Senior Partnership Account Manager

About the Role

Collibra is looking for a Senior Partner Account Manager to lead and grow its partner-driven business in Australia. This remote role involves identifying key growth areas, ensuring seamless execution with regional Field Sales teams, and fostering collaboration with Marketing, Engineering, and Product teams to develop a world-class partner ecosystem.

Responsibilities

• Strategic Relationship Management: Cultivate a high-performing partner ecosystem and drive initiatives to accelerate new business acquisition, expansion, and customer retention.
• Partner Advocacy & Enablement: Serve as the primary lead for GSIs, SIs, and AI/Tech Partners, prioritizing territory coverage and enhancing technical proficiency across the partner network.
• Go-to-Market Orchestration: Lead joint account mapping, strategic planning, and Quarterly Business Reviews (QBRs) to align partner capabilities with regional sales targets.
• Pipeline Intelligence: Drive rigorous joint pipeline reviews and forecasting to ensure predictable growth and market penetration.
• Cross-Functional Execution: Collaborate on high-impact marketing activities and roadshows.
• Regional Presence: Travel within the region to cement partner loyalty, with occasional international travel for global summits.

Requirements

• 7+ years of software industry experience with a proven ability to recruit, onboard, and scale partner ecosystems.
• Strong track record in partner-led sales and enablement; prior direct solution sales or consulting experience is highly valued.
• Expertise in SaaS, particularly within Data Governance, AI Governance, Data Management, Analytics, or BI, with a strong understanding of the "data-first" landscape and SAP content.
• Ability to build influential relationships and identify/win strategic partners.
• Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) for business challenges, outcomes, or workflow streamlining.
• Experience driving joint marketing initiatives and supporting complex sales cycles through partners.
• Bachelor’s Degree in a technical or business-related field.

You Are

• A skilled communicator capable of articulating complex value propositions to both technical and non-technical audiences, influencing executive stakeholders.
• Naturally collaborative, able to navigate a matrixed organization and build bridges across teams.
• Comfortable pivoting between diverse topics and stakeholders.
• Deeply curious about the evolving data landscape and committed to helping global enterprises unlock data's strategic value.
• Understanding of the critical role Data Governance, AI Governance, and Data Management play in modern organizations.

Measures of Success (Reporting to Collibra’s Global Alliances Lead)

• Within 1 month: Engage with every partner in the region, understand joint value propositions.
• Within 3 months: Connect partners to field sales, increase partner-sourced/influenced opportunities.
• Within 6 months: Manage the region autonomously, identify and prioritize regional partner initiatives aligned with market strategy for increased acquisition, expansion, and retention.

Benefits at Collibra

Collibra offers a flexible benefits program designed to support diverse needs, built on a foundation of competitive compensation, health coverage, and time off. The company also emphasizes inclusion, belonging, diversity, equity, and inclusion.