GSI Lead - EY & Deloitte

at Confluent in Springfield, Illinois, United States

Job Description

With Confluent, organizations can harness the full power of continuously flowing data to innovate and win in the modern digital world. We have a purpose that drives us to do better every day – we’re creating an entirely new category within data infrastructure – data streaming. This technology will allow every organization to create experiences and use the power of data in ways that profoundly impact the way we all live. This impact is our purpose and drives us to do better every day.

One Confluent. One team. One Data Streaming Platform.

Data Connects Us.

About the Role:

We are seeing a significant increase in the partner ecosystem’s interest globally and specifically with our GSIs to work with Confluent. We are looking for a Global Account Manager to run our EY & Deloitte partnerships; and to join the team to develop a comprehensive strategy with select partners, drive pipeline through strategic initiatives, build skills and capabilities and be a force multiplier for scale and growth of our data streaming platform across our strategic partners.

A Global Account Manager at Confluent is a business leader responsible for building and nurturing relationships with EY & Deloitte to drive joint sales opportunities and expand Confluent’s market reach through joint business planning and execution. This role involves leading and setting strategy with selected GSIs, and this individual would own the end-to-end partner business planning, governance, and sales execution in collaboration with sales team members and executives, ensuring mutual growth and success within Confluent’s partner ecosystem.

What You Will Do:

+ Candidate will be responsible for building the global Confluent partnership with EY/Deloitte that includes: executive sponsorship/cadence, 3 yr business plan and vision, solution development, sales targets, enablement, and marketing execution

+ Develop and world class business plans with associated QBR governance & exec sponsorship with partners to include committed targets & shared metrics.

+ Manage potential conflicts and develop aligned approaches and resolutions at Executive levels

+ Run Global Pipeline calls , Bi-weekly Alliance Cadence call and Governance

+ Lean on established trust based relationships with key executives in GSI’s to open new opportunities and fast track joint business

+ Execute through a framework of governance by conducting periodic pipeline reviews, QBR/monthly business reviews and KPI/Metrics for progress made.

+ Work closely with the sales and marketing teams to create partner development strategies, sourced opportunities, revenue growth, market expansion, and increased net new logos

+ Work strategically to identify new industry specific ‘use cases and solutions’

+ Build a target account list and drive a co-sell strategy by aligning sales teams of partner and Confluent

+ Work with the Global Partner teams to manage the field execution while triangulating GSI strategy with CSP’s. Drive and Manage Geo Partner Managers and Territory Partner Managers for seamless execution

What You Will Bring:

+ Established operational relationships within the Global SI community (EY & Deloitte preferred)

+ 10+ years of related experience in partner sales, business development, and/or partner development

+ Track record of consistent quota attainment & over achievement

+ Strong executive presence and ability to influence senior executives

+ Strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.

+ Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessary.

+ A strong background in sales or alliance partnerships gained within the Cloud/SaaS space, managing multi-million-dollar deals

+ Demonstrable track record of achieving and exceeding targets whilst managing a small number of large accounts or alliance partners, ideally with a next-generation software company

+ Familiarity with GCP, Azure, and/or AWS offerings and GTM approach. OEM is a plus.

+ A self-starter mindset with a strong sense of urgency and passion as an advocate of the partner ecosystem.

+ Experience with negotiating large and complex deals with industry leaders.

Come As You Are

At Confluent, equality is a core tenet of our culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. The more diverse we are, the richer our community and the broader our impact. Employment decisions are made on the basis of job-related criteria without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by applicable law.

At Confluent, we are committed to providing competitive pay and benefits that are in line with industry standards. We analyze and carefully consider several factors when determining compensation, including work history, education, professional experience, and location. This position has an annual estimated salary of $RANGE – $RANGE, a competitive equity package and is also eligible for additional commission and/or bonus pay. The actual pay may vary depending on your skills, qualifications, experience, and work location. In addition, Confluent offers a wide range of employee benefits. To learn more about our benefits click HERE (https://confluentbenefits.com/) .

Click HERE (https://www.confluent.io/legal/confluent-candidate-privacy-notice/) to review our Candidate Privacy Notice which describes how and when Confluent, Inc., and its group companies, collects, uses, and shares certain personal information of California job applicants and prospective employees.

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