Partner and Alliance Manager

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CARTO

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2012

📦 Logistics

💼 Consulting

🏥 Healthcare

Logistics • Consulting • Healthcare

CARTO is a leading platform in modern spatial analytics built for the cloud. It provides businesses with advanced tools for analyzing, visualizing, and developing spatial data at unlimited scales, utilizing major cloud platforms such as BigQuery, Snowflake, Databricks, and Azure. CARTO offers a wide range of capabilities including data visualization, powerful analytics with a visual workflow design tool, and enriched data through a variety of industry solutions. They also provide AI-powered spatial insights to boost productivity, along with accelerated, scalable app development using their APIs and development toolkit. CARTO’s platform is particularly valuable for sectors such as telecommunications, logistics, real estate, financial services, and healthcare, assisting in tasks like network deployment, market analysis, and fraud detection. It is trusted by leading companies across the globe for cloud-native analytics without limits.

📋 Description

• Build a named North American integrator portfolio by activating priority partners, moving them into production, and driving qualified opportunity volumes. • Develop partners into selling practices through technical enablement, joint solutioning, co-selling, independent selling and delivery. • Support sales-led demand activities including roundtables, client events and technical workshops. • Negotiate reseller, OEM and partner instance terms and propose margins and discounts within approved bands. • Own deal registration, rules of engagement with direct sales, and channel conflict resolution. • Maintain CARTO’s North American cloud alliances with Snowflake, Google Cloud, Databricks, Oracle and AWS. • Co-sell with cloud field teams, develop integrator opportunities, handle marketplace transactions and manage partner funding requests. • Qualify partner-originated opportunities using MEDDPICC and maintain Salesforce partner records and sourced-versus-influenced attribution. • Forecast expected results for the current and following quarter. • Represent partner needs across Sales, Solutions Engineering, Marketing, Customer Success, Product and Engineering.

🎯 Requirements

• 6 to +10 years in partnerships, channel or business development, ideally in a System Integrator focused on B2B SaaS, data and analytics, or geospatial. • Demonstrable sell-through revenue through resale, OEM, embedded or partner-delivered models, not solely referral or co-sell attainment. • Track record of building a delivery practice inside a partner from technical enablement through independent selling and delivery. • Experience with global integrators such as Deloitte, Capgemini, Accenture and Slalom, and with specialist data and geospatial integrators. • Fluency in margin models, discount bands, deal registration, rules of engagement and channel conflict. • Working knowledge of partner programs across Snowflake, Google Cloud, Databricks, Oracle and AWS. • Comfort with MEDDPICC or an equivalent methodology and credibility to hold partners to it. • Strong North American market knowledge. • Spatial analytics or GIS experience strongly preferred. • Public sector exposure is a plus. • Ability to use AI to scale personal output and demonstrate how. • Collaborative working style across a global partner team with overlapping remits. • Must be based on the US East Coast or in a time zone offering equivalent daily overlap with the Global Partner Director and EMEA-based partner team; candidates outside the US meeting the overlap requirement will be considered.

🏖️ Benefits

• Competitive compensation and stock options • Private medical insurance • Flexible remote work culture • A truly global, diverse team • The chance to build a channel business, not inherit one