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Join to apply for the Partner Sales Manager - Dell role at Canonical

3 days ago Be among the first 25 applicants

Join to apply for the Partner Sales Manager - Dell role at Canonical

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Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

The company is founder led, profitable and growing.

We are hiring a Partner Sales Manager to be a key contributing team member within the growing Dell alliances organization. Large OEM or Independent Hardware Vendor (IHV) brands - Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more - are major partners for Canonical. These companies build software-defined solutions to capitalize on global open source mandates and associated macro trends. Canonical's flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their aspirations. Canonical represents the best platform for rapid open source innovation.

Reporting to the Senior Director of Global Alliances - Dell, the Partner Sales Manager will work closely with Dell and Canonical teams in various geographies to enable Dell teams, generate and transact opportunities, drive a Canonical agenda within Dell, and achieve targeted results. They are responsible to build trusted relationships with Dell, increase Canonical market share and attach rate, evangelize the partnership and drive business interactions from across persona - from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director.

The role entails

• Build strategic relationships and enable Dell teams on the partnership
• Build pipeline and transact opportunities through Dell
• Grow Dell's awareness of open source capabilities on Canonical Ubuntu
• Demonstrate a deep understanding of the Linux and cloud software ecosystem
• Deliver on targets, objectives and provide a voice of the partner
• Travel regularly - sometimes internationally - to drive partnerships in person
• Align and support internal canonical field teams - identify, support, grow, transact
• Expand existing footprint with Dell customers with an aim to upsell to broader portfolio
• Support and contribute to broader strategy, initiatives and key campaigns as defined by the Senior Director
  
  

• Experience in alliance or indirect sales management roles
• Autonomous, disciplined, hands-on, get-it-done mentality
• Ability to capture customer requirements, evaluate gaps, identify and create opportunities
• Passionate about Ubuntu products and mission
• Comfortable in fast-paced and high pressure environments with measurable goals
• Experience with Linux, virtualization, containers, and other cloud technologies
• Excellent communication and presentation skills
• Team player with superior accountability and customer support skills
• Credibility and working knowledge of Dell - its products, go-to-market motion, and field
• Experience managing cross-functional teams and track record of operational excellence
• Willingness to travel up to 4 times a year for internal events
• Hands on experience with SalesForce.com and Google Suite a plus
  
  

• Distributed work environment with twice-yearly team sprints in person
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Team Member Assistance Program & Wellness Platform
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long-haul company events
  
  

• Seniority level Mid-Senior level

• Employment type Full-time

• Job function Sales and Business Development
• Industries Software Development

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Responsibilities
About the Team
Our team is dedicated to elevating the level of cybersecurity to fully support Bytedance as well as our clients' digital journey. We aim high at building the next-generation cybersecurity.

Rooted from years of practical experience in the enterprise security domain within ByteDance, the team now runs as a business. We provide a comprehensive set of security capabilities to help our clients develop a Zero Trust Network Access (ZTNA) architecture with simplicity and convenience. The team is agile, efficient and open. Your idea matters.

We are expanding to Southeast Asia markets. Join us, and be part of the excitement of making a real difference.

Job Responsibilities
1. Develop joint business plans and success metrics with key partners.
2. Provide partners with training, tools, and resources to effectively position and sell our solutions.
3. Drive joint demand generation campaigns and support partner-led opportunities through the sales cycle.
4. Monitor partner performance against revenue targets and pipeline metrics.
5. Maintain accurate records of partner activities and forecast partner-driven sales opportunities.
6. Collaborate with direct sales, marketing, product, and technical teams to support partner success.
7. Act as the voice of the partner internally to influence strategy, product development, and support needs.
8. Stay current on industry trends, emerging threats, and competitive landscape to inform partner strategy.

Qualifications
Minimum Qualifications
1. Bachelor’s degree in Information Technology or Business related fields.
2. Minimum 5 years of experience in partner/channel sales
3. Proven track record of achieving channel sales targets and building successful partner ecosystems.
4. Strong understanding of cybersecurity technologies and the enterprise IT landscape.
5. Excellent communication, negotiation, and relationship-building skills.
6. Ability to work independently and thrive in a fast-paced, dynamic environment

Preferred Qualifications
1. Proven track record in partner sales work for Security/IT products.
2. Understand the technical principles of endpoint security, remote working, zero trust, data leakage prevention, Intranet access and so on
3. Comfortable with a fast-paced and ambiguous "startup" environment.

