Senior Partnership Account Manager

We're looking for a talented Senior Partner Account Manager to drive business through SAP Solution Extension (SolEx). This highly collaborative role involves identifying growth opportunities and aligning them with Collibra’s Field Sales team. You will work across field and cross-functional teams, including sales, marketing, customer engineering, enablement, and product management, to manage, develop, and grow Collibra’s customer base with SAP.

Responsibilities

• Serve as the primary point of contact for the field sales team for all SAP-related activities in a dedicated region.
• Develop relationships with Collibra field sales and SAP teams, supporting partner activities that identify new business, expand existing business, or support renewals of existing customers.
• Act as the Collibra point of contact for SAP, helping to develop relationships across SAP, improve their Collibra sales and technical skills, and identify and prioritize Collibra opportunities across your territory.
• Collaborate with SAP to identify target accounts, conduct joint account mapping, account planning, QBRs, define and position solutions, and perform joint pipeline reviews and forecasting.
• Support sales and marketing activities, including webcasts, roadshows, and contract negotiations.
• Travel within your region to support and develop your SAP territory, with limited potential travel to the US or EMEA for Collibra activities.

Requirements

• 10+ years of software experience with a proven track record in managing, recruiting, onboarding, and developing partner relationships.
• Ideally, direct solution sales or consulting experience and knowledge of SAP Business Data Cloud technology and field setup.
• Experience driving sales with SAP, enabling SAP for success, and supporting partner marketing activities.
• Familiarity with SAP product categories, nomenclature, and organizational structure.
• Prior experience with SaaS solutions in data governance, data management, analytics, or business intelligence preferred.
• History of building collaborative relationships with partners; ability to grow existing relationships and build new ones.
• Bachelor's Degree with a technical or business focus preferred.
• This position is not eligible for visa sponsorship.
• Must be a US citizen residing on US soil due to US government support requirements.

Skills

• Comfortable engaging across all levels of an organization and influencing executive stakeholders, both internally and externally, to achieve goals.
• Able to present effectively to partners, customers, and internal stakeholders.
• Strong communication skills via multiple channels (verbal, written) with technical and non-technical staff across internal and external stakeholders.
• Sales and business development driven mentality with a successful track record of revenue goal achievement.
• Supportive and collaborative across all parts of an organization.
• Able to adapt and engage across multiple topics, teams, customers, and partners.
• Interest in data and being part of a team focused on the importance of data for customers.
• Familiarity with the need for data management and/or data governance for larger organizations.

Measures of Success

• First month: Establish working relationships with Collibra field sales account executives across your region, gain a solid understanding of the SAP Solution Extension (SolEx) model, and develop familiarity with the current SAP partner landscape, existing pipeline, and key accounts in your territory.
• Third month: Establish yourself as the primary Collibra point of contact for SAP in your region, actively engage in joint account mapping and pipeline reviews with SAP, and support field sales with partner activities that identify new business, expand existing accounts, or support renewals.
• Sixth month: Drive measurable revenue contributions through the SAP SolEx partnership, build strong collaborative relationships across both Collibra and SAP teams, and consistently track toward regional revenue targets with a clear plan for growing the SAP-sourced pipeline.

Pay

The standard base salary range for this position is $168,000 - $210,000 per year. This position is eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including experience, skills, and location.

Benefits

• Competitive total rewards package, including bonus potential and equity for eligible roles.
• Flex Fund monthly stipend.
• Pension/401k plans.
• Flexible benefits program supporting diverse needs, interests, and life goals, including health coverage and time off.