Senior Partner Success Engineer

1 month ago

Salt Lake City, United States Alation Full time

A Delivery Assurance Engineer focuses on the technical aspects of sales through indirect sales channels and is responsible for supporting the delivery of systems integrators (SI) partners’ Alation-related services. They play a crucial role in supporting channel partners by providing technical expertise, product demonstrations, and solutions tailored to the end customer's needs. They also act as a bridge between Alation and its partners, ensuring that partners have the necessary support and resources to effectively sell and deliver Alation-related services. 


Key responsibilities include working closely with the sales and channel management teams to identify and pursue sales opportunities and facilitating access to community, product, and best practices documentation. Additional activities include educating and enabling partners on product offerings, configurations, and benefits, and ensuring they are well-equipped to sell and deliver Alation effectively. A successful Delivery Assurance Engineer maintains a positive, collaborative relationship with Alation’s partners by driving sales growth within the channel ecosystem and ensuring partner Alation services projects continue and expand.

What you will do:

  • Support channel management in strategic alignment meetings with partners to understand their long-term goals, align mutual expectations and identify opportunities for collaboration and growth
  • Conduct in-depth demos of products for partners and their customers
  • Assisting channel partners in preparing technical responses for bids and proposals, answering technical queries that arise during the sales cycle, and helping partners overcome any technical objections
  • Ensure SI partners have uninterrupted access to necessary resources, including community and product documentation and software updates, by managing access permissions and providing guidance on resource utilization
  • Organize and deliver enablement sessions and training programs to SI partners, covering the latest software features, best practices, and advanced techniques to ensure they are fully equipped to deliver services to their clients
  • Act as a point of contact for partners when technical issues related to delivering products or services arise by ensuring the partner can easily log support tickets or facilitating swift resolution of escalated issues by coordinating with the relevant internal teams
  • Host regular virtual events and forums to foster open communication, share insights, and discuss industry trends, thereby reinforcing a sense of partnership and community
  • Encourage partners to contribute to the Alation ecosystem through feedback, custom solutions, or new use cases
  • Develop and implement recognition programs for SI partners, celebrating successes and milestones to motivate and acknowledge outstanding performance and collaboration
  • Gather feedback from partners and customers on product performance, features, and potential improvements

Who you are:

  • The ideal candidate must:
  • Possess strong presentation skills and be able to communicate effectively 
  • be self-motivated with a proven track record in data software sales and knowledge of technology (analytics). 
  • Be committed to staying updated on industry trends, emerging technologies, and advancements in data and analytics
  • Comfortable in the dynamic atmosphere of a technical organization with a rapidly expanding customer base. 
  • Organized and analytical, able to eliminate obstacles through creative and adaptive approaches. 
  • Have an appetite for extensive travel.
  • Have a problem-solving mindset with the ability to analyze issues and provide effective solutions.
  • Experience working with diverse teams and capable of influencing, interacting, and collaborating with senior executives, internally and externally

You should have:

  • 5+ years of experience as Partner SE or Sales Engineer
  • Experience working at or with large system integrators (SIs) preferred
  • Knowledge of data disciplines, including Data Warehousing, Data Modeling, Data Transformation/ETL, Data Quality, BI/Analytics, Data Science
  • Experience building trainings and enablement

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