Partner Sales Manager - EMEA

Job description

#### **About Us** Acceldata is the market leader in Enterprise Data Observability. Founded in 2018 and backed by top investors including Insight Partners, March Capital, Lightspeed, Sorenson Ventures, Industry Ventures, and Emergent Ventures, we are a Series-C funded company headquartered in Silicon Valley. Our Enterprise Data Observability Platform—the first of its kind—helps enterprises build and operate world-class data products by ensuring data is reliable, trusted, and ready to power today’s most critical technologies, including AI, LLMs, Analytics, and DataOps. Delivered as a SaaS solution, Acceldata is trusted by leading global organizations such as HPE, HSBC, Visa, Freddie Mac, Manulife, Workday, Oracle, PubMatic, PhonePe (Walmart), Hershey’s, Dun & Bradstreet, and many more. ### Position Summary We are seeking a results oriented Partner Manager to recruit, build, and scale revenue generating partnerships across the EMEA region, spanning resellers, regional systems integrators (RSIs), and cloud hyperscalers (AWS, Google Cloud, and Microsoft Azure). This role is responsible for driving partner sourced and partner influenced revenue across EMEA, onboarding and enabling partners to sell Acceldata, and creating repeatable joint go to market motions. You will work closely with Sales, Sales Engineering, Marketing, Product, and Cloud Partner teams to ensure partners are positioned, trained, and actively contributing to pipeline and closed won revenue. ### We’re looking for someone who can: ### Partner Recruitment, Onboarding, and Enablement - Identify, recruit, and onboard high impact resellers and regional system integrators across EMEA aligned to Acceldata’s ICP and go to market strategy. - Lead partner onboarding programs including training, certifications, sales enablement, demo access, and joint positioning. - Ensure partners understand Acceldata’s value proposition, target use cases, competitive differentiation, and deployment models. - Act as the primary point of contact for assigned partners and serve as a trusted advisor for both sales and delivery teams. ### Joint Opportunity Creation and Pipeline Management - Proactively drive joint opportunity creation with partners through account mapping, joint planning, and coordinated prospecting. - Support partners through the full sales cycle, from opportunity identification and qualification through deal strategy, technical alignment, and close. - Track partner sourced and partner influenced opportunities in Salesforce, maintaining pipeline hygiene, forecasts, and reporting. - Collaborate closely with Acceldata sales teams to align on territory strategy, account ownership, and deal execution. ### Hyperscaler Partnerships and Marketplaces - Build and manage field level relationships with AWS, Google Cloud, and Microsoft Azure partner teams across EMEA. - Drive co-sell motions and pipeline through hyperscaler partner programs and marketplaces. - Support marketplace transactions and help partners leverage cloud incentives, funding programs, and co-marketing opportunities. - Align Acceldata’s partner strategy with hyperscaler priorities and customer modernization initiatives. ### Product and Industry Expertise and Demonstration - Maintain a strong understanding of Acceldata’s platform, including data observability use cases across modern and legacy data architectures. - Confidently articulate Acceldata’s value to partner sales, technical, and executive audiences. - Support and, when needed, deliver partner facing demos, whiteboard sessions, and architecture discussions in collaboration with Sales Engineering. - Stay informed on industry trends, competitive solutions, and partner ecosystem dynamics across EMEA to guide joint strategy. ### Cross Functional Collaboration - Work closely with Sales, Sales Engineering, Marketing, Product, and Customer Success to ensure partners are aligned and successful. - Provide field feedback to inform partner programs, enablement content, and product roadmap priorities. - Support partner marketing initiatives including events, webinars, workshops, and executive briefings. ### What makes you the right fit for this position? - 7+ years of experience working with channel partners, resellers, RSIs, and/or hyperscaler partner ecosystems in enterprise software, ideally with coverage across the EMEA region. - Proven experience onboarding, enabling, and scaling partners to generate pipeline and revenue. - Demonstrated ability to track partner opportunities and actively help partners close deals. - Experience working with AWS, Google Cloud, and/or Microsoft Azure partner programs and co-sell motions. - Excellent verbal and written communication skills with the ability to clearly articulate complex, value driven, and architectural concepts. - Strong organizational skills with experience using Salesforce and partner related sales tools to manage pipeline and forecasts. - Ability and willingness to work in a fast paced, high growth, and collaborative team environment. - Comfort working with sales leaders, technical teams, and partner executives. - Ability to travel up to 50% across the EMEA region to meet with partners, customers, attend trade shows, and support joint field activity. - Willingness to work outside standard business hours when necessary to support critical customer and partner facing initiatives across time zones.