Business Development Contractor

Business Development Contractor

Our client is a unified analytics platform that helps organizations accelerate innovation by simplifying data engineering, machine learning, and analytics at scale.

Job Description:

You will serve as the business development engine for a portfolio of Gold-tier and Rising Silver partners, owning the motions that convert partner relationships into partner-sourced pipeline and consumption growth. Your primary mandate is intentional market-making: moving partners from delivery-first behaviour into structured demand creation through Big Bet account engagements, joint GTM campaigns, Brick builder solution plays, and scalable co-sell execution. You will work closely with Partner Sales Managers (PSMs), Partner Solutions Architects (PSAs), as well as Partner and Field Marketing to plan, execute, and advance partner GTM and to build the GTM capability within partners that makes this motion repeatable.

You will report to the Head of RSI Partners.

The impact you will have:

• You will own the business development motion for a defined portfolio of partners, co-developing structured GTM plans with the partners that drive consumption, delivery revenue for the partners and partner-sourced pipeline volume (early-stage opportunity creation).
• You will run a defined number of structured partner GTM campaigns per quarter, moving partners from opportunistic co-selling to programmatic, campaign-driven demand generation aligned to Company and GTM Priorities.
• You will translate the Brick builder program into live partner GTM plays — identifying the right use cases, qualifying partners for Specialization and Brick builder eligibility, and connecting partner solution IP to sales programs and customer outcome maps for the key industries.
• You will build GTM capacity inside your partner portfolio — driving sales badge completion, sales masterclasses, partner champion development, and Specialization progression — moving partners from certified to market-making, with the goal that each priority partner has a dedicated GTM team operating at the field standard.
• You will own the partner-facing governance model for your portfolio:
  Plan-on-a-Page, deal registration and SLA compliance, cadenced partner business updates, and the CRM hygiene that ensures partner-sourced and delivery pipeline is correctly marked and credited.
• You will run co-marketing investment decisions for your portfolio (MDF, Accelerate, co-sponsored demand gen), applying ROI discipline.
• You will operate as a Partner First leader in the field, treating priority partners as extensions of the sales team: setting accountability expectations, recognizing and scaling what works, and being the first call for partners who are creating net-new pipeline in accounts.

What we look for:

• Partner business development or channel sales experience: a demonstrated track record of driving partner-sourced or partner-initiated pipeline — not just co-sell support — with tangible evidence of moving a partner from reactive delivery to proactive demand creation.
• Campaign and programmatic GTM execution: experience designing and running structured joint campaigns with partners, not one-off events; ability to connect partner solution IP (e.g. Brick builder-style accelerators) to sales programs and customer outcome narratives.
• Partner portfolio management: experience managing a defined portfolio of regional or national SIs, selecting and prioritizing partners by commercial fit and growth potential, and building Joint Business Plans that produce measurable sourced pipeline outcomes.
• Operational rigor: comfort owning deal registration hygiene, KPI/OKR tracking (sourced, conversion, campaign attribution, etc.), pipeline review cadence, and partner governance (Plan-on-a-Page, Cockpit, etc.) with the discipline to keep metrics correct, analyze, using AI tools in your daily work, and act on what the data shows.
• Cross-functional collaboration:
  
  ability to work across PSM, PSA, Field Marketing, and Field Sales and Pre-Sales Leaders, to qualify, advance, and close partner-sourced opportunities. Experience navigating Sales and partner team alignment around co-sell priorities and partner…