Strategic Alliance Director, Global System Integrator (Tableau)

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Who we are:

Tableau is as much a philosophy as an amazing suite of tools. We enable people to transform data into something visual and understandable, enabling people to make important decisions based on those insights. If you are passionate about technology, but also care deeply about doing something meaningful, Tableau is the place for you. Our products have been key in helping fight Malaria, Ebola, and most recently COVID19, by providing data insights to medical professionals into where these diseases are spreading.

What you’ll be doing:

The Strategic Alliances Executive is accountable for the strategic and operational leadership of our partnership for North America with a Global System Integrator (GSI). They will focus on Enterprise business co-selling, customer delivery, and customer success for the customers that this GSI supports.

The ideal candidate for this position will have a proven track record in forming successful, strategic partnerships with a Global System Integrator as well as a background in direct sales in the Information Management, Business Intelligence, Business Applications and Data Warehousing space. You’ll have a successful track record from doing this in similar roles and have a strong network that you can leverage. You’re a collaborative, strategic sales professional with an eye for crafting offerings and sales plays with large SIs, driving strategic business plans and aligning to the right Enterprise accounts and Big Bets for Tableau, while ensuring deal collaboration with Tableau sales executives and Salesforce peers. As part of this position, it will be critical to bridge the Salesforce practice in partnership with Salesforce peers in addition to the Data and Analytics practice equivalent in each of these partners.

Responsibilities include.

• Staying current on the account and data and analytics strategies in North America for your portfolio and aligning that with our Tableau sales team. Documenting this in a living joint business plan that guides execution for each fiscal year.

• Helping the account shape industry-specific offerings and\or repeatable solutions with support from our Solution Engineers.

• Owning and managing the quota, pipeline and bookings across your sales portfolio and build investment cases for incremental pipeline development programs as needed.

• Leveraging your existing network of relationships to build strong cross-company deal teams in support of our direct sales Enterprise organization.

• Managing the day-to-day engagement within the account and internal account executives to help build GTM synergy and alignment.

• Be the single point of contact for the account around our Vertical and Enterprise East business – and consequently for our Sales executives across that landscape.

• Establish strong executive relationships with peers in Salesforce’s GSI team for synergy on account strategy and Big Bets.
  
  

Who you are:

• Experienced . 10+ years of working experience with Global System Integrators (GSI) in alliance management and\or co-selling (majority in software). Deep experience building, developing and growing GSI partnerships and complementary offerings across customer life cycle needs. Experience with and\or deep understanding of analytics, data, databases, predictive modeling, or business intelligence preferred.

• Leader . Skilled at influencing others, both externally and internally; ability to work effectively and build consensus across various functional groups to achieve goals. Ability to work as a peer to and advise RVPs and Account Executives as needed across both Tableau and Salesforce.

• Excellent Communicator. Strong executive communication and presentation skills, both oral and written.

• Results-Oriented. Strong business execution and outcome orientation as well as innovative solution crafting. Demonstrated track record of success in sales and account management for software companies.

• Values Driver. Dives into both Tableau and Salesforce cultures to understand both the WHAT and HOW of our ways of working together, while ensuring a positive, solution oriented and trusting team climate. As part of this, builds trusting partnerships across our matrixed organization.

• You are a Recruiter! Tableau hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world!

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