Senior Director, Alliances - RVP, Partner Account Mgmt

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Job CategoryAlliances & Channels

Job Details

Who we are.
Tableau is as much a philosophy as an amazing suite of tools. We enable people to transform data into something visual and understandable, enabling people to make important decisions based on those insights. If you are passionate about technology, but also care deeply about doing something meaningful, Tableau is the place for you. Our products have been key in helping fight Malaria, Ebola, and most recently COVID19, by providing data insights to medical professionals into where these diseases are spreading.

Location: We are open to any major U.S. metropolitan city or surrounding areas near a large, hub airport

What you’ll be doing.
Regional Vice President, Partners will strategically and tactically drive revenue, customer deployment and adoption, and renewal performance through Tableau's partners including Resellers, Regional System Integrators, and other Solution Providers such as future embedded partnerships.

As a key member of the Americas Partner Leadership team and reporting directly to the VP Americas Partners, the RVP Partners will in concert with the VP Americas Partners, architect a partner ecosystem that will take Tableau Americas to the next level of growth and customer retention across all customer segments (Enterprise, Commercial and SMB). This will require working closely with Americas’ Direct Sales Leaders to determine the right strategy for each country and customer segment, aligning resources appropriately, and then coaching and engaging the team on implementation of this strategy.

The RVP Partners will refine the current Americas partner ecosystem to engage partners across key business activities, including enablement, demand generation, sales, and customer support. This will include rolling out regional sales programs that support the Tableau sales teams to better leverage partners.

Additionally, the RVP Partners will work as an active member of the Tableau Americas Partner Leadership Team to contribute to the Americas partner strategy.

Primary Responsibilities:
Lead a vertical Partner team in the development of fiscal year ecosystem strategies in complement to the Americas strategies by Region and segment and in alignment with Sales goals by customer segment and vertical.
Coach the Partner team on strong co-selling discipline as well as holistic partner management to help ensure each partner has quality practices to serve local markets, vertical expertise to leverage, and commits to selling and implementing the full array of Tableau offerings across a customer’s needs. This position carries quota goals on resell and co-selling goals for Americas.
Management and sponsorship of the regional partner managers and mentoring and best practice sharing with peers on the Americas Partner Leadership Team.
Establish strong executive relationships with across the Tableau Americas leadership team in their vertical as well as with peers in Salesforce’s Americas Partner team and OU management to help drive synergy in market.
Inspire and lead the Americas Partner team, building a team culture of Impact, Fun, Collaboration, and Authenticity as well as Customer Success.
Recruitment: Tableau hires company builders; employees are expected to be on the constant lookout for the best talent to bring onboard, helping Tableau continue to build one of the best companies in the world. This team will continue to expand with success so having a pipeline of candidates at the ready in each Theater will be important.

Additional Responsibilities:

Values and Positive Environment Driver: Dives into both Tableau’s and Salesforce’s cultures to understand both the WHAT and HOW of our ways of working together, while ensuring a positive, solution oriented and trusting team climate. As part of this, builds trusting partnerships across our matrixed organization.

Knowledge and Skill Requirements:
Leadership and Management skills, with the ability to take ownership and responsibility for a fast moving and growing team.
10+ years of work experience in working with Resell (single and two-tier), SI, ISV, and OEM partners with active co-selling metrics (majority in software), managing a team that spans multiple geographies and verticals.
Sales and business value outcome orientation with strong problem-solving skills and acumen.
Skilled at influencing others, both externally and internally; ability to work effectively and build consensus across matrixed functional groups to achieve goals.
Ability to work as a peer to and advise Direct Sales AVPs across both Tableau and Salesforce.
Drives a culture of strong business execution and outcome orientation.
Excellent executive written and oral communication and presentation skills.
Demonstrated track record as a top Partner Sales leader for software companies across multiple regions while working at quality companies known for effective, best-practices channel organizations.
Known for high judgment, bias for action, and demonstrated ability to deliver results.
A strong track record of coaching teams on profiling, recruiting, enabling, and activating partners.
Experience with and\or deep understanding of analytics, data, databases, predictive modelling, and\or business intelligence preferred.

Accommodations

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