Partner Sales

Business Area:

Seniority Level:

Job Description: 

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry.  Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.

The Partner Sales Manager (PSM), China is a critical member of our field sales organization, responsible for driving new and expansion revenue by developing high-value partnerships that accelerate growth. This individual contributor role focuses on building a strong Public Cloud and Private Cloud (On-Premises) partner ecosystem, enabling partners, and working collaboratively to close deals within existing and prospect accounts. The PSM carries a revenue number for new and expansion sales through partner-led and partner-influenced motions and is expected to execute a regional partner strategy that delivers measurable business impact.

As a Partner Sales Manager you will:

Drive Revenue Growth & Pipeline Development, especially the Partner Sourced Pipeline 

• Own and achieve a new and expansion revenue quota through partner-led and partner-influenced deals across Public Cloud and Private Cloud (On-Premises) environments.

• Drive proactive sales opportunity generation, pipeline management, and deal closure with partners.

• Ensure strong partner-sourced pipeline contribution through demand generation initiatives.

Drive Partner Strategy & Execution:

• Align with Cloudera’s regional sales teams to develop and execute a partner strategy that accelerates joint sales success across Public Cloud and Private Cloud solutions.

• Develop a regional partner map outlining current partner capabilities, capacity, and gaps to optimize coverage.

• Build and execute a partner business plan with quantified goals and milestones to achieve partner-influenced revenue targets.

• Partner Enablement & GTM Execution:

• Deeply understand partner business models and what motivates them to collaborate with Cloudera.

• Drive partner enablement, training, and certifications to ensure partners are equipped to sell and implement Cloudera solutions across both Public Cloud and On-Premises deployments.

• Work closely with Cloudera’s sales team to execute strategic GTM plays and provide feedback into partner programs.

Drive Sales Collaboration & Forecasting:

• Maintain and report an accurate partner sales forecast in Salesforce with 4X pipeline coverage.

• Manage regular business reviews between Cloudera and key partners to drive alignment and execution.

• Develop and maintain strong working relationships with internal Cloudera stakeholders across sales, marketing, and product teams.

Drive Performance & Key Metrics:

• New and Expansion Partner Revenue (Public Cloud & Private Cloud)

• Partner-Sourced Leads

• Partner-Sourced New Logos

• Partner Training and Accreditations

• Partner Deal Registrations & Co-Sell Registrations

We’re excited about you if you have:

• 10+ years of experience in direct and/or channel sales, with a proven track record of driving revenue growth through partners; self-starter, passionate to build, lead partners, and execute 

• Strong understanding of the Data & AI market 

• Proven success in building and executing field-level partnerships with technology providers, resellers, or system integrators, Cloud and Private Cloud (On-Premises) ecosystem, cloud technologies, and the software business.

• Sales & Partner Management Expertise:

• Strong ability to develop joint business plans, drive co-sell motions, and execute complex sales plays.

• Deep understanding of the partner business model and ability to articulate mutual value propositions. SIs, OEMs, Cloud Providers

• Experience creating and executing structured partner business plans with both global and regional partners.

• Execution & Collaboration Skills:

• Ability to lead through influence and collaborate with internal and external stakeholders to drive joint success.

• Exceptional communication and relationship-building skills, with the ability to engage at multiple levels within partner organizations.

• Strong organizational skills, with the ability to prioritize and execute in a fast-paced, results-driven environment.

• BA/BS degree required; technical competence strongly preferred.

• Fluency in Mandarin and English required.

What you can expect from us:

• Generous PTO Policy 

• Support work life balance with Unplugged Days

• Flexible WFH Policy 

• Mental & Physical Wellness programs 

• Phone and Internet Reimbursement program 

• Access to Continued Career Development 

• Comprehensive Benefits and Competitive Packages 

• Paid Volunteer Time

• Employee Resource Groups

Cloudera is an Equal Opportunity / Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.

#LI-RA1