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Director, Cloud Partner Business Development

Director, Cloud Partner Business Development

CogniteHouston, TX, US
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Director, Cloud Partner Business Development

Cognites Director, Partner Business Development will lead the development of strategic cloud partnerships regionally through driving these areas of focus :

Expand Relationships, Drive Adoption and Deliver Joint Value

  • 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.

Ensure Best Practice Adoption

  • 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

    • Who You Are

  • 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
  • Experience in the Industrial space like Oil & Gas or Manufacturing is highly desired
  • 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
  • Experience in fast past, high growth companies a plus
  • Experience in business development, strategic negotiations, and / or partner management
  • 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

    • Dont meet every single requirement? Studies have shown that women and people of colour are less likely to apply to jobs unless they meet every single qualification. We are dedicated to building a diverse, inclusive and authentic workplace, so if you're excited about this role but your past experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

    A snapshot of our many perks and benefits as a Cogniter :

  • Competitive compensation
  • 401(k) with employer matching
  • Competitive health, dental, vision & disability coverages for employees and all dependents
  • Unlimited PTO
  • Paid Parental Leave Program
  • Employee Stock Purchase Program (ESPP)
  • Employee Referral Program
  • Join a team of 60+ different nationalities with Diversity, Equality and Inclusion (DEI) in focus
  • A highly modern and fun working environment with sublime culture across the organization
  • Opportunity to work with and learn from some of the best people on some of the most ambitious projects found anywhere, across industries
  • Paid mobile phone and WiFI

    • Why choose Cognite?

  • Join us in making a real and lasting impact in one of the most exciting and fastest-growing new software companies in the world.
  • We have repeatedly demonstrated that digital transformation, when anchored on strong DataOps, drives business value and sustainability for clients and allows front-line workers, as well as domain experts, to make better decisions every single day.
  • Cognite Earns 2023 Microsoft Partner of the Year Award; Recognized as a Global Leader in Energy & Resources and Industrials & Manufacturing
  • Frost & Sullivan named Cognite a Technology Innovation Leader
  • Built In 2024 Best Places to Work in Austin, TX and Houston, TX
  • Cognite Recognized as 2024 Microsoft Energy and Resources Partner of the Year
  • Cognite Data Fusion Achieved Industry First DNV Compliance for Digital Twins

    • Apply today! If you're excited about the opportunity to work at Cognite and make a difference in the tech industry, we encourage you to apply today! We welcome candidates of all backgrounds and identities to join our team.

    Equal Opportunity

    Cognite is committed to creating a diverse and inclusive environment at work and is proud to be an equal opportunity employer. All qualified applicants will receive the same level of consideration for employment; everyone we hire will receive the same level of consideration for training, compensation, and promotion.

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    Director Partner Development • Houston, TX, US