About Us
Founded in 2012, ByteDance's mission is to inspire creativity and enrich life. With a suite of more than a dozen products, including TikTok, Lemon8, CapCut and Pico as well as platforms specific to the China market, including Toutiao, Douyin, and Xigua, ByteDance has made it easier and more fun for people to connect with, consume, and create content.


Why Join ByteDance
Inspiring creativity is at the core of ByteDance's mission. Our innovative products are built to help people authentically express themselves, discover and connect – and our global, diverse teams make that possible. Together, we create value for our communities, inspire creativity and enrich life - a mission we work towards every day.
As ByteDancers, we strive to do great things with great people. We lead with curiosity, humility, and a desire to make impact in a rapidly growing tech company. By constantly iterating and fostering an "Always Day 1" mindset, we achieve meaningful breakthroughs for ourselves, our Company, and our users. When we create and grow together, the possibilities are limitless. Join us.
Diversity & Inclusion
ByteDance is committed to creating an inclusive space where employees are valued for their skills, experiences, and unique perspectives. Our platform connects people from across the globe and so does our workplace. At ByteDance, our mission is to inspire creativity and enrich life. To achieve that goal, we are committed to celebrating our diverse voices and to creating an environment that reflects the many communities we reach. We are passionate about this and hope you are too.

• Seniority level Not Applicable

• Employment type Full-time

• Job function Sales and Business Development
• Industries Technology, Information and Internet

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Johor Baharu, Johore, Malaysia 3 days ago

Johor Baharu, Johore, Malaysia MYR6,000.00-MYR10,000.00 5 days ago

Johor Baharu, Johore, Malaysia 4 days ago

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Join to apply for the Partner Sales Manager APAC role at SEON

Description

SEON is the leading fraud prevention system of record, catching fraud before it happens at any point across the customer journey. Trusted by over 5,000 global companies, we combine your company’s data with our proprietary real-time signals to deliver actionable fraud insights tailored to your business outcomes. We deliver the fastest time to value in the market through a single API call, enabling quick and seamless onboarding and integration. By analyzing billions of transactions, we’ve prevented $200 billion in fraudulent activities, showcasing why the world’s most innovative companies choose SEON.

This is a hybrid role in Singapore.

As the APAC Partner Sales Manager, you will be responsible for executing SEON’s global partner strategy within the APAC region. You will help build, enable, activate, and manage an ecosystem of GTM partners including AWS, ISVs, Platform Providers, System Integrators, Service Providers, Digital Agencies, and more.

You’ll act as an overlay resource to the SEON Sales & Marketing teams in APAC, collaborating to build, launch, and run co-sell and co-marketing campaigns that generate partner-sourced pipeline and revenue.

• Co-develop SEON’s APAC partner business strategy with leadership.
• Develop and execute quarterly regional partner sales plans to meet goals.
• Provide regular KPI reports and participate in governance calls.

• Identify, recruit, onboard, enable, and manage regional GTM partnerships.
• Lead training and enablement initiatives for partners and internal teams.
• Assist sales teams in engaging with strategic partners.
• Manage day-to-day regional partnerships, building success plans.
• Identify product and engineering investments needed for partnerships.
• Support global business development efforts.

• Build and run co-sell and co-marketing campaigns to generate leads and opportunities.
• Support regional co-sell efforts with global partners like AWS.
• Enable account targeting and maintain account mapping trackers.
• Support regional marketing events and partner participation.

• Lead cross-functional teams on partner initiatives.
• Manage all regional partner projects.
• Promote the APAC partner business internally at SEON.

• At least 5+ years in partner/channel sales or business development in APAC.
• 2+ years working directly with AWS and AWS Marketplace in a GTM role preferred.
• Proven success in creating and executing revenue-driving GTM strategies with partners.

• Strong leadership skills in managing cross-functional teams.
• Data-driven approach to campaigns, governance, and forecasting.
• Excellent collaboration and communication skills.
• Proficiency with partner portals, CRM (HubSpot preferred), and analytics tools.
• Experience with AWS Customer Engagement Platform and AWS Marketplace Management Portal preferred.
• Mandarin Chinese speaking is preferred.
• Willingness to travel up to 30%.

