Job description

TiDB is an open-source, cloud-native, distributed SQL database for elastic scale and real-time analytics. Large and high-growth organizations in markets as varied as financial services, logistics, gaming, e-commerce and software as a service have successfully deI will ployed and expanded their TiDB footprint on mission-critical applications. Our strong open-source community roots (34,000+ stars on GitHub), innovative products and inclusive culture are what draw passionate and dedicated people to our company. Learn more about PingCAP careers and join our team to be at the forefront of innovation and growth.

About the Role:

The Partner and Cloud & Alliance Manager will be responsible for developing and managing strategic partnerships with key global partners, cloud providers, and technology alliances. This role will focus on driving collaborative initiatives, co-selling opportunities, and joint go-to-market strategies to accelerate growth and enhance the company’s competitive position in the market.

Responsibilities

Identify, establish, and maintain strategic relationships with global partners, cloud providers, and technology alliances.

Negotiate and execute partnership agreements to drive mutual value and growth.

Manage day-to-day relationships with key partners, ensuring alignment of goals and objectives.

Develop and execute joint business plans with partners to drive co-selling, co-marketing, and co-innovation initiatives.

Collaborate with marketing, sales, and product teams to design and implement joint go-to-market strategies with partners.

Drive the creation of joint value propositions, sales enablement materials, and marketing campaigns.

Track and report on the performance of strategic alliances, including revenue, pipeline, and joint customer success.

Provide regular updates to senior leadership on the status and impact of partnerships.

Conduct market research and competitive analysis to identify trends, opportunities, and potential new partners.

Stay abreast of industry trends and the evolving technology landscape.

Work closely with internal teams including Sales, Product, Marketing, and Customer Success to ensure seamless execution of partnership initiatives.

Facilitate effective communication and collaboration between partners and internal teams.

Develop and deliver training programs to enable partners on the company’s products, solutions, and value propositions.

Support partners in building capabilities and competencies to drive joint success.

Qualifications

Bachelor’s degree in Business, Marketing, Computer Science, or a related field; MBA or advanced degree preferred.

8+ years of experience in strategic partnerships, alliance management, or business development in the technology or cloud industry.

Proven track record of successfully managing and growing strategic partnerships with global technology companies.

Strong understanding of cloud computing, SaaS, PaaS, and IaaS markets.

Excellent negotiation, communication, and interpersonal skills.

Ability to think strategically and execute tactically.

Strong analytical and problem-solving skills.

Ability to travel as needed.

Preferred Skills

Experience working with major cloud providers such as AWS, Microsoft Azure, and Google Cloud.

Knowledge of enterprise software and technology ecosystems.

Demonstrated ability to influence and drive alignment across cross-functional teams.

We encourage people from underrepresented groups to apply. Come advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. PingCAP also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at PingCAP.

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