Partner Development Representative

About the role

This Partner Development Representative role supports dbt Labs' hyperscaler alliance programs across AWS, Google Cloud, and Microsoft Azure. You'll work closely with the global alliance managers and the Global Head of Cloud Service Providers to research opportunities, analyze data, and help design programs that scale across all three cloud partners. You'll also stay connected to the day-to-day co-sell motion - understanding what's working in the field and helping sales teams engage with the right partner counterparts at the right time.

This is an early career individual contributor role reporting to the Global Head of Cloud Service Providers.

What You'll Do

Co-sell execution and field support

• Work with global alliance managers to understand co-sell processes specific to each partner and identify ways to improve support and scale - including sales-facing resources, system automation, and analytical insights
• Proactively identify top accounts and customers for dbt Labs sales teams to prioritize with AWS, GCP, and Azure
• Facilitate and secure engagements between dbt Labs/Fivetran and partner sales counterparts - including account workshops and joint opportunity reviews
• Connect dbt Labs sales teams with the right partner contacts to ensure we're solution selling together and delivering a strong customer experience
• Support pipeline creation and revenue growth across all three hyperscaler partnerships

Research and intelligence

• Conduct informational interviews with partner field teams, customers, and internal stakeholders to understand where co-sell motions are working and where there's room to improve
• Monitor trends across the hyperscaler ecosystem and synthesize findings into