• Employment type: Full-time
• Job function: Other
• Industry: Software Development

SEON is the leading fraud prevention system of record, catching fraud before it happens at any point across the customer journey. Trusted by over 5,000 global companies, we combine your company’s data with our proprietary real-time signals to deliver actionable fraud insights tailored to your business outcomes. We deliver the fastest time to value in the market through a single API call, enabling quick and seamless onboarding and integration. By analyzing billions of transactions, we’ve prevented $200 billion in fraudulent activities, showcasing why the world’s most innovative companies choose SEON.

This is role Hybrid in Singapore

As the APAC Partner Sales Manager, you will be responsible for executing SEON’s global partner strategy within the APAC region. You will help to build, enable, activate and manage an ecosystem of GTM partners to include Amazon Web Services (AWS), Independent Software Vendors (ISVs), Platform Providers, System Integrators, Service Providers, Digital Agencies and more.

You’ll act as an overlay resource to the SEON Sales & Marketing teams in the APAC region, and in collaboration with your peers, you will build, launch and run co-sell and co-marketing campaigns that directly generate partner sourced pipeline and contribute to revenue growth, by selling through, with and to SEON’s partners.

• Co-develop SEON’s APAC partner business strategy, with the VP of Global Partnerships and the General Manager APAC.
• Develop and execute quarterly regional partner sales plans, to drive towards defined goals and objectives for the SEON partner business, specific to your region.
• Provide regular reporting against defined KPIs and participate in internal governance calls, to provide an accurate view of the performance of the APAC partner business.

Partner Development

• Identify, recruit, onboard, enable, activate and manage GTM partnerships headquartered in the APAC region, with support from the Partner Program Manager.
• Develop and lead training & enablement initiatives for regional partners and for SEON’s APAC teams.
• Help SEON’s APAC sales teams to identify and engage with partners capable of providing positive sales cycle influence and/or transacting sales opportunities sourced by SEON marketing and BDR teams.
• Take on day to day management of regional focus partnerships. Build simple shared success plans and execute to create win/win outcomes.
• Help to identify SEON Product, Engineering and Success Services investments required to activate strategic partnerships in region e.g. Digital Commerce platform integration.
• Support global and regional business development efforts, led by the VP Global Partnerships and other leaders within the Product and Revenue organizations.

Partner Sales & Marketing

• Build, launch and run co-sell and co-marketing campaigns with regional partners to generate incremental partner sourced leads, sales opportunities and bookings.
• Provide local support to execute in region co-sell and co-marketing campaigns with global partners headquartered outside of your region e.g. AWS.
• Provide co-sell support to all APAC Account Executives throughout the sales cycle, for all partner opportunities, to ensure an excellent co-sell experience for both parties and to create consistent, repeatable success.
• Enable ICP focused, data-driven account targeting and mapping with partners. Build and maintain an accurate tracker of all mapped accounts across all partners in APAC.
• Support APAC marketing events and trade shows: pre, during and post events, to lead SEON’s regional partner recruitment and partner success efforts.
• Enable ICP focused, data-driven account targeting and mapping with partners. Build and maintain an accurate tracker of all mapped accounts across all partners in APAC.
• Ensure SEON participation in key partner-led marketing events and campaigns within the region, and vice versa.

• Lead cross-functional teams across Sales, Marketing, Solution Engineering, Success Services and more to collaborate with APAC partners on co-sell, co-marketing and co-build initiatives.
• Act as project manager and owner of all APAC partner related projects, internally and externally.
• Be the chief evangelist of the APAC partner business internally at SEON to build and maintain a good reputation for your region and the partners within it.

• Experience:

• At least 5+ years of experience in channel/partner sales, partner development, business development and/or alliances in APAC.
• 2+ years of experience working directly with AWS and AWS Marketplace in a GTM focused role preferred.
• Proven ability to create and execute GTM strategies with partners that drive measurable revenue outcomes.

• Demonstrated success in leading multi-party cross-functional teams as an overlay, driving alignment, and delivering successful GTM programs.
• Strong ability to enable, mentor and develop partners and team members, cross-functional, fostering a high-performance culture.

• Expertise in data-driven campaign and program management, governance, reporting and forecasting.

