SI Partner Development Representative

About the Role

Fivetran is building data pipelines to power the modern data stack for thousands of companies.

We're looking for a Partner Alliance Manager (PAM) to own and grow a regional portfolio of Systems Integrator partnerships across North America. This role is the connective tissue between Fivetran and the regional SI ecosystem, responsible for activating, enabling, and scaling partner-driven pipeline and revenue within an assigned territory.

The PAM manages a broader portfolio of regional and mid-market SI partners. The PAM drives volume through breadth of coverage, partner activation, and repeatable co-sell motions across a defined geography.

This is a hands-on, field-facing role that requires strong commercial instincts, relationship-building ability, and the operational discipline to manage many concurrent partner engagements. In cases where a regional SI partner overlaps with a PDM-managed named account, the PAM will collaborate closely with the PDM to ensure alignment and maximize joint impact.

This is a full-time, hybrid position based out of our Denver office. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.

Technologies You'll Use

Salesforce, Looker, Gong

What You'll Do

• Own and develop relationships across a broad set of regional and mid-market SI partners within an assigned territory
• Map key stakeholders within each partner organization including sales leadership, delivery, practice leads, and alliance contacts
• Drive partner onboarding, ramp, and ongoing enablement to build partner competency on Fivetran
• Execute co-sell motions between Fivetran AEs and regional SI partner teams to increase pipeline velocity and deal conversion
• Increase S0 and S1 pipeline creation through structured partner engagement and initiatives such as PG Tuesday
• Build joint account strategies for key opportunities within the territory
• Collaborate with marketing to execute regional co-marketing campaigns and demand generation activities with SI partners
• Coordinate with Strategic Enterprise PDMs when regional partner activity overlaps with named enterprise accounts
• Maintain accurate partner performance data including deal registrations, pipeline contributions, and bookings attribution
• Provide regular reporting to senior leadership on partner health, pipeline status, and territory performance

Skills We're Looking For

• 5 to 8+ years of experience in partner management, channel sales, strategic alliances, or enterprise sales in SaaS or cloud technology
• Demonstrated success building and scaling regional partner ecosystems with the ability to manage 15 or more concurrent partner relationships
• Prior quota-carrying or revenue-accountable background
• Familiarity with the modern data stack including cloud platforms (AWS, Azure, GCP), data warehouses (Snowflake, Databricks), and analytics/BI tools
• Strong organizational skills with the ability to prioritize and allocate time and resources across a diverse partner portfolio
• Effective cross-functional collaboration with sales, marketing, and partner engineering teams
• Understanding of channel economics, partner business models, and co-sell incentive structures

Bonus Skills

• Experience working with Systems Integrators embedded in AWS, Azure, GCP, Snowflake, or Databricks ecosystems
• Prior experience navigating partner ecosystems alongside technology alliance partners
• Ability to articulate data integration value propositions in the context of cloud transformation and digital modernization
• Experience with enterprise digital transformation programs and modern data architecture

#LI-Hybrid #LI-LW1