About Omni

Omni is a modern business intelligence and embedded analytics company helping teams unlock the full potential of their data. We combine the best of spreadsheets, BI tools and AI features to deliver an intuitive, powerful platform that empowers organizations to explore, analyze, and share insights at scale.

We have office hubs in San Francisco, Santa Cruz, Philadelphia, Dublin and Sydney, but have team members all over the world. We’ve raised $97M in funding as of our Series B, and we are backed by leading investors such as ICONIQ Growth, Redpoint Ventures, Google Ventures, Theory Ventures, First Round Capital, Snowflake Ventures and Databricks Ventures.

About The Role

We are seeking a Head of Partnerships, EMEA to lead and expand Omni’s strategic alliances in Europe. This role will be critical to accelerating Omni’s growth in Europe by developing and deepening relationships with technology partners (ISVs), regional systems integrators and consultants, cloud marketplaces and resellers. The ideal candidate will be based in London, UK and is willing to travel up to 40% of the time.

You will be responsible for driving sales pipeline, cross-functional strategy, and enablement across all of our partners in Europe. Your north star is simple: revenue sourced via the partner ecosystem.

You’ll lead the end-to-end strategy across sales and marketing motions with partners and identify, negotiate and execute on high-impact opportunities. You will grow our early partnerships with key cloud and ISV partners such as Snowflake, Databricks and AWS, while expanding our footprint among key regional SIs. This position requires high ownership, high execution, and sound prioritization. You will craft and execute creative strategies to influence external stakeholders in Omni's favor.

You’ll report directly to the US-based Global Head of Partnerships and collaborate with our go-to-market teams in EMEA and our executive and product teams in the US. This is an ideal role for someone who has already owned a similar partner sales motion at a high-growth SaaS company, or someone who has worked within the Snowflake or Databricks ecosystems and knows what it takes to drive outcomes as a partner.

What You’ll Do

Refine and execute on Omni’s partner strategy in Europe

• Define and own joint go-to-market strategies with our network of European partners to catalyze pipeline, including outbound campaigns, events, sales plays and programs
• Assess current strengths and gaps and prioritize existing partner ecosystem and new partner expansion accordingly
• Track, analyze, and report on pipeline generation and revenue contribution and iterate quickly based on data

Build and scale partner relationships

• Identify, recruit and onboard new partners
• Drive executive and strategic alignment with partner go-to-market teams to identify, pursue, and close co-selling opportunities
• Build and maintain trusted relationships with partner account executives, solutions architects, product managers, partner managers, and executives
• Run enablement and field programs to activate partner sellers
• Represent Omni at partner events, QBRs, and joint customer engagements (travel expected to represent up to 40% of time, depending on location)

Drive revenue through partnerships

• Develop and execute joint business plans that create measurable revenue and pipeline contribution
• Collaborate with Omni’s regional sales leaders to ensure strong alignment and execution against partner pipeline goals
• Oversee partner-sourced and influenced revenue targets and report progress to executive leadership

Product and ecosystem alignment

• Own and evolve Omni’s positioning as a best-in-class BI and embedded analytics platform within the ecosystem in collaboration with US-based partner team
• Collaborate with Omni’s product and partners’ product/partner engineering teams to ensure technical alignment and integration success
• Enable and train Omni’s sales organization on partners’ product development and integrations, in partnership with Partner SE
• Provide feedback on customer needs and market trends that inform product strategy

What We’re Looking For

• You have 6+ years of experience in strategic partnerships, alliances or sales within the data ecosystem – ideally in EMEA markets – with special consideration given to Snowflake, Databricks, AWS and Azure
• Demonstrated success building and scaling partnerships with ISVs, SIs and cloud marketplaces and driving joint sales motions to exceed revenue goals
• You have a sales mindset and thrive on being highly accountable to a number
• Proven ability to structure, negotiate, and hold partners accountable to mutual action plans to drive meaningful revenue impact
• Exceptional relationship management and communication skills, with experience engaging at both the executive and operational levels
• High hunger, curiosity, ownership and organization
• Strong track record of cross-functional collaboration and relationship building
• Deep interest in data and analytics, including AI