• Exceptional communication and interpersonal skills to collaborate effectively across internal functions like Sales, Marketing, and Product and with 3rd parties we wish to partner with.

• Proficiency in partner portals & enablement platforms, CRM systems (HubSpot preferred), and analytics tools.
• AWS Customer Engagement Platform (ACE) & AWS Marketplace Management Portal, experience preferred.
• Mandarin Chinese speakers preferred.
• Ability to travel when required (up to 30%).

Join to apply for the Partner Sales Manager - Dell role at Canonical

3 days ago Be among the first 25 applicants

Join to apply for the Partner Sales Manager - Dell role at Canonical

Get AI-powered advice on this job and more exclusive features.

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.
The company is founder led, profitable and growing.
We are hiring a Partner Sales Manager to be a key contributing team member within the growing Dell alliances organization. Large OEM or Independent Hardware Vendor (IHV) brands - Dell, HPE, IBM, Lenovo, Ericsson, Cisco, Fujitsu and many more - are major partners for Canonical. These companies build software-defined solutions to capitalize on global open source mandates and associated macro trends. Canonical's flagship product, Ubuntu, and its broader open source portfolio are key ingredients for these partners to realize their aspirations. Canonical represents the best platform for rapid open source innovation.
Reporting to the Senior Director of Global Alliances - Dell, the Partner Sales Manager will work closely with Dell and Canonical teams in various geographies to enable Dell teams, generate and transact opportunities, drive a Canonical agenda within Dell, and achieve targeted results. They are responsible to build trusted relationships with Dell, increase Canonical market share and attach rate, evangelize the partnership and drive business interactions from across persona - from engineer to CxO. They will often run customer workshops focused on particular initiatives at that customer, attend sales events, give public presentations and participate in executive engagements as coordinated by the Senior Director.
The role entails

• Build strategic relationships and enable Dell teams on the partnership
• Build pipeline and transact opportunities through Dell
• Grow Dell's awareness of open source capabilities on Canonical Ubuntu
• Demonstrate a deep understanding of the Linux and cloud software ecosystem
• Deliver on targets, objectives and provide a voice of the partner
• Travel regularly - sometimes internationally - to drive partnerships in person
• Align and support internal canonical field teams - identify, support, grow, transact
• Expand existing footprint with Dell customers with an aim to upsell to broader portfolio
• Support and contribute to broader strategy, initiatives and key campaigns as defined by the Senior Director
  

• Experience in alliance or indirect sales management roles
• Autonomous, disciplined, hands-on, get-it-done mentality
• Ability to capture customer requirements, evaluate gaps, identify and create opportunities
• Passionate about Ubuntu products and mission
• Comfortable in fast-paced and high pressure environments with measurable goals
• Experience with Linux, virtualization, containers, and other cloud technologies
• Excellent communication and presentation skills
• Team player with superior accountability and customer support skills
• Credibility and working knowledge of Dell - its products, go-to-market motion, and field
• Experience managing cross-functional teams and track record of operational excellence
• Willingness to travel up to 4 times a year for internal events
• Hands on experience with SalesForce.com and Google Suite a plus
  

• Distributed work environment with twice-yearly team sprints in person
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Team Member Assistance Program & Wellness Platform
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long-haul company events
  

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Software Development

Referrals increase your chances of interviewing at Canonical by 2x

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Sales Manager Government and Telcos - APAC

Entrepreneur in Residence (EIR) – Head of Sales / Sales Manager / Sales Team Lead

Senior Manager, Enterprise Sales (Singapore)

We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.

SEON is the leading fraud prevention system of record, catching fraud before it happens at any point across the customer journey. Trusted by over 5,000 global companies, we combine your company’s data with our proprietary real-time signals to deliver actionable fraud insights tailored to your business outcomes. We deliver the fastest time to value in the market through a single API call, enabling quick and seamless onboarding and integration. By analyzing billions of transactions, we’ve prevented $200 billion in fraudulent activities, showcasing why the world’s most innovative companies choose SEON.

This is role Hybrid in Singapore

As the APAC Partner Sales Manager, you will be responsible for executing SEON’s global partner strategy within the APAC region. You will help to build, enable, activate and manage an ecosystem of GTM partners to include Amazon Web Services (AWS), Independent Software Vendors (ISVs), Platform Providers, System Integrators, Service Providers, Digital Agencies and more.

