Overview At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.

Ensure all your application information is up to date and in order before applying for this opportunity. Responsibilities Strategic Partnerships: Identify, recruit, and manage strategic technology alliances, including software, to create new revenue streams and expand Cloudera’s ecosystem. Focus on identifying, onboarding, and nurturing key partners who align with Cloudera’s data platform strategy. Execute representative partner commercial models including co-sell, reseller/OEM/MSP and cloud SaaS marketplace distribution Revenue Generation: Drive revenue and generate new revenue streams through strategic alliances. Design and implement strategies that capitalize on partner synergies and expand market opportunities. Engage with field sales as stakeholders to growing revenue. Contract Management & Negotiation: Lead complex contract negotiations with partners, ensuring mutually beneficial agreements that align with Cloudera’s objectives. Collaborate with legal, finance, and operations to structure deals that optimize profitability and scalability. Cross-functional Collaboration: Work across marketing, sales, product, legal, and operations to align partnership initiatives with company goals and drive joint solutions, go-to-market strategies, and customer engagements. Financial Modeling: Develop and refine financial models to evaluate partnership opportunities and predict revenue potential, using data-driven insights to inform leadership decisions. Emerging Technologies Focus: Lead identification and development of ISV opportunities in data lineage, AI, and related software. Drive initiatives that expand Cloudera’s ecosystem and develop innovative partner value propositions. Qualifications Proven experience (10+ years) in a similar role with a focus on technology and data partnerships, particularly in data lineage and governance. Successful track record in building and managing strategic alliances that drive significant revenue growth. Experience in building and executing partner selling models (reseller, distribution, OEM/MSP, cloud marketplace). Extensive experience in contract negotiation with high-value, complex agreements. Strong financial acumen, including ability to create and evaluate financial models to support business decisions and sales operations. Solid experience in infrastructure, SaaS, or PaaS with deep understanding of cloud computing and platform ecosystems. Excellent communication and interpersonal skills with ability to influence across diverse teams. In-depth software technology knowledge and ability to integrate into business strategy. Self-starter with a results-driven mindset and ability to work independently in a fast-paced environment. Bachelor’s degree in computer science, engineering, systems, operations or related field; MBA or advanced degree preferred. This role is not eligible for immigration sponsorship Compensation and Location The expected base salary ranges for this role by location: California $185,000 - $195,000; Colorado $185,000 - $195,000; Washington $185,000 - $195,000. Please note that compensation details reflect base salary only and do not include commissions or bonuses. Salary varies by skills, experience, and location. What you can expect from us Generous PTO Policy Support work life balance with Unplugged Days Flexible WFH Policy Mental & Physical Wellness programs Phone and Internet Reimbursement program Access to Continued Career Development Comprehensive Benefits and Competitive Packages Paid Volunteer Time Employee Resource Groups EEO/VEVRAA

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