Note: The job is a remote job and is open to candidates in USA. Yugabyte is on a mission to become the default transactional database for enterprises building cloud-native applications. The Partner Account Executive role focuses on developing partner-driven pipeline strategies, ensuring strong partner alignment, and accelerating deal momentum within enterprise accounts.
Responsibilities
- Develop and manage relationships with Global System Integrators (GSIs), System Integrators (SIs), and strategic partners
- Drive pipeline through partner-led engagement models
- Ensure strong partner alignment and commitment on all opportunities
- Shape and qualify opportunities in collaboration with partners before transitioning to Account Executives
- Ensure all opportunities meet Sales Accepted Lead (SAL) criteria, including partner sponsorship and customer commitment
- Maintain a high standard for opportunity quality and conversion potential
- Support complex enterprise opportunities by developing account plans, solution positioning, and supporting materials
- Coordinate across partners, Account Executives, and Sales Engineering teams to maintain deal momentum
- Proactively identify and address blockers in the sales process
- Focus on expanding existing customer relationships through partner engagement
- Identify new use cases and opportunities within current accounts
- Align partner delivery capabilities with customer needs
- Delivery of 4+ high-quality Sales Accepted Leads (SALs) per month
- Strong SAL to Closed Won conversion rates
- Consistent partner engagement and opportunity progression
- Timely delivery of solution artifacts and account plans (within 48–72 hours)
- Maintenance of a healthy pipeline aligned with regional targets
Skills
- 5+ years of experience working within the U.S. partner ecosystem
- Proven experience collaborating with GSIs, SIs, or strategic partners
- Strong understanding of enterprise sales processes and multi-stakeholder deal cycles
- Ability to build structured account plans and drive execution across multiple teams
- Excellent communication, coordination, and relationship management skills
- Experience in data infrastructure, databases, or enterprise software environments
- Familiarity with partner-led sales motions and co-selling models
- Background in managing or supporting complex, multi-party enterprise deals
Benefits
- Equity
- Competitive health plans
- Retirement plans
- Unlimited paid time off (PTO)
Company Overview
Yugabyte is an open-source distributed SQL database for customers in industries such as cybersecurity, financial markets, and IoT. It was founded in 2016, and is headquartered in Sunnyvale, California, USA, with a workforce of 201-500 employees. Its website is https://www.yugabyte.com.