Dremio · 3 hours ago
Director, Partnerships
United States
Full-time
Remote
Director/Executive
10+ years expDremio is the unified lakehouse platform for self-service analytics and AI, serving hundreds of global enterprises. They are seeking a Director, Partnerships to build their partner ecosystem and drive measurable impact through partner-sourced pipeline and partner-influenced revenue.
AnalyticsBig DataBusiness IntelligenceMachine LearningSoftware
Responsibilities
Define partner segmentation and priorities across CSPs, SIs/GSIs, regional SIs, resellers/channel, and ISVs/tech partners (excluding OEM & MSP)
Evaluate Dremio’s partner program: tiers, benefits, enablement requirements, deal engagement rules, and field-ready guidance
Establish the partner operating rhythm: partner pipeline reviews, internal GTM alignment cadence, QBRs with top partners, and executive updates
Build governance for partner decisions (who approves what, escalation paths, internal alignment on priorities and investments)
Build and execute joint business plans with cloud providers aligned to field coverage, target accounts, and measurable pipeline goals
Operationalize co-sell: account mapping, opportunity strategy, partner participation requirements, and stage-based execution
Drive marketplace outcomes where relevant: listing readiness, private offer mechanics, repeatable offer packaging, and seller enablement
Ensure cloud partner readiness is translated into repeatable field plays (what to run, with whom, and how to win)
Build partner plays with SIs/resellers that translate into pipeline creation and deal acceleration (referral, co-sell, and services-led motions)
Coordinate with the OEM function to ensure channel pathways can support and extend OEM-led motions when required (clear handoffs, rules, and coverage)
Create and maintain partner enablement assets required to activate the channel (positioning, pitch, competitive context, qualification, and deal guidance)
Identify and drive a focused set of strategic technology partnerships (e.g., ingestion/ELT, catalog, governance) that increase adoption and win rates
Partner with Product and Engineering to define integration requirements, validate reference workflows, and drive launch readiness
Ensure each strategic partner launch includes a complete GTM kit: solution narrative, joint pitch/one-pager, enablement, and a repeatable field play
Define measurement standards for partner-sourced pipeline and partner-influenced revenue (documentation requirements, partner attribution rules, and auditability)
Report performance using leading and lagging indicators: active partners, co-sell activity, marketplace motions, play adoption, sourced pipeline, influenced revenue
Identify friction in the system (deal handoffs, enablement gaps, attribution errors) and drive fixes quickly
Qualification
Required
10+ years in partnerships, alliances, channel, or ecosystem leadership roles in B2B technology (data/analytics, cloud, infrastructure, or adjacent enterprise software strongly preferred)
Demonstrated experience building a partner program and operating model (not just managing existing relationships)
Track record driving measurable outcomes: partner-sourced pipeline and partner-influenced revenue with disciplined attribution
Strong experience with cloud alliance motions, including co-sell operating cadence and field execution; marketplace familiarity is a plus
Proven ability to create repeatable GTM plays with SIs/resellers and align internal stakeholders across Sales, Marketing, Product, and Ops
Executive presence and strong partner-facing communication skills; able to influence without authority internally
Willingness to travel ~25% globally, including EMEA
Preferred
Experience with cloud marketplaces (private offers, transact motions, partner-sold offerings) and the operational requirements behind them
Experience driving ecosystem partnerships where 'integration + adoption' is the value (ELT/ETL, catalogs, governance, observability, etc.)
Familiarity with Iceberg / lakehouse ecosystems and modern data platform buying centers
Experience standing up partner enablement programs (playbooks, certifications/training paths, partner portals) even without dedicated Partner Ops headcount
Benefits
Medical, dental and vision insurance
401(k) Plan
Short term / long term disability and life insurance
Pre-IPO stock options
Flexible PTO
16 hours of volunteer time off
12 company paid holidays, including Juneteenth
Remote work options
Monthly “Get Stuff Done” (GSD) Days
Paid parental leave
Employee Assistance Program (EAP)
Quarterly swag surprise
Company
Dremio
The Intelligent Lakehouse Platform
201-500 employees
Funding
Current Stage
Late StageTotal Funding
$410MKey Investors
Adams Street PartnersSapphire VenturesInsight Partners
2022-01-25Series E· $160M
2021-01-06Series D· $135M
2020-03-26Series C· $70M
Leadership Team
Sendur Sellakumar
President & Chief Executive Officer
M
Matt Quarfoot
Chief Revenue Officer (CRO)
Recent News
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