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DataHub is an AI & Data Context Platform used by over 3,000 enterprises including Apple, CVS Health, Netflix, and Visa. The company offers DataHub Cloud, a fully managed SaaS solution with AI-powered discovery, observability, and governance capabilities for data and AI asset management.
You will own DataHub's partnership strategy end-to-end, building systems that enable partners to help close deals faster, deliver complete solutions, and generate new pipeline. This is a builder role where you'll design playbooks, negotiate agreements, and manage day-to-day partner relationships that drive revenue.
You'll build and run three interlocking partnership motions:
1. Co-Sell with Hyperscalers & Technology Partners: Build a structured, repeatable co-sell playbook with AWS, Google Cloud, Azure, and other strategic partners. Register deals, introduce account executives to partner counterparts, and drive joint pursuit of opportunities. Own hyperscaler alliance relationships including specialization and co-sell scoring programs. Grow the share of deals influenced by partners.
2. Partner Certification & Fulfillment: Stand up a certification program for systems integrators and GSIs covering technical enablement, implementation, and specialized delivery tracks (compliance, migration). Build enablement content, technical training, and tiered partner scoring models. Manage relationships with a portfolio of SI/GSI partners and grow the number of certified partners who can independently deliver DataHub implementations.
3. Co-Marketing & Partner-Sourced Pipeline: Identify and prioritize target accounts using partner pipeline and joint account mapping. Plan and execute joint marketing programs from webinars to executive events. Build joint partner pages, co-branded content, and tracking infrastructure to attribute partner-sourced pipeline. Grow net new opportunities sourced through partners.
Additionally, you'll own the partnership roadmap and planning cadence, coordinate across sales, marketing, and product, negotiate and manage partnership agreements, represent DataHub at partner and industry events, and partner with technical enablement and events teams to deliver a complete partner experience.
This role reports to the Chief Marketing Officer and works closely with sales leadership, product marketing, and the technical enablement team.
REQUIREMENTS:
- 7+ years in partnerships, alliances, or channel roles at an enterprise software or data infrastructure company
- Direct experience building or scaling co-sell programs with hyperscalers (AWS, Google Cloud, Azure)
- Experience standing up SI/GSI partner programs, including certification and enablement
- Track record of turning partnerships into measurable pipeline and revenue, not just signed agreements
- Ability to operate at both strategic and hands-on levels: build a three-year alliance strategy and personally register deals in partner portals
- Strong cross-functional collaboration skills to align sales, marketing, and product around shared partner goals
- Excellent written and verbal communication skills for partner negotiations and executive reporting
NICE TO HAVE:
- Familiarity with data catalog, data governance, or metadata management space
- Experience with compliance or regulatory frameworks relevant to regulated industries
- Existing relationships within AWS, Google Cloud, or major SI partner ecosystems
