Partner Manager

We are looking for a Partner Manager to join our growing team in Costa Rica and play a crucial role in scaling our partner management and operations for dbt Cloud. In this partner-facing role, you'll be helping drive partner engagement across our long-tail System Integrator (SI) and Consulting partners. The main objective is to streamline our processes, make partner interactions more efficient, and support our partners in building and growing their business around dbt Cloud. This is a fantastic opportunity for someone who thrives in a fast-paced, partner-facing environment and wants to make a big impact by optimizing operational processes and enabling partners to self-serve and succeed with dbt Cloud. At dbt Labs, we are passionate about fostering a collaborative and innovative environment where everyone has the opportunity to learn and grow. This Partner Manager role offers a unique chance to be part of a rapidly expanding partner ecosystem and make a direct impact on the success of our long-tail SI and consulting partners.

In this role, you’ll have the opportunity to help shape and optimize key operational processes, work closely with a talented team, and be a critical part of the scaling strategy for dbt Cloud’s partner network. You will also gain hands-on experience in a growing ecosystem with vast potential, positioning yourself for career growth in the rapidly expanding world of data analytics  and cloud-based solutions.

In This Role, You Can Expect to:

• Drive SI Partner Engagement & Co-Selling: Collaborate with a wide range of SI partners to identify new co-selling opportunities, working closely with Sales Directors (SDs) and Account Executives (AEs) to drive bookings and revenue growth.
• Support Partner Practice & Services Development: Help partners build their technical and service capabilities around dbt Cloud. Guide them on best practices, certifications, and go-to-market strategies to expand their value proposition.
• Facilitate Self-Service Adoption: Assist partners in onboarding to our self-service portal, ensuring smooth transitions and support in using resources. Help make the process more automated and efficient over time.
• Operational Efficiency: Help filter through partner inquiries (up to 15-20 contact forms per day), prioritize actionable opportunities, and manage back-end processes. This includes helping partners kick off cloud deals and ensuring all documentation (e.g., Terms of Service) is aligned with partner needs.
• Partner Check-ins & Training: Conduct regular check-ins and support training for partners, ensuring they have the tools and knowledge they need to effectively sell and deploy dbt Cloud solutions. The focus will be on partners who require lighter touch, but consistent engagement.
• Identify New Cloud Opportunities: Proactively seek out new opportunities for dbt Cloud expansion through partner engagement, ensuring that all potential deals are tracked and kicked off smoothly.

You’re a Good Fit If You Have:

• 3+ years of experience in partner management, channel sales, or partner operations ideally within the data ecosystem (working with data tools, software vendors, or cloud-based solutions).
• Have held a quota focused on driving revenue and co-sell based outcomes with partners (Sourced ARR, Influenced ARR, Pipeline Generation, and Certifications)
• Experience working at scale: Understanding how to manage and optimize processes across a broad partner base. Comfortable with automation and creating efficiencies.
• A strong operational mindset with attention to detail. You should be able to filter through noise and focus on what matters most to drive partner success.
• Comfortable with manual, back-end work: You’ll need to help onboard partners, coordinate logistics, and ensure processes are optimized for scale, even in their early stages. Additionally, work with our operations team to identify areas to automate.
• Excellent communication skills, both written and verbal, to engage with partners in a supportive, clear, and professional manner.
• A team-first attitude, eager to collaborate with cross-functional teams and work together toward shared goals.
• Customer-facing experience: You must be comfortable engaging with partners face-to-face and ensuring their satisfaction with dbt Cloud's offerings.

You Have an Edge If You:

• Have experience working with SI partners in the data/analytics ecosystem (i.e. Snowflake, Databricks), ideally within cloud-based services.
• Are familiar with self-service partner portals and can help guide partners to self-sufficiency.
• Have experience working in an operationally heavy role where attention to detail and process optimization were key to success.
• Understand the importance of automation and scalability in partner operations and have helped drive such initiatives at scale.

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Compensation & Benefits

• Salary: We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab’s total rewards during your interview process.
• Benefits: For employees outside the United States, dbt Labs offers a competitive benefits package.