Strategic Partner Development Leader

13 hours ago

Sydney, New South Wales, Australia beBeePartnerships Full time $319,000 - $390,000
About this Role

This is a high-impact position supporting our continued growth in APJ—ideal for someone who thrives in relationship building, partner enablement, and go-to-market execution.

  • Own and grow a portfolio of SI, consulting, and cloud platform partners in ANZ, with a strong focus on pipeline creation, deal collaboration, and revenue influence.
  • Develop and execute joint go-to-market strategies, including co-selling motions and demand generation aligned with regional priorities.
  • Establish strong field alignment between partners and dbt Labs' Sales teams, driving joint account planning, territory coverage, and execution support.
  • Drive sales engagement and enablement with Data & AI Cloud partners such as Snowflake, Databricks, AWS, and Google Cloud to expand reach and accelerate adoption.
  • Identify, recruit, and onboard new consulting partners—while managing, developing, and expanding relationships with existing partners—to strengthen our ecosystem footprint across ANZ.
  • Cross-functionally collaborate with Marketing, Community, Sales, and Customer teams to integrate partners into the broader go-to-market and adoption strategy.
  • Build and maintain partner account plans, including quarterly and annual targets, co-marketing initiatives, services readiness, and enablement goals.
  • Track, measure, and report on partner performance, pipeline impact, and ROI using internal tools and systems.
Key Requirements
  • 12+ years of experience in partnerships, alliances, channel, or business development roles, ideally in SaaS, cloud, or enterprise software.
  • A track record of managing and growing SI or consulting partner relationships in ANZ.
  • A strong track record of exceeding partner revenue or pipeline quotas.
  • Deep commercial acumen with a strategic lens on market dynamics, territory coverage, and partner investment.
  • Excellent cross-functional collaboration skills—able to work across Sales, Marketing, and Product teams to execute complex partner strategies.
  • A bias toward action and accountability in high-growth, ambiguous environments.
  • A collaborative spirit and commitment to inclusion, learning, and community contribution.
  • Bachelor's degree or equivalent experience.
  • Ability to travel up to 40% within ANZ and occasionally overseas.
What Makes You Stand Out
  • Familiarity with data analytics tools, cloud infrastructure, and modern data stack technologies.
  • Experience building partner ecosystems, shaping channel strategy, and accelerating partner ramp-up in a regional context.

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