Senior Partner Development Manager

Summary

Join dbt Labs as a Senior Partner Development Manager and build strong relationships with Systems Integrators (SIs), Consulting Firms, and Technology Partners in Australia and New Zealand. This high-impact role focuses on pipeline creation, deal collaboration, and revenue influence, supporting continued growth in the APJ region. You will own and grow a portfolio of partners, develop joint go-to-market strategies, and establish strong field alignment between partners and dbt Labs’ Sales teams. Responsibilities include driving sales engagement, recruiting new partners, collaborating cross-functionally, building partner account plans, and reporting on partner performance. The ideal candidate has 12+ years of experience in partnerships and a proven track record of exceeding partner revenue quotas. This remote position offers competitive compensation, unlimited vacation, comprehensive healthcare, generous parental leave, and flexible stipends.

Requirements

• 12+ years of experience in partnerships, alliances, channel, or business development roles, ideally in SaaS, cloud, or enterprise software
• A track record of managing and growing SI or consulting partner relationships in ANZ
• A strong track record of exceeding partner revenue or pipeline quotas
• Deep commercial acumen with a strategic lens on market dynamics, territory coverage, and partner investment
• Excellent cross-functional collaboration skills—able to work across Sales, Marketing, and Product teams to execute complex partner strategies
• A bias toward action and accountability in high-growth, ambiguous environments
• A collaborative spirit and commitment to inclusion, learning, and community contribution
• Bachelor's degree or equivalent experience
• Ability to travel up to 40% within ANZ and occasionally overseas

Responsibilities

• Own and grow a portfolio of SI, consulting, and cloud platform partners in ANZ, with a strong focus on pipeline creation, deal collaboration, and revenue influence
• Develop and execute joint go-to-market strategies, including co-selling motions and demand generation aligned with regional priorities
• Establish strong field alignment between partners and dbt Labs’ Sales teams, driving joint account planning, territory coverage, and execution support
• Drive sales engagement and enablement with Data & AI Cloud partners such as Snowflake, Databricks, AWS, and Google Cloud to expand reach and accelerate adoption
• Identify, recruit, and onboard new consulting partners—while managing, developing, and expanding relationships with existing partners—to strengthen our ecosystem footprint across ANZ
• Collaborate cross-functionally with Marketing, Community, Sales, and Customer teams to integrate partners into the broader go-to-market and adoption strategy
• Build and maintain partner account plans, including quarterly and annual targets, co-marketing initiatives, services readiness, and enablement goals
• Track, measure, and report on partner performance, pipeline impact, and ROI using internal tools and systems
• Provide regional insights to inform global partner strategy and ensure assets are relevant for the ANZ market

Preferred Qualifications

• Existing relationships with leading SIs or RSIs in the Snowflake, AWS, or Databricks ecosystems
• Familiarity with data analytics tools, cloud infrastructure, and modern data stack technologies
• Experience building partner ecosystems, shaping channel strategy, and accelerating partner ramp-up in a regional context

Benefits

• Regional benefits offered by remote.com
• Unlimited vacation time with a culture that actively encourages time off
• Comprehensive healthcare coverage
• Generous paid parental leave
• Flexible stipends for: Health & Wellness
• Home Office Setup
• Cell Phone & Internet
• Learning & Development
• Office Space