Senior Partner Development Manager
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AI Summary
Posit is the open-source data science company. We help people understand and improve the world through data. Our core products, including the popular RStudio IDE, Shiny, and Quarto, empower data scientists, analysts, and researchers to develop and share their work at scale. We are a team dedicated to making data science more open, accessible, and impactful for everyone, from individual practitioners to the world’s leading enterprises.
The Opportunity
Posit is seeking a dynamic and results-driven GTM (Go-to-Market) Lead to own the field execution of our strategic partnership with Snowflake. The Posit and Snowflake "better together" story presents a massive opportunity to revolutionize how organizations build and deploy data science and AI applications on the Data Cloud.
This is a critical, high-visibility role focused on unlocking the full potential of this partnership. You will be the primary driver responsible for operationalizing our joint strategy, aligning sales teams in key verticals, evangelizing the Posit value proposition to Snowflake sellers, and enabling Posit's sales organization to accelerate deals with Snowflake customers. Your ultimate goal is to drive significant new Annual Recurring Revenue (ARR) growth sourced and influenced by the Snowflake partnership.
What You'll Be Doing
- GTM Strategy & Execution:
- Develop and execute a comprehensive field-level GTM plan for the Snowflake partnership, setting clear objectives, KPIs, and milestones for success.
- Identify and prioritize target verticals, use cases, and customer segments where the joint Posit + Snowflake solution delivers maximum value.
- Collaborate with Posit and Snowflake leadership to ensure tight alignment on partnership goals and quarterly business objectives.
- Sales Enablement & Evangelism:
- Act as the primary evangelist for the Posit + Snowflake value proposition, both internally and externally.
- Develop and deliver compelling training, sales collateral, battle cards, and joint-success stories to educate and motivate both the Posit and Snowflake sales organizations.
- Build and nurture strong relationships with Snowflake’s sales leadership, account executives, and solution architects to build mindshare and drive field-level advocacy for Posit.
- Field Engagement & Co-Selling:
- Orchestrate and manage the day-to-day co-selling motion between Posit and Snowflake account teams.
- Proactively identify and drive joint pipeline generation activities, including account mapping sessions, joint prospecting campaigns, and executive briefings.
- Serve as the expert resource on the partnership, assisting Posit sellers in navigating the Snowflake ecosystem, identifying key contacts, and accelerating deals.
- Performance & Reporting:
- Meticulously track and report on all partnership activities, pipeline, and revenue, including partner-sourced and partner-influenced ARR.
- Lead regular business reviews (QBRs) with both Posit and Snowflake stakeholders to review performance, identify challenges, and course-correct as needed.
- Utilize data to provide insights and recommendations to sales and product leadership to further strengthen the partnership.
About you:
- Significant experience in strategic alliances, partnership management, channel sales, or business development within a B2B enterprise software/SaaS environment.
- Proven, hands-on experience building and scaling a GTM partnership with a major cloud data platform (e.g., Snowflake, Databricks, AWS, Google Cloud, Azure).
- You should be able to confidently speak to Snowflake’s value proposition, key services (Snowpark, Streamlit in Snowflake, etc.), and sales motions.
- Strong familiarity with the modern data stack, analytics, and the AI/ML landscape.
- Demonstrated track record of consistently exceeding revenue targets.
- Exceptional communication and presentation skills, with the ability to articulate a complex joint value proposition to both technical and executive audiences.
- A self-starter with an entrepreneurial mindset, capable of operating with autonomy in a fast-paced, dynamic environment.
Posit offers competitive compensation with extensive human-first, people-focused benefits to prioritize your personal and financial well-being. Individual pay decisions are based on a number of factors, including qualifications for the role, experience level, and skillset. The hiring range includes base salary and commission. In addition, we offer an annual cash bonus, targeted at 10% of base pay, that pays out based on company performance and a cash grant that vests over 4 years. This hiring range assumes that the job will be performed in the United States. This role has an expected 60/40 pay mix.
Working at Posit:
- We welcome all talented colleagues and are committed to a culture that represents diversity in all its forms.
- We prioritize giving ourselves “focus time” to get deep work done. We minimize meetings and attempt to operate asynchronously.
- We are a learning organization and take mentorship and career growth seriously. We hope to learn from you and we anticipate that you will also deepen your skills, influence, and leadership as a result of working at Posit.
- We operate under a unique sustainable business model: We have over 50% of our engineering dedicated to creating free and open source software. We are profitable and we plan to be around decades from now.
- Posit is a Public Benefit Corporation (PBC) and a Certified B Corporation®, which means our open-source mission is codified into our charter. As a result, our corporate decisions balance the community's interests, customers, employees, and shareholders. Hear more about why we think this matters here.
Notable:
We offer competitive compensation with extensive human-first, people-focused benefits to prioritize your personal and financial well-being. These benefits apply to full-time positions only.
- 100% of medical, dental, and vision insurance premiums are covered for employees and their families! Fertility and gender-affirming healthcare is included in all of our plans.
- Supplemental mental health and wellness benefits are available via Ginger even if you don’t opt in to our insurance plans, including Ginger for teen family members.
- Posit's gender-neutral paid parental leave policy covers all new parents, including foster and adoptive parents.
- All full-time employees are eligible for 401k enrollment starting on day one.
- After six months of employment, Posit provides a substantial yearly match to employee 401K contributions.
- An annual profit-sharing bonus for employees recognizes our team’s contributions to company performance across the year.
- We are a 100% distributed team. You are also welcome to come into our Boston office.
- We offer a $400 monthly reimbursement for coworking space rental if you prefer to work away from home.
- Our Lifestyle Savings Account offers an initial deposit of $1800 and then an additional quarterly stipend of $375 to cover the costs of professional development, wellness, financial health, charitable giving, and remote work support.
- We provide a flexible environment with a generous vacation policy that encourages a minimum of four weeks PTO per year plus 15 paid company holidays.
Are you excited about this role but not sure if your experience aligns with every qualification in the job description? That’s okay. We know multiple perspectives are essential for a thriving organization and we'd still love to hear from you!
Posit is committed to being a diverse and inclusive workplace. We encourage applicants of different backgrounds, cultures, genders, experiences, abilities, and perspectives to apply. All qualified applicants will receive consideration for employment without regard to race, color, national origin, religion, sexual orientation, gender, gender identity, age, physical disability, or length of time spent unemployed.
Posit Software, PBC participates in the federal E-Verify program, which confirms employment authorization of newly hired U.S. based employees. E-Verify is not used as a tool to pre-screen candidates and is only initiated upon hire.
E-Verify Participation Notice (English/Spanish)
Right to Work Notice (English/Spanish)
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