Senior Partnership Account Manager

Senior Partnership Account Manager - UKI/MEE, DACH, Americas East and Americas West

We're looking for a talented Senior Partner Account Manager, based in xxx, who will be responsible for driving business through SAP Solution Extension (SolEx). This is a highly collaborative role as you will be identifying the relevant growth opportunities and aligning them to Collibra’s Field Sales team. You will work across our field and cross-functional teams including: sales, marketing, customer engineering, enablement, product management and teams to manage, develop and grow Collibra’s customer base with SAP. 

Senior Partner Account Managers at Collibra are responsible for

Never a dull moment! You’ll be the primary point of contact for the field sales team for all things SAP in a dedicated region. Some examples of the things you’ll be doing:

• You will develop relationships with Collibra field sales and SAP teams; supporting partner activities that identify new business, expand existing business or support renewals of existing customers. 
• Collibra point of contact for SAP – help develop our relationships across SAP, work to improve their Collibra sales & technical skills, as well as identify and prioritize Collibra opportunities across your territory.
• Collaborate with SAP to identify target accounts, joint account mapping, account planning, QBR's, defining and positioning our solutions, joint pipeline reviews and forecasting
• Support sales and marketing activities, webcasts, roadshows, and contract negotiations.
• Travel within your region to support and develop your SAP territory and on a limited basis potential travel to the US or EMEA for Collibra activities.

You have

• You have 10+ years of software experience with a proven track record in managing, recruiting, onboarding and developing partner relationships. Ideally, you also have direct solution sales or consulting experience and knowledge of SAP Business Data Cloud technology and field setup a plus+
• Experience in driving sales with SAP, enabling SAP for success and supporting partner marketing activities.
• Familiarity with SAP product categories, nomenclature, and organizational structure
• Prior experience with SaaS solutions in data governance, data management, analytics or business intelligence preferred.
• History of building collaborative relationships with partners; ability to grow existing relationships and build new ones.
• Bachelor's Degree with a technical or business focus preferred
• This position is not eligible for visa sponsorship
• Because this role supports the US government, it is required that this candidate be a US citizen who resides on US soil

You are

• Comfortable talking across all levels of an organization and are able to influence executive stakeholders, both internally and externally, to achieve goals. Comfortable presenting to partners, customers and internal stakeholders.
• Able to communicate effectively via multiple channels (verbal, written) with technical and non-technical staff across internal and external stakeholders.
• Sales and business development driven mentality, successful track record of revenue goal achievement.
• Supportive and collaborative across all parts of an organization 
• Able to adapt and engage across multiple topics, teams, customers, and partners
• Interested in data and being part of a team that is focused on importance of data for our customers
• Familiar with the need for data management and/or data governance for larger organizations

Reporting to Collibra’s General Manager for SAP business unit, measures of success are

• Within your first month, you will have met and established working relationships with the Collibra field sales account executives across your region, gained a solid understanding of the SAP Solution Extension (SolEx) model, and developed familiarity with the current SAP partner landscape, existing pipeline, and key accounts in your territory.
• Within your third month, you will have established yourself as the primary Collibra point of contact for SAP in your region, be actively engaged in joint account mapping and pipeline reviews with SAP, and be supporting field sales with partner activities that identify new business, expand existing accounts, or support renewals.
• Within your sixth month, you will be driving measurable revenue contributions through the SAP SolEx partnership, have built strong collaborative relationships across both Collibra and SAP teams, and be consistently tracking toward regional revenue targets with a clear plan for growing the SAP-sourced pipeline.

Compensation for this role

The standard base salary range for this position is $168,000 - $210,000 per year. This position is eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location. In addition to base salary, we offer a competitive total rewards package, including bonus potential, equity for eligible roles, a Flex Fund monthly stipend, pension/401k plans, and more.