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Glynn Capital
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Global Alliances Manager - Infrastructure Partners

DataRobot

DataRobot

Other Engineering
Multiple locations
Posted on Thursday, May 30, 2024

Job Description:

DataRobot is the leader in Value-Driven AI, a unique and collaborative approach to generative and predictive AI that combines an open platform, deep expertise and broad use-case experience to improve how organizations run, grow and optimize their business. The DataRobot AI Platform is the only complete AI lifecycle platform that interoperates with an organization’s existing investments in data, applications and business processes, and can be deployed on prem or on any cloud environment. Global organizations, including 40% of the Fortune 50, rely on DataRobot to drive greater impact and value from AI.

DataRobot is looking for a Global Alliances Manager - Infrastructure Partners. This role is responsible for leading alliances development and go-market with key infrastructure partners for DataRobot including NVIDIA, Nutanix, Intel and other leading hardware and infrastructure software vendors. The ideal candidate will have a strong understanding of AI and data analytics space and experience working with datacenter private cloud and Edge infrastructure solutions. The role is measured on successful development of product and co-sell partnerships, GTM plans and is a quota carrying role with variable compensation tied to generating strong pipeline and revenue for DataRobot.

Key Responsibilities:

  • Develop and execute overall alliances and GTM strategy includes identifying, prospecting, and developing new business opportunities with the key infrastructure partners. It also includes developing and executing plans for how DataRobot will leverage and optimize around internal and partner alliance programs, including referral, resale and OEM opportunities.

  • Manage engagement with partner programs including marketing, deal registration and co-sell processes. It also includes coordinating with operations support teams to define processes and commercial models to execute and scale the partnership.

  • Develop and maintain executive and field relationships with key infrastructure partners. It also includes developing regional account plans and strategies to generate revenue jointly with DataRobot and partner field teams.

  • Collaborate with product and customer success teams to drive business case, product integrations, roadmap alignment and solutions development

  • Work with DataRobot infrastructure partners to develop and tactically implement GTM plans, including lead generation activities, sales motions, partner training/education, and the development of sales and services offerings.

  • Develop pipeline and revenue with close collaboration between partner and DataRobot sales teams

  • Work closely with DataRobot sales, marketing, business development leadership and customer success leadership to align Go-To-Market (GTM) activities in specific geographies and industries.

Knowledge, Skills & Abilities:

  • 10+ years experience of infrastructure and ISV alliances management experience and being part of a global partner alliances team in a quota carrying role

  • 6+ years experience establishing successful partnerships and driving co-sell, sell through and OEM motions, working with field sales teams and a track record of achieving or exceeding revenue targets

  • Expertise and strong understanding of the on premise data center infrastructure software solutions (VMware, Nutanix, RedHat, Kubernetes) and hardware vendors (HPE, Dell, Cisco etc.) is highly desirable

  • As this is an externally facing role, you will need to be able to travel at least 25%.

  • Experience with developing, and growing global partner teams and programs.

  • Experience with AI/ML, data & analytics, cloud computing and data center hardware and software solutions

  • Bachelor's Degree, MBA or an advanced degree preferred, with a technical or business focus preferred. Create thoughtful and compelling business and use cases highlighting revenue growth opportunities, entrepreneurial mentality and a strong work ethic. excellent written, verbal, and communication skills.

The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!

DataRobot Operating Principles:

  • Wow Our Customers
  • Set High Standards
  • Be Better Than Yesterday
  • Be Rigorous
  • Assume Positive Intent
  • Have the Tough Conversations
  • Be Better Together
  • Debate, Decide, Commit
  • Deliver Results
  • Overcommunicate


Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit.

All U.S. DataRobot employees must be fully vaccinated against COVID-19. If there is a medical, religious, or other legally protected reason that prevents you from receiving an available COVID-19 vaccination, and you are selected as a candidate for consideration, we have a process in place to evaluate requests for accommodation.

DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.

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