Cloud Business Development Manager

TigerGraph

TigerGraph

Sales & Business Development
Redwood City, CA, USA · Seattle, WA, USA · Washington, USA
Posted on Wednesday, March 13, 2024
TigerGraph is a platform for advanced analytics and machine learning on connected data. TigerGraph's core technology is the only scalable graph database for the enterprise. Its proven technology supports fraud detection, customer 360, MDM, IoT, AI, and machine learning.
Fortune 500 organizations and the most innovative mid-size and startup companies choose TigerGraph to accelerate their analytics, AI, and machine learning:
  • Seven out of the top ten global banks use TigerGraph for real-time fraud detection.
  • Over 50 million patients receive care path recommendations to assist them on their wellness journey.
  • 300 million consumers receive personalized offers with recommendation engines powered by TigerGraph.
  • TigerGraph reduces power outages by optimizing the energy infrastructure for 1 billion people.

As the Cloud Business Development Manager at TigerGraph, you will be driving our Go-To-Market (GTM) and Co-Sell strategies with major cloud partners, with a primary focus on AWS, followed by Azure and GCP. Reporting directly to Global Head of Partnerships, you will be responsible for shaping and executing the market strategy, ensuring the successful alignment of our cloud partnership activities with our overall business objectives - to establish TigerGraph as a strategic ISV partner.

RESPONSIBILITIES

Go-to-Market Strategy:

  • Define and execute TigerGraph’s Cloud Hyperscalers GTM strategy, to accelerate the co-sell model, and revenue growth through respective marketplaces - primarily focusing on AWS and the Americas territory.
  • Collaborate with TigerGraph product management to ensure a seamless path to TigerGraph product and solutions.

Partnership Development:

  • Work closely with TigerGraph sales teams to identify and open sales opportunities with Hyperscalers' sales organizations.
  • Build and nurture relationships with partner teams, executives, sales management, and technical/product teams at Cloud Hyperscalers.

Business Development:

  • Position TigerGraph products and use cases to drive introductions through Hyperscalers' sales channels.
  • Creation of new incremental opportunities and exceed defined targets to increase revenue through Cloud Hyperscalers marketplaces.

Sales Strategy Execution:

  • Equip Cloud sales teams with tools and training to engage customers effectively delivering targeted content.
  • Generate compelling and relevant materials tailored to Hyperscalers audiences.
  • Help identify potential opportunities by analyzing and refining ideal customer profiles.
  • Drive the development of new incremental pipeline into Hyperscalers customers.

Customer Engagement:

  • Understand customer pain points and provide effective solutions to meet their business objectives.
  • Accelerate customer usage, adoption, and satisfaction, cultivating long-term strategic relationships with key accounts – alongside TigerGraph’s sales teams.

Cross-Functional Collaboration:

  • Collaborate with internal teams (Technical Account Management, Support, Marketing) to ensure customer satisfaction and success.
  • Stay updated on the competitive landscape and industry trends.

Salesforce Management:

  • Utilize Salesforce to manage all aspects of the sales pipeline, providing accurate forecasts on a weekly basis.

Cloud Marketplace Operations:

  • Lead all cloud marketplace activities globally, including program management, platform administration, and interface.
  • Be the trusted advisor for cloud-specific transactions worldwide.

Training and Communication:

  • Deliver appropriate training for support teams, sales, and operations related to new cloud programs, systems, and processes.
  • Ensure clear communication of status, risks, and changes to project milestones to a large audience, including senior business leaders.
  • Communicate meaningful results from key GTM initiatives to TigerGraph leadership.

Other duties as assigned.

REQUIRED EDUCATION AND EXPERIENCE

  • Bachelor’s degree required.
  • 4+ years in channel/partners sales with evidence of increasing responsibility within a software/SaaS sales environment.

Skills and Knowledge

  • Proven experience in cloud business development, with a focus on AWS; experience with Azure and GCP is a plus.
  • Prior experience in the database or data analytics industry is desirable.
  • Possesses an established network within the assigned cloud partner for navigating global programs and product organizations.
  • Working knowledge of marketplace ecosystems.
  • Strong technical acumen with a deep understanding of emerging technical trends in the Data, Analytics, and AI market.
  • Comfortable working at a fast pace, with a hunter mindset.
  • Excellent communication and relationship-building skills, with the ability to work collaboratively across cross-functional teams.
  • Strong understanding of GTM strategies and co-sell programs in a technology/software context.

The anticipated salary range for candidates who will work in Redwood City, CA is $100,000 - $130,000. The final salary offered to a successful candidate will be dependent on several factors that may include, but are not limited to, the type and length of experience within the job, type and length of experience within the industry, education, etc. TigerGraph is a multi-state employer and this salary range may not reflect positions that work in other states.