Partner Development Manager, ANZ

About Us

dbt Labs is the pioneer of analytics engineering, helping data teams transform raw data into reliable, actionable insights. Since 2016, we’ve grown from an open source project into the leading analytics engineering platform, now used by over 50,000 teams every week.

As of February 2025, we’ve surpassed $100 million in annual recurring revenue (ARR) and serve more than 5,400 dbt Cloud customers, including JetBlue, HubSpot, Vodafone New Zealand, and Dunelm. We’re backed by top-tier investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. At our core, we believe in empowering data practitioners:

• Code-based data transformations unlock transparency, flexibility, and collaboration
• Analysts should adopt software engineering best practices to build trusted data products
• Core analytics infrastructure should be open source and user-controlled
• Analytic code—not just tools—should be shared and community-driven

dbt is now synonymous with analytics engineering, defining the modern data stack and serving as the data control plane for enterprise teams around the world. And we’re just getting started. We’re growing fast and building a team of passionate, curious people across the globe. Learn more about what makes us special by checking out our values.

Location

Australia (remote)

About the Role

We’re seeking a Partner Development Manager to build and grow strategic relationships with Systems Integrators (SIs), Consulting Firms, Technology Partners, Resellers, and Data & AI Platform partners in Australia and New Zealand (ANZ).

This is a high-impact role supporting our continued growth in APJ—ideal for someone who thrives in relationship building, partner enablement, and go-to-market execution.

What You'll Do

• Own and grow a portfolio of SI, consulting, and cloud platform partners in ANZ, with a strong focus on pipeline creation, deal collaboration, and revenue influence.
• Develop and execute joint go-to-market strategies, including co-selling motions and demand generation aligned with regional priorities.
• Establish strong field alignment between partners and dbt Labs’ Sales teams, driving joint account planning, territory coverage, and execution support.
• Drive sales engagement and enablement with Data & AI Cloud partners such as Snowflake, Databricks, AWS, and Google Cloud to expand reach and accelerate adoption.
• Identify, recruit, and onboard new consulting partners—while managing, developing, and expanding relationships with existing partners—to strengthen our ecosystem footprint across ANZ.
• Collaborate cross-functionally with Marketing, Community, Sales, and Customer teams to integrate partners into the broader go-to-market and adoption strategy.
• Build and maintain partner account plans, including quarterly and annual targets, co-marketing initiatives, services readiness, and enablement goals.
• Track, measure, and report on partner performance, pipeline impact, and ROI using internal tools and systems.
• Provide regional insights to inform global partner strategy and ensure assets are relevant for the ANZ market.

What You’ll Need

• 12+ years of experience in partnerships, alliances, channel, or business development roles, ideally in SaaS, cloud, or enterprise software.
• A track record of managing and growing SI or consulting partner relationships in ANZ.
• A strong track record of exceeding partner revenue or pipeline quotas.
• Deep commercial acumen with a strategic lens on market dynamics, territory coverage, and partner investment.
• Excellent cross-functional collaboration skills—able to work across Sales, Marketing, and Product teams to execute complex partner strategies.
• A bias toward action and accountability in high-growth, ambiguous environments.
• A collaborative spirit and commitment to inclusion, learning, and community contribution.
• Bachelor's degree or equivalent experience.
• Ability to travel up to 40% within ANZ and occasionally overseas.

What Will Make You Stand Out