Cloud Partner Business Development Director

Summary

Join Cognite, a leading SaaS company in industrial digitalization, as their Director, Partner Business Development. You will spearhead the development of strategic cloud partnerships in the Americas, focusing on expanding relationships, driving adoption of Cognite Data Fusion (CDF), and fostering joint value creation. This role involves developing and implementing business plans with strategic cloud partners, identifying and cultivating key relationships, nurturing partner pipelines, and supporting partner events. You will also ensure best practice adoption, contribute to partner program development, and collaborate with cross-functional teams. Cognite offers a competitive compensation package, including benefits such as health insurance, paid time off, and various other perks.

Requirements

• 10+ years in the Software industry, including developing strategic partner relationships to drive high growth recurring revenue
• High-tech SaaS partnership experience with Microsoft and/or AWS
• Commercial acumen that can interpret partner business requirements and develop commercial solutions to drive mutual benefit
• Communication skills ability to develop and construct a compelling narrative to engage partner in a variety of discussions
• Proven ability in influencing and working with senior individuals in large organizations across multiple industry sectors
• Strong empathy and relationship skills
• Demonstrated success at working with cross-functional teams and building strong relationships across departments including sales, marketing, consulting services , product management
• Strategic, structured thinker with the ability to articulate new concepts and business models that will drive joint success with a partner

Responsibilities

• Develop and implement business plans with strategic cloud partners in the Americas that will elevate Cognite awareness, achieve maximum adoption of CDF across all partner projects and drive joint pipeline development for multi-year opportunities
• Identify and cultivate key relationships within our strategic cloud partners, securing executive sponsorship and alignment in key verticals focused on solution alignment and commitment to joint outcomes
• Nurture and develop partner pipeline, managing early stage lead qualification through sales maturity developing all inbound partner leads, preparing for handoff to direct sales teams
• Support partner regional customer events, representing the Cognite portfolio and the partner alliances and high-level technical alignment
• Align the strategic partner business goals, KPIS and strategy to manage and progress commercial strategy to deliver shared revenue goals
• Working with the Global Partner & Alliance team to leverage predefined content drive the appropriate go to market with strategic partners to align Cognite capability with the partners market offerings
• Manage coordination and lead handoff with Direct Sales team, and other internal cross-functional teams (e.g., Product, Advisory CS, Marketing, Legal, Operations, Finance) and other teams in respect of the strategic plans
• Working with the Partner & Alliance team, and other functional areas to oversee enablement plans with strategic partners, ensuring we are executing the appropriate capability building cross sales and delivery teams in line with the strategic GTM plan
• Where appropriate, deliver training/onboarding for business development, in line with the specific strategic partnership GTM plan
• Contribute to the shaping and development of partner program by providing feedback from strategic partners on content delivered and requirements going forward

Preferred Qualifications

• Experience in fast past, high growth companies
• Experience in business development, strategic negotiations, and/or partner management
• Experience working directly or indirectly with asset heavy industries

Benefits

• Competitive Compensation including base plus bonus
• 401(k) with 4% employer matching
• Health, Dental, Vision & Disability Coverages with premiums fully covered for employees and all dependents
• Unlimited PTO + flexibility to enjoy it
• 18 Company Holidays including the week between Christmas & New Years
• Paid Parental Leave Program
• Employee Stock Purchase Program (ESPP)
• Employee Referral Program
• In office catered lunches 3x per week via Colorfull Catering + Fully Stocked Fridges in the offices
• Join a team of 70 different nationalities 🌐 with Diversity, Equality and Inclusion (DEI) in focus 🤝
• A highly modern and fun working environment with sublime culture across the organization, follow us on Instagram @ cognitedata 📷 to know more
• Opportunity to work with and learn from some of the best people on some of the most ambitious projects found anywhere, across industries
• Join our HUB 🗣️ to be part of the conversation directly with Cogniters and our partners
• Paid mobile phone and WiFI
• A pet lover? Get the chance to meet Spot 🐶!