Head of Business Development and Partnerships

Business Development Fremont, California United States


Description

Do you thrive in a fast-paced and dynamic startup environment? Do you want to collaborate with a talented set of colleagues who are passionate about delivering value to enterprise customers?  Join a supportive and collaborative team dedicated to helping Fortune 500 clients discover, organize, catalog, protect, and govern their cloud and on-premise data assets using Privacera platform. 

 

We’re looking for: Privacera is at the intersection of data analytics ecosystem and governance. A modern cloud partner ecosystem is critical to Privacera’ cloud-first growth strategy and to maximize value to customers. Our cloud and alliances organization is critical to our go to market strategy. Privacera current partner model include

  • Cloud services providers such AWS, Microsoft and Google
  • Independent software vendors including Databricks, Snowflake, data platform providers, and other solutions in the data ecosystem
  • System integrators, global and regional SIs who are helping customers in their data journey
  • Resellers in certain markets

Your responsibilities will include: 

  • Developing  and driving  strategic plans (2-3 year plans) to drive pipeline from alliance org and map it to the overall GTM motion.
  • Evaluating, structuring and negotiating  deals with selected alliance partners
  • Enabling, identifying, recruiting and enabling targeted partners scaling needed capacity and capability.
  • Building a world class partner team to identify and support our partner ecosystem
  • Structuring  a holistic approach to build capacity and capability within each of these partners in line with Privacera business needs per market.
  • Partnering with sales, marketing, product and other departments to deliver value to partners and drive pipeline.
  • Leading the team in the development of fiscal year and 3-5 year GSI strategies by Region and major market in alignment with and support of Tableau’s WW Sales goals for our Global Accounts, Top Accounts by Theater, and as far across our Enterprise segment as possible.
  • Structuring a holistic approach to build capacity and capability within each of these partners in line with Tableau’s business needs per market.
  • Driving both strong co-selling discipline within the team as well as holistic partner management to help ensure each partner has quality practices to serve local markets, vertical expertise to leverage, and commits to selling and implantation the full array of Tableau offerings across an Enterprise customer’s needs. This position carries quota goals on co-selling as well as capability goals per partner per region.
  • Executive management and sponsorship of the direct-line Partner Development Executives and mentoring and best practice sharing with the Theater Partner leaders on learnings and accelerative ideas as well as cohesive account and deal planning.
  • Establishing strong executive relationships with peers in Salesforce’s GSI team as well as relevant Salesforce country management to help drive synergy in market.
  • Managing team investment resources effectively (headcount and OPEX) and build a team culture of Trust, Innovation, Equality and Customer Success as well as Fun.

 

Your experience should include:  

  • Bachelors or Masters’ Degree required in Computer Science or related discipline, and MBA highly desired.
  • Must have 10+ years demonstrated experience in strategic business development, technology alliances, sales while leading cross-functional efforts.
  • Minimum 5+ year of leadership experience in technology alliances function in a high growth startup
  • Deep experience in data analytics domain and understanding of key players in the market
  • Ability to define a comprehensive technology & GTM strategy with multiple top alliance partners
  • A good communicator and presenter, who possesses strong negotiation skills as well as sound interpersonal skills, with the ability to influence at senior and executive levels

Additional:

  • Strong leadership skills in helping lead the business development strategy and execution across the key partners
  • High business acumen and resource management skills to meet timelines and requirements
  • Experience with developing and executing a successful go to market strategy with the key alliance partners
  • Strong technical background with the ability to create repeatable/differentiated value proposition with partners
  • Superior ability and experience in working with cross-functional teams from sales, marketing, products and engineering
  • Strong communication skills with the ability to communicate strategy and plans to both the Privacera and partner executive level teams when driving initiatives

 

What we offer: 

Joining the Privacera team means you are embarking on a journey with a passionate group of people building important technologies for the enterprise industry. Let your ideas, experience, and expertise help shape the future of data governance and security.

  • Competitive medical, dental, vision coverage
  • 401k, FSA, HSA plans
  • Unlimited paid time off
  • Flexible remote working policy
  • Office snacks
  • Team off-sites
  • Stock options at an early stage growing startup

Company Overview: 

At Privacera, we are solving deep security and governance challenges across hybrid cloud environments. Enterprises are moving data to the cloud at a rapid pace and enabling multiple cloud services to enable the use of their data. Enabling the right users to have access to the right data is a significant challenge in this cloud-based architecture. Privacera’s solution enables a single pane of glass for enterprise visibility of data and enables centralized controls over data in the cloud. Privacera is growing rapidly via the intersection of the two hottest trends in the enterprise industry;  enterprise data moving into the public cloud, and the need for security, governance, privacy which are becoming table stakes in every industry

 

Company Culture:

Our corporate culture is built on the core values of openness, product excellence, and customer-centricity. We encourage team members to practice open communication, move fast and break old molds in our journey to build the best products in the world. We are a transparent, customer focused team that collaboratively gets things done.

 

Our Commitment to Diversity and Inclusion:

At Privacera, we are committed to building  a diverse and inclusive culture where our teams can thrive. It is our priority to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Candidates looking for employment at Privacera  are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.