Head of Global Partnerships and Alliances

Everything happens somewhere - which is why spatial analytics is fundamental to companies trying to understand the “where” and the “why” of their business. CARTO is the leading Location Intelligence platform empowering companies with scalable and cloud-native spatial analytics. CARTO helps organizations make better business decisions by empowering data analysts, business analysts, GIS professionals, and developers with faster, more flexible, and more secure spatial data analysis and visualization tools. Whether through optimizing network planning, assessing risk, identifying growth opportunities, or other use cases, companies benefit from turning their location data into business value.
With an exceptionally diverse team of 155 people spread across the US and Europe, CARTO (backed by Insight Partners, Accel Partners, Salesforce Ventures, Earlybird Ventures, and Kibo Ventures, among others) is changing the way companies analyze location data - making it simple to do this straight out of modern, cloud data warehouses. Redefining its category, the company has grown rapidly in recent years providing a compelling alternative to legacy GIS software.
To continue our growth, we are looking for a senior, high-energy, commercial and resourceful alliances professional with experience in B2B SaaS to help our partners leverage the value of our Location Intelligence platform.
As a Head of Global Partners & Alliances you will be responsible for building and executing cloud partner management strategies that drive understanding and adoption of CARTO solutions with strategic business partners. This is a highly visible, global position that will work cross functionally to manage and deepen the partner relationship through the development of business building strategies, programmatic go to market strategies, joint account targeting, with the ultimate aim of bolstering sales pipeline for CARTO.

Responsabilities

• Responsible for identifying, cultivating, and managing a set of fast growing, high potential key strategic cloud technology relationships to drive new incremental CARTO revenue. 
• Drive growth plans for key strategic cloud partners including, market assessment, revenue projections, go-to-market plans, and quantifiable metrics of success.
• Build deep relationships with key internal and external stakeholders inside our most strategic cloud partners to strengthen and expand our relationships and execute upon overall platform strategy.
• Introduce CARTO to cloud partner field sales and GTM teams with the goal of sourcing new pipeline opportunities while leveraging the same audience to help close the current CARTO pipeline.
• Evaluate the strategic and economic impact of potential GTM opportunities with the cloud partners you’ll manage, and prioritize your efforts based on importance.
• Contribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement models.
• Collaborate internally with key cross-functional stakeholders including marketing, sales, product, engineering, legal, and more.
• Manage CARTO’s inclusion on all key cloud partner programs and competencies along with their deal sharing portals.  
• Establish a scalable Partner management program that enables new partners to effectively sell and integrate the CARTO platform, increase success through the adoption of CARTO, and develop a shared value proposition.
• Maintain a Partnership Knowledge repository with curated content, self-service, and certification mechanisms, ensuring all content is current.

You offer

• 7-10+ years of relevant experience in technology, data and analytics, and geospatial in client facing, strategic or marketing roles, preferably in SaaS-based technology companies.
• Intimate knowledge of cloud platforms such as Google, Snowflake, AWS, Azure and Databricks. Understanding of cloud compensation models as well as being able to comfortably hold technical conversations.
• An entrepreneurial and curious self-starter that can take a project and run with it, digging into data and coming up with strategic recommendations.
• Ability to work effectively in a fast-paced, dynamic work environment.
• Proven ability to think ahead, engage proactively and take initiative.
• Familiarity with cloud platforms such as Google, Snowflake, AWS, Azure and Databricks, and is comfortable working with teams discussing different tools within these platforms.
• Understanding of the location analytics space, incumbents, and challengers.
• Strong relationship management skills, ability to operate with little oversight, be an executor, and be able to drive excitement and growth across partners.
• Demonstrated experience developing effective communication and outcome-driven channel partner strategies resulting in rev