The Opportunity

DataGrail was founded on a belief that an integration-first approach is the only way to solve for data privacy. Companies are using more tools than ever to run their business, and need a solution that can connect across their entire stack to reduce risk and eliminate the vast operational burden. Fast forward 4+ years, and that foresight has turned out to be critical to success in the data privacy space.

The partnerships team is charged with amplifying the value of the 2000+ third party connectors our product team has already built – from partner marketing initiatives, to referral and channel partnerships, to deepening technical relationships that help us build a better product.

This role will be instrumental in taking the early wins that we’ve realized in partnerships and scale them. When done right, this role will help us realize significant revenue through partners, and will help us become the trusted leader of the data privacy conversation.

The Skill Set

This role will immediately lead the strategy, design, build, and execution of our partnership programming.

• Build and execute DataGrail’s partnership ecosystem strategy to drive predictable revenue over the next 12 months. This includes sourcing and evaluating potential partners, developing and negotiating partnership agreements, and managing the ongoing relationship with partners.
• Build and grow relationships with numerous mid-market and various Big 4 System Integration partners.
• Generate 100+ partner leads per quarter, while also building a scalable network/processes to positively influence in-flight deals.
• Establish KPIs and optimize partner performance, including partner sourced lead volume, conversion rates, etc.
• Identify strategic technology partners, and then justify, design, and deliver bidirectional mutually beneficial product integrations that accelerate product innovation and revenue.
• Work closely with DataGrail’s product team to optimize the DataGrail Integration Network, a network of over 2,000 integrations that support the DataGrail product.
• Partner closely with DataGrail Marketing, Sales, and Enablement to effectively engage and enable our partners. And, ensure prospects and customers are aware of and fully leveraging partner offerings.
• Prove success, and then build and grow the partnerships org/function as we scale.

Within 90 Days, You’ll:

• Deeply understand the DataGrail product and market positioning.
• Review and update DataGrail's partnerships motion for scale. Gain alignment across internal teams (marketing, product, engineering) on the path forward.
• Lead our highest priority partnerships and solidify our existing relationships with you, as the face of DataGrail partnerships.
• Begin forecasting the strategic partner pipeline revenue and expectations.
• Implement changes to technology partnerships that demonstrably affects the success of the programs.

Within 180 Days, You’ll:

• Have built a robust partnerships pipeline that will add 30 or more additional partner relationships within one year.
• Work with internal teams to establish partner marketing and enablement resources.
• Implement tooling upgrades to streamline partner operations. Your work will lead to a higher fidelity understanding of the successes and challenges of the partner function.

Within 365 Days, You’ll:

• Have a robust and predictable pipeline established.
• Be confident of the process that ensures ARR sourced via partners is predictable.
• Be focused on the top partnership opportunities and continue to expand the long-tail of the partnership network.
• Have line of sight to drive 25%+ of DataGrail ARR via channel sales.