Public Sector Channel Manager

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We're Ushering a New Era of Data Participation. Interested?

We’re shaping the way companies manage data by helping customers connect the right data, insights, and algorithms for all Data Citizens. When everyone across the organization is enabled with data, true transformation can take place. We are building a team of exceptional people to help us deliver on that promise. If you are interested in a career at the leading edge of technology, we look forward to hearing from you.

How you'll make an impact at Collibra:

As a result of Collibra’s continued success and global growth, we're looking for a talented and experienced Public Sector Channel and Partner professional to manage, develop and grow Collibra’s partner network. You will be responsible for developing and implementing the strategy, recruiting partners and driving business with our existing partners, distributors, system integrators (SIs), global system integrators (GSIs) and strategic technology partners across the region. This is a highly collaborative role as you will be identifying the relevant growth opportunities and aligning them to our Field Sales team in the Public Sector. In support of Channel, SI and Technology partnerships, you will work across Collibra marketing, customer success, product management as well as the field sales teams.

In addition to being responsible for partner relationships in support of our Public Sector sales team, you will also be responsible for developing strategy and then executing that strategy across system integrators, resellers, and technology partners in support of the Public Sector business. This will include working with existing partners and identifying new partners to develop relationships with.  Experience working with Carahsoft is a strong plus.

Location: Washington, D.C. Metro Area

Public Sector:  Federal, State and local governments, Education, Aerospace and Defense

A day in the life of a Public Sector Channel Manager at Collibra:

You’ll be reporting directly to the SVP of Public Sector and will be responsible for a wide range of tasks, including:

  • The Collibra Business Development point of contact for the field sales team in Public Sector -  developing internal relationships with the field sales and pre-sales teams, facilitating relationships between the sales team and resellers/SIs/technology partners in region, and supporting partner activities that identify new business, expand existing business or supports renewals of existing customers. 
  • Collibra point of contact for reseller, distributors and SIs in the region - helping to develop our relationships across existing SIs as well as identifying and prioritizing SI's across your territory.
  • Developing a deep understanding of your  business strategy and defining specific Collibra growth initiatives that allow us to drive greater mindshare with these partners.
  • Increasing sales through these partners by identifying target accounts, joint account mapping, account planning, QBR's, defining and positioning our solutions, joint pipeline reviews and forecasting.
  • Leveraging your relationships within these partners to further expand our executive level engagement, aligning these senior stakeholders to Collibra’s senior leadership teams across the regions.
  • Supporting sales activities, webcasts, roadshows, contract negotiations and developing contract vehicles with our partner ecosystem.
  • Reporting results to key internal stakeholders including Marketing, Sales Teams, Product Teams and Executives.
  • Travelling within your region to support and develop your partners.
  • Traveling on a limited basis within the US and potentially globally for Collibra organization activities.
You Have:
  • Who You Are…Experienced. You have 15 plus years of software, Public Sector channel sales experience, and have a proven track record in successfully managing, developing, recruiting and onboarding Partners. Ideally, you also have some direct solution sales or consulting experience.
  • Performer. Significant experience in driving sales with partners, enabling partners for success and successful customer adoption of SaaS solutions.
  • Domain Expertise in Public Sector.  Prior experience with SaaS solutions in data governance, data management, analytics or business intelligence preferred.
  • Relationship Builder. History of building collaborative relationships with partners; ability to grow existing relationships and build new ones.
  • Self-Starter. Willing to go the extra mile with a strong work ethic; self-directed and resourceful; ability to drive key initiatives internally or externally.
  • Leader. Exceptional leadership skills: driver of key initiatives and motivator of people especially cross-functionally
  • Excellent Communicator. You know what to say, and more importantly how to say. You're comfortable talking across all levels of an organization and are able to influence executive stakeholders, both internally and externally, to achieve goals. Comfortable presenting to partners, customers and internal stakeholders.
  • Energetic and Collaborative. Are able to bring energy and enthusiasm to your partner, Collibra and customer relationships. You easily work across sales, technical and business teams.
  • You're a Recruiter! Collibra hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring on board, to help us continue to build one of the best companies in the world.
  • Bachelor's Degree with a technical or business focus preferred.

 

What you can expect from us:
  • Competitive compensation, and private company equity 
  • Inclusive benefits package allowing enrollment of dependents and partners
  • A flexible culture that understands the importance of quality of work over quantity
  • An opportunity to work with a diverse, global community of 600+ Collibrians across 18 countries, united by our value of open, direct, and kind
  • A culture of company-wide collaboration and shared success. 
  • Company supported and employee driven resource groups that promote diversity, career development and empowerment
  • Learning and development programs to advance your career and personal growth
  • Corporate social responsibility initiatives with global reach
  • Regular recognition, feedback, and open communication across all levels
  • Team building, bonding, mentorship and support to grow confidence, trust and friendships
  • Fully stocked kitchens, biweekly catered lunches, and regular social events for when we get back to the office. Until then, we’re finding new ways to stay connected and engaged.

*At Collibra, we’re focused on building a world-class company and culture, and that starts with the people we hire.  We take pride in being an equal opportunity employer, and consider qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class.*


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Location

FiDi’s rich history is the perfect backdrop to keep us humble without stifling the innovation that our new office inspires. And commuting is a breeze!

An Insider's view of Collibra

What’s the vibe like in the office?

There are a lot of options for when I want to be “distracted” from my work. The office has an amazing mix of personalities that blend together very well. It’s great to have exposure to the individuals who started this company, as well as the rest of the c-suite employees. The office is collaborative so it feels like your opinion actually matters.

Akil

Sales Development Representative

How do you collaborate with other teams in the company?

Cross-team collaboration within Collibra is integral to my position. As an FP&A Analyst, I act as a financial advisor to co-workers across different teams to ensure business decisions and their corresponding impacts help achieve not just Collibra’s business goals, but Collibra’s financial goals as well.

Billy

FP&A Analyst

How has your career grown since starting at the company?

Back in the summer of 2016, I started working at Collibra as an SDR. Fast-forward just two years, and not only have I had the opportunity to create a new account executive role, but I'm now the global sales leader for that team! Collibra is growing fast and there are loads of exciting opportunities available to those who want to work for it.

Jonelle

Manager, Junior Account Executives

What makes someone successful on your team?

The customer advisory management team looks for people who are determined to drive value for our customers. They’re people who build strong relationships, identify challenges, and love to find solutions. It’s why our customers love us!

Alexis

Manager, Customer Advisory Management

What are Collibra Perks + Benefits

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Group brainstorming sessions
Open office floor plan
Diversity
Unconscious bias training
Mean gender pay gap below 10%
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Performance Bonus
Child Care & Parental Leave Benefits
Flexible Work Schedule
Family Medical Leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Stocked Kitchen
Some Meals Provided
We provide bi-monthly lunch following our all-hands meetings.
Happy Hours
Happy hours are hosted Once per month.
Recreational Clubs
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Online course subscriptions available
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