Director - APAC Alliances & Channels

Job Description

Posted on: 
December 4, 2023

The Director Alliances & Channels will lead efforts to design and execute revenue plans with DataRobot Partners in the APAC region to accelerate and scale the growth of DataRobot partner business.


  • Overall responsibility for all channels to market - cloud, technology ISVs, resellers, regional system integrators, and AI services consulting firms of the DataRobot partner ecosystem in APAC.
  • Establish DataRobot as the premier “top of mind” AI and Machine Learning software partner by providing a first-class partner experience, demonstrated by measurable joint pipeline and revenue.
  • Work closely with DataRobot sales, marketing, business development leadership and customer success leadership to align Go-To-Market (GTM) activities in specific geographies and industries.
  • Work with DataRobot partners to develop and tactically implement GTM plans, including lead generation activities, sales motions, partner training/education, and the development of sales and services offerings.
  • Provide consistent partner management to ensure that our partners develop their sales, pre-sales, and delivery capabilities according to DataRobot’s strategy.
  • As needed, recruit, onboard, and develop committed, capable and scalable channel and regional SI partners adhering to DataRobot’s partner qualification criteria to generate new business in existing accounts and new markets.
  • Make a notable impact within your first 90 days at DataRobot, focusing on building a solid pipeline of channel partner sourced opportunities relationship pipeline that ultimately drives significant revenue.
  • Carry a revenue quota based on net new revenue generated by partners.

Job Requirements

  • You have 5-10 years of experience in the following areas: channel leadership/management, Channel development, and enterprise sales.
  • You have demonstrated the ability to develop capable, committed, and scalable alliances and regional channels and build a significant revenue stream with them.
  • Experience driving cloud (AWS, Azure, GCP) and  technology ISVs (Snowflake, Databricks, SAP) co-sell relationships in the APAC regions strongly preferred.
  • You have a track record of building solid relationships externally with resell and services partners and internally DataRobot with sales leadership, inside/outside sales team, and presales counterparts.
  • You can create thoughtful and compelling business and use cases highlighting revenue growth opportunities.
  • You have an entrepreneurial mentality and a strong work ethic
  • You are a strategic problem-solver who can blend technology and business strategy to develop compelling plans for new partner initiatives
  • You have a strong understanding of the advanced analytics market space and an interest in Machine Learning and Data Science
  • You have excellent written, verbal, and communication skills.
  • You have excellent planning and analytical skills to carry out and measure your initiatives.
  • You have a proven track record of delivering formal and informal presentations to all levels of management.
  • You can build and maintain strong relationships with a diverse set of internal and partner constituencies (including senior-level executives, legal, finance, support, sales, and marketing experts)
  • You are not afraid of working with partners directly while driving the overall strategy.
  • You can negotiate strategically in challenging situations.
  • You can influence functional groups with a shared vision.
  • You have high energy, enthusiasm, and passion for DataRobot’s mission and growing the partner sales business.
  • Experience executing and managing OEM and Managed services partners is a plus.
  • You have a bachelor's degree or other significant business experience; MBA from a top school is preferred.
  • You are willing to travel 50% of the time.

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