Partner Manager

Summary

Join dbt Labs as a Partner Manager in Costa Rica to scale partner management and operations for dbt Cloud. Drive partner engagement with System Integrators (SI) and Consulting partners, streamlining processes and supporting partner growth. This role focuses on improving operational efficiency, facilitating self-service adoption, and conducting partner training. You will collaborate with sales teams, help partners develop their capabilities, and identify new opportunities for dbt Cloud expansion. The ideal candidate has 3+ years of experience in partner management or channel sales within the data ecosystem, a strong operational mindset, and excellent communication skills. This is a remote position offering competitive compensation and benefits.

Requirements

• 3+ years of experience in partner management, channel sales, or partner operations ideally within the data ecosystem (working with data tools, software vendors, or cloud-based solutions)
• Have held a quota focused on driving revenue and co-sell based outcomes with partners (Sourced ARR, Influenced ARR, Pipeline Generation, and Certifications)
• Experience working at scale: Understanding how to manage and optimize processes across a broad partner base. Comfortable with automation and creating efficiencies
• A strong operational mindset with attention to detail. You should be able to filter through noise and focus on what matters most to drive partner success
• Comfortable with manual, back-end work: You’ll need to help onboard partners, coordinate logistics, and ensure processes are optimized for scale, even in their early stages. Additionally, work with our operations team to identify areas to automate
• Excellent communication skills, both written and verbal, to engage with partners in a supportive, clear, and professional manner
• A team-first attitude, eager to collaborate with cross-functional teams and work together toward shared goals
• Customer-facing experience: You must be comfortable engaging with partners face-to-face and ensuring their satisfaction with dbt Cloud's offerings

Responsibilities

• Drive SI Partner Engagement & Co-Selling : Collaborate with a wide range of SI partners to identify new co-selling opportunities, working closely with Sales Directors (SDs) and Account Executives (AEs) to drive bookings and revenue growth
• Support Partner Practice & Services Development : Help partners build their technical and service capabilities around dbt Cloud. Guide them on best practices, certifications, and go-to-market strategies to expand their value proposition
• Facilitate Self-Service Adoption : Assist partners in onboarding to our self-service portal, ensuring smooth transitions and support in using resources. Help make the process more automated and efficient over time
• Operational Efficiency : Help filter through partner inquiries (up to 15-20 contact forms per day), prioritize actionable opportunities, and manage back-end processes. This includes helping partners kick off cloud deals and ensuring all documentation (e.g., Terms of Service) is aligned with partner needs
• Partner Check-ins & Training : Conduct regular check-ins and support training for partners, ensuring they have the tools and knowledge they need to effectively sell and deploy dbt Cloud solutions. The focus will be on partners who require lighter touch, but consistent engagement
• Identify New Cloud Opportunities : Proactively seek out new opportunities for dbt Cloud expansion through partner engagement, ensuring that all potential deals are tracked and kicked off smoothly

Preferred Qualifications

• Have experience working with SI partners in the data/analytics ecosystem (i.e. Snowflake, Databricks), ideally within cloud-based services
• Are familiar with self-service partner portals and can help guide partners to self-sufficiency
• Have experience working in an operationally heavy role where attention to detail and process optimization were key to success
• Understand the importance of automation and scalability in partner operations and have helped drive such initiatives at scale

Benefits

• Salary : We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process
• Benefits : For employees outside the United States, dbt Labs offers a competitive benefits package