Senior Manager, Partner Solutions Architecture
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Job Description
Senior Manager leading EMEA and APJ Partner Solutions Architecture for Fivetran and dbt. Driving partner technical capability, co-sell, enablement, and revenue across data infrastructure.
Responsibilities:
- Lead the Partner Solutions Architecture team across EMEA and APJ
- Own the technical relationship with systems integrators, consultancies, and technology partners across the regions
- Work alongside the alliances team as the regional route to market for global platform partners
- Coach the team and provide hands-on senior technical involvement when needed
- Drive revenue via partners by championing partner technical capability and engagement with Fivetran and dbt
- Scale partner technical co-sell
- Help partners communicate the value of Fivetran and the dbt platform, identify use cases, design best-practice architectures, and deliver high-quality implementations
- Own regional success jointly with partner leadership counterparts and explain performance drivers
- Own regional capability outcomes, including certification and accreditation growth, enablement strategy, and partner reach
- Translate global alliance strategy into regional execution with platform partners' local field teams and systems integrators
- Lead, coach, and develop the EMEA and APJ Partner SA team through 1:1s, expectations, performance conversations, and career development
- Own the coverage model for both geographies, including partner and territory coverage and prioritisation
- Build and retain a high-performing team, including hiring as the team grows
- Share regional insights with global product Partner SAs and the product team, including integration gaps, delivery issues, competitive dynamics, and roadmap requests
- Travel approximately 30% across EMEA and APJ for partner planning, enablement delivery, regional events, and time with the team
- Report to the Global Head of Partner Solutions Architecture and collaborate with the AMER counterpart, regional partner leaders, partner sales and development managers, and field engineering leadership
Requirements:
- Experience managing a distributed customer- or partner-facing technical team, such as solutions architecture, sales engineering, partner engineering, or consulting delivery
- Experience hiring, managing performance, and developing people
- Background in partner, alliance, or channel motions
- Understanding of how systems integrators and technology partners make money and set priorities
- Solid understanding of the modern data stack, including ingestion, transformation, orchestration, warehouses and lakehouses, open table formats, semantic layers, catalogs, and BI
- Track record of building capability in partner or customer organisations through enablement programs, certification or accreditation paths, workshops and labs, or helping partners build a practice
- Comfortable in commercial conversations, including regional pipeline reviews, partner business planning, and accountability for a number
- Hands-on experience with dbt and Fivetran is a bonus
- Experience leading a team through organisational change is a bonus
- Experience running partner certification, accreditation, or enablement programs is a bonus
- Established relationships in the EMEA or APJ partner ecosystem are a bonus
- Familiarity with cloud marketplace motions and co-sell programs is a bonus
Benefits:
- 100% employer-paid medical insurance (may vary by country and worker type)
- Generous paid time away from work, including paid vacation or flexible/unlimited vacation depending on role and country
- Paid sick time
- Inclusive parental leave
- Paid holidays, including a year-end Global Week of Rest
- Volunteer days off
- RSU stock grants (may vary by country and worker type)
- Professional development and training opportunities
- Company virtual happy hours
- Free food
- Fun team-building activities
- Monthly cell phone stipend
- Access to an innovative mental health support platform offering therapy, coaching, and self-guided mindfulness exercises for covered employees and dependents
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