Job description
We are a team of doers, seasoned engineers, hackers and builders, working on the future of streaming data.
Funded by premier investors including GV and Lightspeed, Redpanda is building the streaming data platform for developers. We’re evolving streaming beyond the Apache Kafka® protocol into a unified “engine of record” that delivers a categorical reduction in complexity, wicked-fast performance, onboard Wasm transforms, and transparent tiered storage that gives consumers access to both real-time and historical data from a single API.
About the Role:
The Partner Sales Technical Lead role will be responsible for recruiting, enabling, and managing key CSP, ISV, and SI partnerships to accelerate Redpanda’s sales growth and market influence. This person will work with partners to grow their technical competencies and develop joint solutions to take to market. The person will also work closely with internal teams (Sales, Marketing, Product, Customer Success) to leverage partners and scale for mutual success.
You Will:
- Identify, develop, and manage CSP, ISV, and SI partnerships that align with Redpanda’s business objectives, generate sales opportunities, and drive business growth
- Work with partners to grow their sales & technical competencies and develop joint solutions to take to market
- Lead Redpanda product and solution briefings, run product demonstrations, and help build POC/COEs for partners
- Collaborate with partners to create joint go-to-market plans, co-marketing initiatives, and industry-specific solutions
- Design and deliver scalable partner sales and technical training programs, certification paths, and delivery readiness enablement initiatives
- Work alongside sales teams to introduce Redpanda partners to customers and generate co-selling opportunities
- Provide support on partner-oriented sales opportunities including partner referral and reseller deals
- Collaborate with Redpanda sales, marketing, and product teams to generate new partner business opportunities
- Represent Redpanda as a product SME at conferences, events, and partner executive briefings
- Stay informed about industry trends, competitive landscape, and emerging technologies. Utilize market insights to form partnership strategies and drive innovation
- Work cross-functionally with Redpanda sales, marketing, product, and legal teams to ensure cohesive partner engagement
- Establish best practices for partner onboarding, ongoing education, and skills development
- Negotiate and manage partnership agreements, ensuring alignment with Redpanda’s strategic objectives and compliance standards
- Monitor and analyze partner performance and ensure the attainment of key performance indicators (KPIs)
- Achieve partner goals and success metrics
You Have:
- Minimum of 10 years of experience in CSP, ISV, SI partnerships or business development with at least 5 years in a technical role
- Experience with Apache Kafka and other data streaming technologies is a must. Strong knowledge of Data & AI technologies is a plus
- Proven track record of building and scaling partnerships that drive revenue and market penetration
- Strong communication, collaborative, and interpersonal skills
- Ability to analyze market trends and make data-driven decisions
- Experience leading presentations, developing solutions, and educating partners on how to use software similar to Redpanda
- Experienced in many different languages (e.g., Java, C++, Python, Go) desirable
- Passion for working with partners and how to achieve mutual success
- Demonstrated success in driving GTM and delivering measurable business impact.
- Experience demonstrating technical concepts, including presenting and whiteboarding
- Knowledge and experience working with cloud providers (AWS, GCP, MS Azure), ISVs (Snowflake, Databricks), and SI Partners (Accenture, TCS, Wipro)
- Technical AI/ML understanding and experience a plus
- Ability to thrive in a fast-paced, high-growth environment and ability to adapt to changing priorities
- Ability to travel as needed (~25% of the time)
- Bachelor’s degree in Business, Marketing, Technology, or a related field. An MBA or advanced degree is a plus
U.S. base salary range for this role is $130,000- $145,000 base, not including variable (Remote, US). Our salary ranges are determined by role, level, and location. As a remote-first company, we strive to consider each candidate’s job-related skills, location, experience, relevant education or training to determine individual base salary. Your talent partner will share more about the specific salary range for your preferred location during the hiring process.
Redpanda is used by Fortune 1000 enterprises pushing hundreds of terabytes a day, as well as by the solo dev prototyping a React application on her laptop. Think of it as a streaming data API platform that scales with you from the smallest projects to petabytes of data distributed across the globe.
Join Redpanda if you’d enjoy being part of a fast-moving, 100% remote organization with team members around the globe and a culture based on trust, transparency, communication, and kindness.
