Director, Partner Sales at ThoughtSpot
New York, US

Are you looking to join one of the fastest growing software companies in the Bay Area? ThoughtSpot’s Search & AI-Driven analytics platform is revolutionizing how the world uses data by making analytics 1000x faster and easier for non-technical business people. ThoughtSpot was recently named a Leader in Gartner's 2019 Magic Quadrant for Analytics. ThoughtSpot is the first new Leader in the past six year and is the fastest analytics company ever to become a Leader.

The Director of Partner Sales will define and execute the partner strategy for your assigned region with a clear goal on revenue with and through partners; encompassing Advisory partners, Consulting and Services Partners (SIs), Channel Partners and in-region Technology & Services partners. These partners are key for the ThoughtSpot North America GTM to drive demand, influence, co-sell, deliver and manage ThoughtSpot customers. 

The ideal candidate has a business background that enables them engage at the CXO level, a sales background that enables them to easily interact with enterprise customers and field sales reps, and an understanding of alliance and channel business models. You should have a demonstrated ability to think strategically about business, product, and technical challenges, and the ability to build and convey compelling value propositions.

Responsibilities:

  • Iterate ThoughtSpot’s North America Partner Sales Strategy
    • Working internally with relevant stakeholder groups and externally with potential partners, continue to develop the NA Partner strategy that truly leads to incremental value for both ThoughtSpot and the Partner(s).
  • Continue driving and developing key, existing partnerships and their sales pipeline in NA with a focus on partners enabling sales and GTM for ThoughtSpot NA - the focus is on Alliances & SI partnerships
  • Define, Prioritize, Recruit, Onboard and Manage NA Partners as the business dictates
    • Build bilateral executive partner relationships to support field engagement
    • Enable the building of the relationships between ThoughtSpot sales and the partner sales teams in a consistent fashion - this is outside of engagements driven by customer opportunity or events 
    • Drive account mapping, account planning and support on deal-level engagements
    • Build GTM / Business plans with key partners; to define functional requirements (train, market, sell, support, renew), investments and measure the progress of the joint partnership GTM in a regular cadence
    • Track pipeline and progress with the Partner and the Thoughtspot field and drive engagement where needed to close and uncover new opportunity 
    • Manage any escalations as to the partnership or deal engagement in the field
    • Hold regular QBRs, using business plans, to measure alignment and progress
    • Manage Partner pipeline, sales status and report in regular cadence to country, regional and global partner leadership
  • Working with internal groups such as Training / Education, Pre-Sales, Sales Ops, Support, Customer Success, Finance, Legal, Partner Programs; communicate, build and execute on internal processes & programs in support of Japan partners
  • This role will start off as an individual contributor

Required Skills/Qualifications: 

  • 10+ years of Partner Management experience at a Software firm which has sold primarily to Line-of Business (as opposed to IT)
  • Experience building and maintaining partner ecosystems with a focus on SIs, Service Providers and Management Consultants
  • Experience delivering partner programs across multiple stakeholders such as the Partner, Education, Sales, Professional Services and Customer / Partner Success
  • Enterprise Software Sales or Channel Sales experience
  • Management/Team Lead experience preferred

Preferred Qualifications

  • Experience building new Channel ecosystems
  • Experience working within the enterprise software industry
  • 2+ years experience working in the territory
  • Expertise in creating multiple go-to-market models such as resale, OEM, co-sell & co-market, across subscription and perpetual license models
  • Experience building Enablement programs for partners
  • Enterprise Software Sales experience
  • Management/Team Lead experience
  • MS or MBA preferred