Principal Partner Specialist

We are looking for a hardworking, innovative Cloud Partner Specialist with great energy, passion, and initiative to channel new business for the fastest growing and most popular database on the planet, the company.

The Cloud Partner Specialist will lead the strategic pursuit and will be the deal maker across Microsoft & the company, with the remit of owning the end-to-end relationship and driving large-scale transformation opportunities across the customer base. The role will be supported by Microsoft & the company Sales Leadership, Solution Architects, Marketing and Sales Operations all geared towards the success of the individual.

This individual will own the Go-to-Market (GTM) strategy with Microsoft in the US, and will be responsible for generating incremental pipeline via our cloud partnerships, growing deal size and accelerating sales cycle and closing business leveraging our partner programs. Must be located in the US. We are looking to speak to candidates who are based in New York City, New Jersey and Austin, TX for our hybrid working model.

• Build & leverage executive-level relationships between Microsoft & the company to create and close business
• Proactively prospect, identify, qualify, and develop a sales pipeline to and through our cloud partners
• Report to the Head of Global Cloud for Microsoft
• Drive large and strategic deals in partnership with the company field sales, partners, and Microsoft Cloud sales teams
• Interlock with the Microsoft Cloud Program team for backup, support, and pipeline generation
• Own quota for generating new business and uncovering new workloads/logos via cloud partners
• Generate strategic joint pipeline with Microsoft and support direct sales force on defined end-user sales pursuits
• Forecast co-sell net ARR (Annual Recurring Revenue) and source new workloads by cloud partners to sales leadership on a weekly basis

• 8+ years experience in a quota‑carrying direct strategic sales or partner/channel sales, ideally with experience co‑selling with hyperscalers
• Solid experience in generating pipeline
• Experience working in a heavy sales matrix model
• Relevant experience and knowledge of open source, enterprise software apps, SaaS, database, or cloud computing
• Excellent verbal, written, and presentation skills
• Proven ability to drive complex sales cycles, demonstrating multiple stakeholder management
• Experience developing successful and scalable technology partnership programs
• Ability to engage & influence C‑Level executives
• Consistent over‑achiever mentality

• Base salary range: $129,600 – $162,000 USD for U.S.
  
  -based candidates
• Equity and participation in employee stock purchase program
• Flexible paid time off
• 20 weeks fully-paid gender‑neutral parental leave
• Fertility and adoption assistance
• 401(k) plan
• Mental health counseling
• Transgender‑inclusive health insurance coverage
• Health benefits offerings

the company, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.