Sr Director, EMEA Channel and Alliances

Business Area:

Sales

Seniority Level:

Director

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.

Cloudera is seeking a Senior Director of EMEA Channels and Alliances to lead our regional partner ecosystem. This leader will own all partner relationships across EMEA, shape how we engage and activate different partner types, and drive partner sourced and influenced opportunities through coordinated go to market execution. A key focus of the role is developing partner solutions, whether horizontal or industry based, and expanding our presence across major cloud marketplaces to accelerate customer adoption. This individual will also mentor a small team and work closely with regional sales leadership to deliver revenue impact. If this reflects your experience, we would welcome a conversation.

As the Sr Director you will: 

• Own the regional partner revenue plan, delivering quality partner sourced pipeline, bookings, and partner influenced sales aligned to EMEA sales leadership targets.

• Build and execute a partner go to market strategy with GSI, RSI, and cloud partners that accelerates net new logo acquisition, expands existing accounts, and supports multi cloud consumption growth.

• Lead joint business planning, pipeline reviews, deal progression, and co sell motions with priority partners to drive measurable sourced opportunities, qualified influence, and repeatable deal patterns.

• Build and deepen relationships at multiple levels across all partner types, ensuring their sales, technical, and service teams are equipped to drive successful customer engagements.

• Lead and develop the EMEA partner sales team in all aspects of partnership execution, including contractual needs, joint go to market efforts, opportunity management, and KPI reporting.

• Partner closely with EMEA sales leadership to align on account coverage, forecast accuracy, and execution of partner motions that improve win rates and shorten sales cycles.

• Build and support the global partner programs team by driving bottoms up requirements from the region and shaping business cases and pilots that ensure the right incentives to source and influence revenue growth.

We’re excited about you if you have: 

• 15+ years proven quota carrying partner sales experience, with strong alliances/business partnerships/account management experience - across GSIs, RSIs, and VARs

• 5+ Management experience required working across EMEA

• Significant experience in both building and leading successful at-scale EMEA ecosystem partnerships

• Impressive track record in building joint business plans, value propositions, campaigns and GTM strategies as well as successful achievement of both strategic and identifying / driving joint opportunity goals

• Bachelor’s degree or equivalent experience 

You may also have: 

• Experience within the Data Platform space

• Open Source knowledge and passion 

• Ability to synthesize, communicate, and evangelize a vision with internal and external partners 

• Familiarity with cloud marketplace co sell programs

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

EEO/VEVRAA

LI - CH1

LI- Hybrid