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Senior Director of Business Development

Location: San Jose, CA


Apply HERE: app.jobvite.com/m?3bYR4jwS
The Director of Business Development is responsible for selling MapR products and services with our strategic partner Cisco Systems. The candidate will develop and execute a business plan with their area- aligned peers within Cisco’s organization. There are three primary goals that we are pursuing with Cisco:

  • Increase overall market awareness and MapR’s consideration rate
  • Leverage Cisco to provide access to global decision makers 
  • Influence outcomes – Help customers choose MapR
The successful candidate will understand the value & complexity of partnerships, customer solution life cycle management, sales processes related to enterprise clients and their holistic procurement spheres of influence, competitive landscapes, industry stakeholders and influencers, solution value propositions, establishing mutually beneficial business terms, designing go-to-market plans, partner and marketing readiness, and execution of channel go-to-market strategies.
 
The successful candidate will need to be able to lead & influence both Cisco and MapR internal colleagues in sales and supporting cross-functional organizations in the development & execution of a coordinated growth strategy.

 
 
Key Business Objectives:
  • Set joint strategy and direction via an annual business plan in conjunction with Cisco’s executive team
  • Drive local sales execution in conjunction with Cisco/MapR regional direct sales and partner organization
  • Hold accountability/responsibility for meeting/exceeding assigned quota
  • Serve as Cisco’s primary point of contact
  • Oversee the creation and delivery of accurate weekly, quarterly and annual forecasts and account plans
  • Ability to manage objections, assess competitor landscape, influence stakeholders, and present & position value of MapR
  • Broaden and deepen existing Cisco relationships
  • Identify success-based sales opportunities, business cases and solution value propositions.
  • Deliver and develop training for Cisco and their go-to-market indirect channel partners
  • Conduct quality assessments (quarterly business reviews) and implement and oversee plans to elevate performance (sales & revenue generation
 
 
Required Skills:
  • Route-to-market /channel strategy competency.
  • Must be highly entrepreneurial, with the ability to operate independently
  • Excellent communication, analytical & strategic thinking, strong customer-facing, sales & marketing, & presentation skills
  • A collaborative, strategic, detail-oriented individual able to manage large complex projects.
  • Ability to translate applicability of MapR’s unique solutions to drive comprehensive solutions for clients.
  • Ability to interact with Cisco at all organization levels and articulate MapR’s long-term fit within their business.
Required Experience:
  • A minimum of 8-10 years experience in technology partner management/sales with increasing levels of responsibility
  • Strong relationships or previous work experience with Cisco
  • Experience working within a dynamic startup (or emerging technology group within a larger organization)
  • Experience selling and / or managing strategic relationships around enterprise software technologies—big data, cloud computing, analytics are preferred
  • Documented track record of success in a fast moving sales environment
  • Experience leading and managing in a matrix environment
  • Strong executive presence - experience and comfort level working with C-level executives at Fortune 500 companies
  • College Degree
  • Familiarity with Value Selling and/or other established sales methodology
  • Location has some flexibility
MapR Technologies, Inc., is a visionary Silicon Valley enterprise software company that pioneered one platform for all data in every cloud. This approach is the industry’s first modern data system. At the core is the MapR Converged Data Platform that enables simultaneous analytics and applications as data happens with speed, scale and reliability. Forward leaning companies such as SAP, Cisco, United Healthcare and many more are able to create new, intelligent and modern apps to outperform the competition. Limitless possibilities happen with MapR Data Technologies. Learn more: www.mapr.com MapR Technologies is an equal opportunity employer.
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