Director of Cloud Partnerships

Director of Cloud Partnerships

Location: Seattle, US

Employment Type: Full-time

Join Litmus to support one of the biggest customer transitions in the past 20 years.

For the past 2 decades, industrial customers have been focused on digitizing their operations. For most companies, this has resulted in disconnected data silos that have provided limited insight into improving operations across heterogeneous sites. With the recent and accelerated development of AI, now customers have an opportunity to truly unlock insight from their data.

If this proposition excites you more than scares you, you may be a good candidate. If you come up with more answers than questions, you may not be thinking big enough. If a mission of change is not top of mind for you, you may want to look at something else!

In this role, you will work with Microsoft, Databricks and Snowflake to accelerate our joint customers’ digital transformation journey. You will set the North Star for how to align on key accounts, co-sell with their field teams, development and execute GTM plans, and track and deliver on key metrics. You are the change maker.

Some key questions you’ll need to answer, and re-answer, over the next few years:

• How best to align with each Cloud AI partner to accelerate customer adoption and deployment? This will vary by partner, geography, industry and potentially even the use case.
• How do we leverage both partner HQ and field sales teams to accelerate growth? This might include co-sell plans, GTM plans, incentives, etc.
• Are our product road maps aligned and are we maximizing our product integration that ensures the best customer experience and performance?
• How do we differentiate our offering and value proposition for each partner so that we are the preferred solution to deliver against their goals?
• Who are key SIs/GSIs critical to execution?

The role is a blend of strategic decision making and tactical execution. You get to make the decisions, implement them, and then live with the outcomes…both good and bad. For the good outcomes, you’ll scale them globally. For the bad outcomes, you’ll learn, adjust and iterate.

How do we define success in this role?

• ARR – deals they work on with us, either through co-selling and/or marketplace

• Customer success stories – working with marketing team to publish public case studies that highlight the implementation and ROI outcomes

• Experience:
• 8+ years of experience in business development and/or partner ecosystem management
• Proven expertise in business plan development, GTM and co-selling with partners
• Experience with PRM and CRM systems to manage cross-functional operations, automation, and reporting.
• Skills:
• Strategic thinker with a passion for innovation and a deep understanding of manufacturing industry’s challenges and opportunities
• Strong understanding of manufacturing industry processes, Industry 4.0 concepts, IIoT, and AI
• Deep knowledge of joint solution development and messaging with partners
• Business Acumen:
• Strong understanding of Enterprise software sales cycles, customer lifecycle, and partner business models.
• Ability to think strategically and implement scalable processes that drive revenue growth.
• Ability to manage sometimes conflicting partner priorities across geographies and industries
• Communication Skills:
• Excellent interpersonal and communication skills with the ability to present complex data and concepts to both technical and non-technical stakeholders.
• Strong problem-solving skills with a proactive, solution-oriented mindset.
• Project Management:
• Ability to manage multiple projects simultaneously with a focus on delivering results within deadlines.
• Strong organizational skills and attention to detail.

Preferred Qualifications:

• Education: Undergraduate degree in engineering, computer science, or related fields. MBA or advanced degree preferred.
• Experience: Experience working with fast growing enterprise sales teams within a large or midsize enterprise; startup experience a plus

This role reports to the VP of Partnerships and will require lots of curiosity, internal cross team alignment (e.g., customer success, sales, marketing, product), extensive partner interaction, and regular customer engagement to validate outcomes. Estimated travel is 25% for partner visits, trade shows, and internal events.

***Remote workers may be considered