You’ll act as an overlay resource to the SEON Sales & Marketing teams in the APAC region, and in collaboration with your peers, you will build, launch and run co-sell and co-marketing campaigns that directly generate partner sourced pipeline and contribute to revenue growth, by selling through, with and to SEON’s partners.

• Co-develop SEON’s APAC partner business strategy, with the VP of Global Partnerships and the General Manager APAC.
• Develop and execute quarterly regional partner sales plans, to drive towards defined goals and objectives for the SEON partner business, specific to your region.
• Provide regular reporting against defined KPIs and participate in internal governance calls, to provide an accurate view of the performance of the APAC partner business.

Partner Development

• Identify, recruit, onboard, enable, activate and manage GTM partnerships headquartered in the APAC region, with support from the Partner Program Manager.
• Develop and lead training & enablement initiatives for regional partners and for SEON’s APAC teams.
• Help SEON’s APAC sales teams to identify and engage with partners capable of providing positive sales cycle influence and/or transacting sales opportunities sourced by SEON marketing and BDR teams.
• Take on day to day management of regional focus partnerships. Build simple shared success plans and execute to create win/win outcomes.
• Help to identify SEON Product, Engineering and Success Services investments required to activate strategic partnerships in region e.g. Digital Commerce platform integration.
• Support global and regional business development efforts, led by the VP Global Partnerships and other leaders within the Product and Revenue organizations.

Partner Sales & Marketing

• Build, launch and run co-sell and co-marketing campaigns with regional partners to generate incremental partner sourced leads, sales opportunities and bookings.
• Provide local support to execute in region co-sell and co-marketing campaigns with global partners headquartered outside of your region e.g. AWS.
• Provide co-sell support to all APAC Account Executives throughout the sales cycle, for all partner opportunities, to ensure an excellent co-sell experience for both parties and to create consistent, repeatable success.
• Enable ICP focused, data-driven account targeting and mapping with partners. Build and maintain an accurate tracker of all mapped accounts across all partners in APAC.
• Support APAC marketing events and trade shows: pre, during and post events, to lead SEON’s regional partner recruitment and partner success efforts.
• Enable ICP focused, data-driven account targeting and mapping with partners. Build and maintain an accurate tracker of all mapped accounts across all partners in APAC.
• Ensure SEON participation in key partner-led marketing events and campaigns within the region, and vice versa.

• Lead cross-functional teams across Sales, Marketing, Solution Engineering, Success Services and more to collaborate with APAC partners on co-sell, co-marketing and co-build initiatives.
• Act as project manager and owner of all APAC partner related projects, internally and externally.
• Be the chief evangelist of the APAC partner business internally at SEON to build and maintain a good reputation for your region and the partners within it.

• Experience:

• At least 5+ years of experience in channel/partner sales, partner development, business development and/or alliances in APAC.
• 2+ years of experience working directly with AWS and AWS Marketplace in a GTM focused role preferred.
• Proven ability to create and execute GTM strategies with partners that drive measurable revenue outcomes.

• Demonstrated success in leading multi-party cross-functional teams as an overlay, driving alignment, and delivering successful GTM programs.
• Strong ability to enable, mentor and develop partners and team members, cross-functional, fostering a high-performance culture.

• Expertise in data-driven campaign and program management, governance, reporting and forecasting.

• Exceptional communication and interpersonal skills to collaborate effectively across internal functions like Sales, Marketing, and Product and with 3rd parties we wish to partner with.

• Proficiency in partner portals & enablement platforms, CRM systems (HubSpot preferred), and analytics tools.
• AWS Customer Engagement Platform (ACE) & AWS Marketplace Management Portal, experience preferred.
• Mandarin Chinese speakers preferred.
• Ability to travel when required (up to 30%).

Join to apply for the Partner Sales Manager APAC role at SEON

Description

SEON is the leading fraud prevention system of record, catching fraud before it happens at any point across the customer journey. Trusted by over 5,000 global companies, we combine your company’s data with our proprietary real-time signals to deliver actionable fraud insights tailored to your business outcomes. We deliver the fastest time to value in the market through a single API call, enabling quick and seamless onboarding and integration. By analyzing billions of transactions, we’ve prevented $200 billion in fraudulent activities, showcasing why the world’s most innovative companies choose SEON.

