Palo Alto, CA

Reporting to the VP of Business Development, the successful candidate will have strong skills in enterprise sales and complex transactions together with a proven track record of partnering with the direct sales organization to drive meaningful channel relationships. The ideal candidate has been through at least one start-up life cycle and has a successful record in developing and driving strategic relationships and large revenue deals in this environment.

Responsibilities

• Develop, negotiate, close and manage strategic deals with a list of named accounts (VMware, Amazon, Red Hat, HP, IBM, Intel and others) and tier-2 partners
• Help create a leveraged revenue model for the company
• Work with the VP Business Development, VP Marketing, VP Sales and CEO to identify opportunities and to develop an overall growth strategy with the tactics to achieve it.

Requirements

• At least 5-10 years of Business Development and Sales experience, including experience in negotiating large transactions and third-party relationships (title and scope of responsibility will be dependent on your level of experience)
• Innovative thinker with strong consultative selling ability
• Strong experience in and understanding of the database industry and cloud computing landscape.
• Strategic thinker, able to execute and close transactions necessary to implement strategy.
• Experience with a wide variety of contracts, including licensing, distribution, revenue sharing, and partnership sales.
• Ability to prioritize tasks and manage multiple projects in a fast-paced, entrepreneurial environment.
• Previous Product Management or Product Marketing experience is a plus.