Partner Development Manager

The Role As Partner Development Manager, you will deliver on our strategy to build mindshare and adoption of ThoughtSpot's Search & AI-Driven analytics platform in your market(s). This is a sales-focused role. You will be responsible for driving top-line revenue and end-customer success by building and managing a network of partners and engaging through/with them to win new customers and expand business with our existing customers. You will leverage AI and advanced analytics to identify high-value partner opportunities, optimize joint go-to-market strategies, and enable data-driven decision-making across the partner ecosystem. The ideal candidate has a business background that enables engagement at the CXO level, a sales background to interact confidently with enterprise customers and field sales teams, and a deep understanding of partner 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, AI-enhanced value propositions. Responsibilities Create Joint Field Engagement Strategy: Collaborate with Hyperscalers, ISVs, and Global & Regional Systems Integrators (GSIs) using AI-driven insights to prioritize accounts, map opportunities, and generate incremental value for both ThoughtSpot and the Partner(s). Onboard and Manage Partners: Recruit and manage key strategic SIs and technology partners using a combination of outbound, inbound, and AI-assisted partner identification tactics. Build Governance Models: Develop partner governance models with clear goals and metrics, leveraging AI tools to track performance, forecast impact, and inform investment decisions. Develop Go-to-Market Programs & Joint Solutions: Design joint offerings with partners that create market differentiation and sales opportunity, using AI to uncover unmet needs and accelerate adoption. Enable Internal Processes: Work with Sales Ops, Finance, Legal, and Partner Programs to build AI-informed internal processes that maximize partner effectiveness. Act as the Connector: Serve as the single point of contact between ThoughtSpot field teams and partner field teams on current, pipeline, and future account opportunities, using AI-enabled analytics to guide prioritization and collaboration. Drive Revenue: Meet or exceed quarterly and annual revenue targets, using AI insights to optimize partner engagement and sales outcomes. Qualifications 7+ years of experience managing Strategic Partnerships and Technology Alliances, ideally with experience in the data & analytics ecosystem (AWS, GCP, Snowflake, Databricks, dbt, Tableau, Slalom, Accenture, etc.), experience with resellers for SaaS is a plus. Strong understanding of the power of technology partnerships and ability to drive partner-led sales with AI-augmented insights. Demonstrated success in scaling organizations and connecting with stakeholders at all levels. Proven ability to contextualize the value of partnerships to executives, excite managers, and incentivize salespeople, using data-driven and AI-supported strategies. Experience working cross-functionally within large organizations, including direct and channel marketing, product management, and account management teams. Strong familiarity with decision-making processes in enterprise customers, enhanced by AI tools for predictive insights and opportunity prioritization. Experience engaging and influencing C-level executives, presenting complex concepts clearly and persuasively. Excellent communication and presentation skills, both written and verbal, with the ability to incorporate AI-generated insights and analytics into compelling narratives. Salary & Benefits Estimated annual salary range: $180k - $255k in most US locations. Actual compensation may vary and will be determined based on permissible, non-discriminatory factors such as skills, qualifications, experience, and location of the selected candidate. Benefits may include equity, company bonus or sales commissions/bonuses; 401(k) plan; medical, dental, and vision benefits. #J-18808-Ljbffr Cerebras