Sr. Partner Account Manager, Federal Civilian (Tableau)


July 21, 2021

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Job Category
Alliances & Channels
Job Details
Who we are...
Tableau is as much a philosophy as an amazing suite of tools. We enable people to transform data into something visual and understandable, enabling people to make important decisions based on those insights. If you are passionate about technology, but also care deeply about doing something meaningful, Tableau is the place for you. Our products have been key in helping fight Malaria, Ebola, and most recently COVID19, by providing data insights to medical professionals into where these diseases are spreading.
What you’ll be doing:
As a Sr. Partner Account Manager (PAM), you’ll be responsible for helping to drive sales of Tableau products within the Federal Civilian vertical, representing Tableau Alliances. You will develop strategic goals to drive partner success, representing Tableau to partners, and leading a joint business development planning process with partners. These partners include Tableau’s most strategic Direct Market Resellers (DMRs), Regional System Integrators (RSIs), and some Value Added Resellers (VAR). By establishing and growing business and technical relationships, and managing the day-to-day interactions with these accounts, this role will drive top line revenue growth and overall end customer adoption.
Responsibilities include...

  • Serve as a Tableau point of contact for the assigned partner organizations

  • Develop a deep understanding of partners’ business strategy and build specific Tableau growth initiatives that align to partners’ business strategy

  • Establish alignment between the Tableau Commercial Sales team and partner organization by designing and running activities such as: Quarterly Business Reviews (QBRs), joint account mapping, joint pipeline review and forecasting, solution definition, etc

  • Lead engagement in the field with both Tableau Account Executives and Partner Account Managers

  • Support sales activities webcasts, roadshows, contract negotiations

  • Drive strategic partner initiatives and partner enablement. Report results to key internal stakeholders including Marketing, Sales Teams, Product Teams and Executives.

  • Work directly with marketing to develop a channel marketing program, including enhanced partner website portal, partner product certification and training, collateral, etc.

Who you are:

  • Experienced. At least 10 years of experience, and a demonstrated track record of success, managing Partner accounts (Direct Market Resellers, Regional System Integrators, and Value Added Reseller). Experience managing Federal Civilian customers.

  • Amazing Salesperson. Proven experience as a channel thought leader who can take ownership and responsibility within a fast moving and growing team. Demonstrated success in negotiation and business development. Experience driving negotiations with key stakeholders through the Executive level.

  • Builder. Strong networking, business development, and influencing skills that translates into building commitment and driving actions across organizational boundaries.

  • Cross-Cultural Leadership. Good at influencing others, both externally and internally; ability to work effectively and build consensus across various functional groups to achieve goals. Effective in a dynamic environment, comfortable with environments lacking full definition, willing to take risks.

  • Results-oriented. A demonstrated track record as a top performer throughout your career.

  • A True Team Player. Ability to strategically identify and build relationships with appropriate partners.

  • Excellent Communication. Outstanding communication and presentation skills, both oral and written.

  • You are a Recruiter! Tableau hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world!

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