Sr. Global Alliance Manager - SAP

Job Description:

DataRobot is the leader in Value-Driven AI, a unique and collaborative approach to generative and predictive AI that combines an open platform, deep expertise and broad use-case experience to improve how organizations run, grow and optimize their business. The DataRobot AI Platform is the only complete AI lifecycle platform that interoperates with an organization’s existing investments in data, applications and business processes, and can be deployed on prem or on any cloud environment. Global organizations, including 40% of the Fortune 50, rely on DataRobot to drive greater impact and value from AI.

The Senior Global Alliance Manager - SAP leads the alliance with SAP and key technology partners in its ecosystem. The Senior Global Alliance Manager - SAP is dedicated to supporting the SAP partnership and driving the growth of the strategic partnership, its revenue goals, internal and external cross-functional alignment, and daily execution of GTM activities. The ideal candidate will have a strong understanding of the data analytics and cloud computing market and the ability to build and maintain relationships with senior-level executives.  The role is measured on the successful execution of the sales strategy, GTM plan, and results generation from the partnership, and variable compensation calculated from a combination of the validated pipeline of sales opportunities and closed order intake attributable to the SAP partnership in the assigned region.

Key Responsibilities:

• Develop and execute the alliance strategy: This includes identifying, prospecting, and developing new business opportunities with SAP and other key technology partners. It also includes developing and executing plans for how DataRobot will leverage and optimize alliance programs, including referral, resale, and OEM opportunities.

• Manage the alliance infrastructure: This includes managing partner program administration and deal registration. It also includes coordinating with operations support teams to define processes to execute upon the repeatable aspects of the program.

• Build and maintain relationships: This includes developing and maintaining executive and field relationships with SAP. It also includes developing regional account plans and strategies to generate revenue jointly with DataRobot and SAP field teams.

• Meet objectives: This includes meeting quarterly and annual objectives, as well as performing as a team member to achieve team goals.

• Drive pipeline to closure: This includes driving alliance-related pipeline to closure in close collaboration with SAP and DataRobot sales teams.

• Forecast revenue: This includes accurate forecasting and reporting revenue accurately on a monthly/quarterly basis.

Knowledge, Skills and Abilities:

• Performer. 6+ years experience of software alliances management experience, being part of a global team

• Experience in GTM and successful sales execution . 3+ years experience establishing successful partnerships and driving co-sell and OEM motions, working with SAP field teams. 

• WIllingness to travel: As this is an externally facing role, you will need to be able to travel at least 25%.

• Energy and Enthusiasm. Experience with developing, and growing global partner teams and programs.

• Technically Savvy. Experience with AI/ML, analytics, data, databases, predictive modeling, along with good working knowledge of cloud computing 

• Experienced. Bachelor's Degree, MBA or an advanced degree preferred, with a technical or business focus preferred.

• You are a DataRobot representative in the market! You will be asked to be on the constant lookout for the best talent to bring on board to help us continue to build one of the best companies in the world!

The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off P