The Role:As Partner Development Manager, you will deliver on our strategy to build mindshare and adoption of ThoughtSpot's Search & AI-Driven analytics platform in your market(s). This is a sales-focused role. You will be responsible for driving top-line revenue and end-customer success by building and managing a network of partners and engaging through/with them to win new customers and expand business with our existing customers.
You will leverage AI and advanced analytics to identify high-value partner opportunities, optimize joint go-to-market strategies, and enable data-driven decision-making across the partner ecosystem. The ideal candidate has a business background that enables engagement at the CXO level, a sales background to interact confidently with enterprise customers and field sales teams, and a deep understanding of partner business models. You should have a demonstrated ability to think strategically about business, product, and technical challenges, and the ability to build and convey compelling, AI-enhanced value propositions.
What You'll Do:- Create Joint Field Engagement Strategy: Collaborate with Hyperscalers, ISVs, and Global & Regional Systems Integrators (GSIs) using AI-driven insights to prioritize accounts, map opportunities, and generate incremental value for both ThoughtSpot and the Partner(s).
- Onboard and Manage Partners: Recruit and manage key strategic SIs and technology partners using a combination of outbound, inbound, and AI-assisted partner identification tactics.
- Build Governance Models: Develop partner governance models with clear goals and metrics, leveraging AI tools to track performance, forecast impact, and inform investment decisions.
- Develop Go-to-Market Programs & Joint Solutions: Design joint offerings with partners that create market differentiation and sales opportunity, using AI to uncover unmet needs and accelerate adoption.
- Enable Internal Processes: Work with Sales Ops, Finance, Legal, and Partner Programs to build AI-informed internal processes that maximize partner effectiveness.
- Act as the Connector: Serve as the single point of contact between ThoughtSpot field teams and partner field teams on current, pipeline, and future account opportunities, using AI-enabled analytics to guide prioritization and collaboration.
- Drive Revenue: Meet or exceed quarterly and annual revenue targets, using AI insights to optimize partner engagement and sales outcomes.
What You Bring:- 7+ years of experience managing Strategic Partnerships and Technology Alliances, ideally with experience in the data & analytics ecosystem (AWS, GCP, Snowflake, Databricks, dbt, Tableau, Slalom, Accenture, etc.), experience with resellers for SaaS is a plus
- Strong understanding of the power of technology partnerships and ability to drive partner-led sales with AI-augmented insights.
- Demonstrated success in scaling organizations and connecting with stakeholders at all levels.
- Proven ability to contextualize the value of partnerships to executives, excite managers, and incentivize salespeople, using data-driven and AI-supported strategies.
- Experience working cross-functionally within large organizations, including direct and channel marketing, product management, and account management teams.
- Strong familiarity with decision-making processes in enterprise customers, enhanced by AI tools for predictive insights and opportunity prioritization.
- Experience engaging and influencing C-level executives, presenting complex concepts clearly and persuasively.
- Excellent communication and presentation skills, both written and verbal, with the ability to incorporate AI-generated insights and analytics into compelling narratives.
Hybrid Work at ThoughtSpotSpotters are expected in-office 3 days per week to experience the energy of their local office. This approach balances the benefits of in-person collaboration and peer learning with the flexibility needed by individuals and teams.
The pay range for this role is:
168,021 - 240,030 USD per year (US - Chicago)
186,690 - 266,700 USD per year (US - Mountain View)
