Job Description
Partner and Alliance Manager
Department: Sales
Employment Type: Full Time
Location: Remote - US or EU
CARTO is the leading Location Intelligence platform, empowering companies with scalable, cloud-native spatial analytics. We help organizations make better decisions by giving data analysts, business analysts, GIS professionals and developers faster, more flexible and more secure ways to analyze and visualize spatial data, whether that means optimizing network planning, assessing risk or identifying growth opportunities.
With 150+ team members across the US and Europe, and backing from top-tier investors (Insight Partners, Accel, Salesforce Ventures and more), CARTO is disrupting legacy GIS with a modern, cloud-native approach.
We are looking for a commercially driven Partner and Alliance Manager to grow CARTO's partner-sourced revenue across North America. You will build a named portfolio of system integrators, take them from signature to production, and structure the commercial terms that turn partner activity into recurring revenue.
Our cloud alliances are the foundation we build our partner motion on. Snowflake, Google Cloud, Databricks, Oracle and AWS are where our customers already run their data and AI. You will maintain those relationships across North America and use them to open and accelerate the integrator motion built on top. The better together story is the point: the cloud platform holds the data, the integrator delivers the programme, and CARTO is the spatial layer that makes it work.
This is a high-impact, high-visibility role, ideal for someone with practical experience of integrator practices, cloud data platforms, and spatial analytics or GIS.
This seat sits on the US East Coast, or in a time zone offering equivalent daily overlap with the Global Partner Director and the EMEA-based partner team. Candidates outside the US who meet the overlap requirement will be considered.
Key Responsibilities
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Build a named North American integrator portfolio. Activate priority partners, move them into production, and hold them to committed quarterly volumes of qualified opportunity.
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Develop each partner into a selling practice. Take partners through technical enablement, into joint solutioning, then a first co-sell, and on to delivering in their own right. Back this with sales-led demand activity such as roundtables, client events and technical workshops.
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Structure commercial agreements that lead to revenue. Negotiate reseller, OEM and partner instance terms. Propose margin and discount within approved bands. Own deal registration and the rules of engagement with our direct sales team, and resolve channel conflict quickly when it arises.
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Maintain CARTO's cloud alliances in North America. Own the day-to-day relationships with Snowflake, Google Cloud, Databricks, Oracle and AWS, co-sell alongside their field teams, and use those relationships as the route into integrator opportunity. Handle marketplace transactions and partner funding requests as they arise.
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Qualify and forecast with discipline. Every partner-originated opportunity is qualified to MEDDPICC. Keep Salesforce clean on partner records and sourced versus influenced attribution, and give a grounded call on what lands this quarter and next.
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Represent partners internally. Carry partner needs and alignment across Sales, Solutions Engineering, Marketing, Customer Success, Product and Engineering.
Skills, Knowledge and Expertise
- 6 to +10 years in partnerships, channel or business development, ideally in a System Integrator focused on B2B SaaS, data and analytics, or geospatial.
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Demonstrable sell-through revenue. Resale, OEM, embedded or partner-delivered, not solely referral or co-sell attainment.
- A track record of building a delivery practice inside a partner, from first technical enablement through to the partner selling and delivering independently.
- Experience at both ends of the integrator spectrum: the global firms such as Deloitte, Capgemini, Accenture and Slalom, and the specialist data and geospatial integrators.
- Fluency in channel commercial mechanics: margin models, discount bands, deal registration, rules of engagement and channel conflict.
- Working knowledge of the cloud data ecosystem and its partner programs across Snowflake, Google Cloud, Databricks, Oracle and AWS.
- Comfort with MEDDPICC, or an equivalent methodology, and the credibility to hold partners to it.
- Strong North American market knowledge, with spatial analytics or GIS experience strongly preferred. Public sector exposure is a plus.
- You use AI to scale your own output, and you can show how.
- Collaborative by instinct. Our partner team runs as one global group with a shared number and deliberately overlapping remits, which works through real-time collaboration rather than handoff.
Benefits
- Competitive compensation and stock options
- Private medical insurance
- Flexible remote work culture
- A truly global, diverse team
- The chance to build a channel business, not inherit one