This is a hybrid role in Singapore.

What You’ll Do

As the APAC Partner Sales Manager, you will be responsible for executing SEON’s global partner strategy within the APAC region. You will help build, enable, activate, and manage an ecosystem of GTM partners including AWS, ISVs, Platform Providers, System Integrators, Service Providers, Digital Agencies, and more.

You’ll act as an overlay resource to the SEON Sales & Marketing teams in APAC, collaborating to build, launch, and run co-sell and co-marketing campaigns that generate partner-sourced pipeline and revenue.

GTM Strategy & Alliance Governance

• Co-develop SEON’s APAC partner business strategy with leadership.
• Develop and execute quarterly regional partner sales plans to meet goals.
• Provide regular KPI reports and participate in governance calls.

Partner Development

• Identify, recruit, onboard, enable, and manage regional GTM partnerships.
• Lead training and enablement initiatives for partners and internal teams.
• Assist sales teams in engaging with strategic partners.
• Manage day-to-day regional partnerships, building success plans.
• Identify product and engineering investments needed for partnerships.
• Support global business development efforts.

Partner Sales & Marketing

• Build and run co-sell and co-marketing campaigns to generate leads and opportunities.
• Support regional co-sell efforts with global partners like AWS.
• Enable account targeting and maintain account mapping trackers.
• Support regional marketing events and partner participation.

Leadership

• Lead cross-functional teams on partner initiatives.
• Manage all regional partner projects.
• Promote the APAC partner business internally at SEON.

What You Bring

• At least 5+ years in partner/channel sales or business development in APAC.
• 2+ years working directly with AWS and AWS Marketplace in a GTM role preferred.
• Proven success in creating and executing revenue-driving GTM strategies with partners.

• Strong leadership skills in managing cross-functional teams.
• Data-driven approach to campaigns, governance, and forecasting.
• Excellent collaboration and communication skills.
• Proficiency with partner portals, CRM (HubSpot preferred), and analytics tools.
• Experience with AWS Customer Engagement Platform and AWS Marketplace Management Portal preferred.
• Mandarin Chinese speaking is preferred.
• Willingness to travel up to 30%.

Additional Information

• Employment type: Full-time
• Job function: Other
• Industry: Software Development

About Starburst

Starburst is the data platform for analytics, applications, and AI, unifying data across clouds and on-premises to accelerate AI innovation. Organizations—from startups to Fortune 500 enterprises in 60+ countries—rely on Starburst for fast data access, seamless collaboration, and enterprise-grade governance on an open hybrid data lakehouse. Wherever data lives, Starburst unlocks its full potential, powering data and AI from development to deployment. By future-proofing data architecture, Starburst helps businesses fuel innovation with AI.

About the role

Our broad partner ecosystem fuels Starburst’s success and growth. As part of our Partner and Alliances team, we are looking for an experienced Partner Sales Manager. The Partner Sales Manager function will work with a combination of GSI, RSI, ISV and Cloud partners. You will be nurturing key partner relationships, developing joint solutions that align to the partner’s existing GTM and our GTM focus, and building a joint and incremental pipeline to land and expand with the partner, i.e., driving engagement on opportunities in the field with the partner-friendly Starburst sales teams. This function will be part of a team of like-minded peers - a great opportunity to grow and learn. The core requirement to be considered a candidate for this role is the exposure to having worked with both GSI/RSI and Cloud Service Providers (AWS, Azure, and GCP) as part of partnering and selling motion.This role will start as an Individual Contributor (IC).

As a Partner Sales Manager you will:

• Partner recruitment where needed and getting a partner to revenue productivity by leveraging the programs and resources from contracting to enablement to business planning and driving execution and measurement.
• Solution development and building a joint pipeline around the offering to then co-sell in conjunction with the Starburst sales teams
• Build a joint business with the partner based on business goals, support execution, and provide measurement and feedback to support the partner health
• Be comfortable engaging the Sales teams on opportunities, doing joint account planning, and guiding the Sales teams on the best way to work with the partner on the options to drive revenue
• Infuse the partner’s Customer Success and Professional Services capabilities where needed to get customers to value for a predictable expansion and or support the scaling of Starburst’s Services team

Some of the things we look for:

• 3-5 years of partner sales manager experience with GSI/RSIs and CSPs
• Motivated and flexible to be available to the business when needed
• Have a strong customer experience mindset, i.e., is meticulous about how presentations look like; responding to email and slack in a timely fashion; professional treatment of people and colleagues, etc.

