Job Overview
Location
Remote, California, United States, AMER
Job Type
Full-time
Category
Sales
Date Posted
March 24, 2026
Full Job Description
đź“‹ Description
- • Strategic SI Partner Development Manager at Fivetran Inc. is a senior IC5 enterprise alliance leadership role focused on scaling the Systems Integrator ecosystem across North America to drive measurable sourced pipeline, co-sell execution, and incremental bookings through strategic and regional SI partnerships.
- • The role is critical to Fivetran’s mission of making data access as simple and reliable as electricity by activating Systems Integrators as strategic growth multipliers in the modern data stack.
- • Own executive-level relationships across a focused portfolio of Strategic and Regional Systems Integrators, serving as the primary liaison between Fivetran and partner leadership to ensure alignment and trust.
- • Develop and execute multiyear joint business plans aligned to enterprise revenue targets, translating strategic vision into actionable co-sell motions and pipeline generation.
- • Drive measurable S0 and S1 pipeline creation through structured co-sell engagement, ensuring partners are activated early in enterprise sales cycles to accelerate deal velocity and increase win rates.
- • Activate Systems Integrators early in enterprise sales cycles to influence deal strategy, embed Fivetran into transformation programs, and shorten sales cycles through trusted partner advocacy.
- • Influence partner industry practices to embed Fivetran into modern data and cloud transformation programs, positioning the platform as a foundational component of enterprise data strategies.
- • Build multi-threaded account strategies with Fivetran Account Executives and partner account leaders to ensure comprehensive coverage and executive sponsorship across complex enterprise opportunities.
- • Lead executive QBRs and strategic planning sessions with partner leadership to review performance, align on priorities, and adjust tactics based on data and market feedback.
- • Collaborate with Partner Marketing to translate campaigns, events, and enablement initiatives into measurable pipeline outcomes, ensuring marketing efforts directly contribute to revenue goals.
- • Track partner-sourced pipeline, influenced revenue, and incremental bookings with operational rigor, using Salesforce, Looker, and Gong to maintain visibility and accountability.
- • Represent partner capabilities internally to drive field adoption and alignment, educating Fivetran sales teams on how and when to leverage SI expertise in customer engagements.
- • About the team or company: Fivetran’s Alliances organization plays a critical role in scaling enterprise activation by transforming Systems Integrators into force multipliers that extend the company’s reach and credibility in complex enterprise environments.
- • The company is valued at over $5.6 billion and is committed to its core values of Get Stuck In, Do the Right Thing, and One Team, One Dream, fostering a culture of ownership, integrity, and collaboration.
- • Fivetran promotes diversity, equity, inclusion, and belonging by building teams that reflect a wide range of backgrounds, experiences, and identities to better serve global customers and communities.
- • What the person can learn or achieve in this role: Develop deep expertise in enterprise alliance management, co-sell motion design, and partner-led go-to-market strategies within the high-growth modern data stack ecosystem.
- • Gain exposure to C-level executive engagement at both Fivetran and partner organizations, refining skills in negotiation, influence, and strategic storytelling.
- • Build a repeatable framework for partner-sourced revenue that can be scaled across regions and industries, leaving a lasting impact on Fivetran’s go-to-market engine.
🎯 Requirements
- • Proven track record of driving multimillion-dollar enterprise revenue through Systems Integrators in competitive SaaS or technology environments.
- • Experience building and scaling strategic alliances, including joint business planning, co-sell execution, and partner performance management.
- • Strong executive presence and demonstrated ability to influence C-level stakeholders, including partner leadership and internal sales executives.
- • Demonstrated success owning revenue accountability or carrying quota, with a history of meeting or exceeding targets in partner-driven sales motions.
- • Ability to navigate complex matrixed organizations with discipline, organization, and operational rigor in tracking pipeline, performance, and outcomes.
- • Strong commercial and negotiation acumen, with experience structuring deals, managing partner contracts, and aligning incentives for mutual growth.
🏖️ Benefits
- • 100% employer-paid medical insurance for employees and their dependents, ensuring comprehensive health coverage with minimal out-of-pocket cost.
- • Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave, holidays, and volunteer days off to support work-life balance and well-being.
- • RSU stock grants, offering direct ownership in Fivetran’s success and alignment with long-term company value creation.
- • Professional development and training opportunities to support continuous learning and career growth.
- • Monthly cell phone stipend to support remote work connectivity and communication.
- • Access to an innovative mental health support platform offering personalized care, including therapy, coaching, and self-guided mindfulness exercises for employees and dependents.
Skills & Technologies
AWS
Azure
GCP
Remote
About Fivetran Inc.
Fivetran Inc. provides automated data integration software that replicates application, database, and event data into cloud data warehouses. It manages schema drift, incremental updates, and normalization, enabling analysts to query live data without engineering overhead. The company serves enterprises needing reliable, governed data pipelines across systems like Salesforce, MySQL, and Snowflake. Founded in 2012, it is headquartered in Oakland, California, with global offices, and operates on a subscription revenue model.
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