Denodo · 3 days ago
Partner & Channel Sales Manager
Palo Alto, CA
Full-time
Hybrid
Senior Level
$175K/yr - $190K/yr
5+ years expDenodo is seeking a motivated Partner & Channel Sales Manager to drive their Partner and Channel Sales initiatives. The role involves building and maintaining relationships with various partners, achieving indirect sales targets, and collaborating with marketing and sales teams to enhance partner performance.
Big DataData ManagementInformation TechnologySoftware
Responsibilities
Proactively recruits new qualified partners
Establishes productive, professional relationships with key personnel in assigned partner accounts
Proactively assesses, clarifies, and validates partner needs, gaps and requirements to be successful on an ongoing basis
Coordinates with other company teams to deliver adequate partner training for business and technical skills
Helps partners to develop solutions for /with Denodo DV to address client’s needs and further penetrate the market
Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
Coordinates the involvement of company personnel, including direct sales, marketing, support, services, and management resources, in order to meet partner performance objectives and partners’ expectations
Meets assigned targets for profitable sales volume and strategic objectives in assigned territory and partner accounts
Assists partners in their customer engagements to help position, promote and sell Denodo
Builds a strong partner pipeline through co-marketing programs, account mapping of company and partner
Provides regular governance, reporting, and management of indirect and joint/co-selling activities
Manages potential channel conflict with other partners or sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
Ensures partner compliance with partner agreements
Drives adoption of company programs among assigned partners
Monitors performance of partners and coaches them to higher levels of success
Assists the global Partner Channel and Sales unit in developing efficient partner processes and workflows, company and partner performance reporting, partner marketing and support activities to enhance the partner program
Achieves assigned sales quota (Indirect / Partner Sourced Sales) in the territory. Achieves intermediate metrics for partner-driven sales activity, client meetings, and opportunities
Develops and executes partner account plans that meet company standards
Maintains high partner satisfaction ratings that meet company standards
Completes required training and development objectives within the assigned time frame
Achieves assigned goals for growing Denodo-certified consultants in partner firms
Reports to the Regional Head of Partner and Channel Sales
Enlists the support of territory direct sales, inside sales, marketing, service resources and other sales and management resources as needed
Qualification
Required
Bachelors / Masters Degree in Business Administration
Fluent in English is required. Other languages will be a plus
5+ years of demonstrated experience in a similar role with a strong focus on indirect sales and channel development for a software product company
Track record of achieving targets with partner recruitment, enablement, opportunity generation and revenue
Excellent knowledge and experience of the workings of reseller, systems integrator and consulting ecosystem. Past relationships and network is a plus
Excellent verbal and written communication skills and able to interact with technical and business counterparts both within and outside the company
Willingness to travel around 25-50%
Team player with positive attitude
Preferred
Experience with 'Data or Application Integration'
Knowledge / experience in the field of Big Data and/or Analytics
Nice to have experience in leveraging Employee Advocacy and Social Media to network with industry peers, share thought leadership content, and enhance brand visibility to support sales engagement and relationship building
Company
Denodo
Denodo is a leader in data management – transforming data into trustworthy insights and outcomes for all, including both AI and end users – providing unmatched performance, unified access to the broadest range of enterprise, big data, cloud and unstructured sources, and the most agile data services provisioning and governance – at less than half the cost of traditional data integration.
501-1000 employees
H1B Sponsorship
Denodo has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (5)
2024 (7)
2023 (4)
2022 (5)
2021 (1)
2020 (4)
Funding
Current Stage
Late StageTotal Funding
$336MKey Investors
TPGHGGC
2023-09-13Private Equity· $336M
2017-06-28Series A
Leadership Team
Angel Viña
CEO & Founder
Daniel Lender
Chief Financial Officer
Recent News
Denodo Technologies Inc. (“Denodo”)
2025-11-25
Denodo Technologies Inc. (“Denodo”)
2025-11-19
Company data provided by crunchbase