Build your career at Starburst

All-Stars have the opportunity and freedom to realize their true potential. By building alongside top talent, we’re empowered to take ownership of our careers and drive meaningful change. Anchored in industry-proven technology and unprecedented success, All-Stars are taking on the challenge everyday to disrupt our industry – and the future.

Our global workforce is supported by a competitive Total Rewards program that reflects our commitment to a rewarding and supportive work environment. This includes a variety of benefits like competitive pay, attractive stock grants, flexible paid time off, and more.

We are committed to fostering an intentional, inclusive, and diverse culture that drives deep engagement, authentic belonging, and an exceptional All-Star experience. We believe that diversity of thought, perspective, background and experience will enable us to own what we do, drive our success and empower our All-Stars to show up authentically.

Starburst provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state
or local laws.

#LI-Remote #BI-Remote

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Responsibilities
About the Team
Our team is dedicated to elevating the level of cybersecurity to fully support Bytedance as well as our clients' digital journey. We aim high at building the next-generation cybersecurity.
Rooted from years of practical experience in the enterprise security domain within ByteDance, the team now runs as a business. We provide a comprehensive set of security capabilities to help our clients develop a Zero Trust Network Access (ZTNA) architecture with simplicity and convenience. The team is agile, efficient and open. Your idea matters.
We are expanding to Southeast Asia markets. Join us, and be part of the excitement of making a real difference.
Job Responsibilities
1. Develop joint business plans and success metrics with key partners.
2. Provide partners with training, tools, and resources to effectively position and sell our solutions.
3. Drive joint demand generation campaigns and support partner-led opportunities through the sales cycle.
4. Monitor partner performance against revenue targets and pipeline metrics.
5. Maintain accurate records of partner activities and forecast partner-driven sales opportunities.
6. Collaborate with direct sales, marketing, product, and technical teams to support partner success.
7. Act as the voice of the partner internally to influence strategy, product development, and support needs.
8. Stay current on industry trends, emerging threats, and competitive landscape to inform partner strategy.
Qualifications
Minimum Qualifications
1. Bachelor’s degree in Information Technology or Business related fields.
2. Minimum 5 years of experience in partner/channel sales
3. Proven track record of achieving channel sales targets and building successful partner ecosystems.
4. Strong understanding of cybersecurity technologies and the enterprise IT landscape.
5. Excellent communication, negotiation, and relationship-building skills.
6. Ability to work independently and thrive in a fast-paced, dynamic environment
Preferred Qualifications
1. Proven track record in partner sales work for Security/IT products.
2. Understand the technical principles of endpoint security, remote working, zero trust, data leakage prevention, Intranet access and so on
3. Comfortable with a fast-paced and ambiguous "startup" environment.
About Us
Founded in 2012, ByteDance's mission is to inspire creativity and enrich life. With a suite of more than a dozen products, including TikTok, Lemon8, CapCut and Pico as well as platforms specific to the China market, including Toutiao, Douyin, and Xigua, ByteDance has made it easier and more fun for people to connect with, consume, and create content.
Why Join ByteDance
Inspiring creativity is at the core of ByteDance's mission. Our innovative products are built to help people authentically express themselves, discover and connect – and our global, diverse teams make that possible. Together, we create value for our communities, inspire creativity and enrich life - a mission we work towards every day.
As ByteDancers, we strive to do great things with great people. We lead with curiosity, humility, and a desire to make impact in a rapidly growing tech company. By constantly iterating and fostering an "Always Day 1" mindset, we achieve meaningful breakthroughs for ourselves, our Company, and our users. When we create and grow together, the possibilities are limitless. Join us.
Diversity & Inclusion
ByteDance is committed to creating an inclusive space where employees are valued for their skills, experiences, and unique perspectives. Our platform connects people from across the globe and so does our workplace. At ByteDance, our mission is to inspire creativity and enrich life. To achieve that goal, we are committed to celebrating our diverse voices and to creating an environment that reflects the many communities we reach. We are passionate about this and hope you are too.

Seniority level

• Seniority level

  Not Applicable

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Technology, Information and Internet

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