cloud
- Experience managing cross-functional teams (Sales, Marketing, Technical) without necessarily having them all as direct HR reports (matrix management excellence)
- Expertise in the data-to-insight value chain (Data Integration, BI, Advanced Analytics, GenAI) and a track record of scaling sales portfolios through channel ecosystems
- Exceptional communication skills with the ability to influence C-level executives and key decision-makers within Databricks and client organizations
- Strong analytical skills for forecasting, JBP management, and pipeline tracking
- A mindset focused on innovation, collaboration, and rapid execution
- Remote, with 25-50% flexibility to travel as required
Benefits
- Remote, anywhere in the USA
Company Overview
Company H1B Sponsorship