Six Cloudera women have been named Women of the Channel by CRN, which honors over 1000 women whose channel expertise and vision are deserving of recognition.
"Congratulations to these inspiring and accomplished leaders - we are proud to have you," tweeted Cloudera in response to the news.
Teresa Morris, Cloudera Senior Manager, Technical Partner Support, Digital Support Programs
Teresa is Cloudera's Senior Manager of Technical Partner Support & Digital Support Programs. She is a results-driven leader with strong expertise in Global Program Management; integrating people, processes and technology. She has the proven ability to maintain continuous alignment with strategic business objectives, making recommendations and executing plans to improve business outcomes. With years of experience in the Tech industry, she has driven the programmatic execution of Partner success by focusing on removing barriers and accelerating customer adoption. She believes that delivering a strong analytical, metrics-driven approach to partner relationship management solves business challenges and helps to identify opportunities.
What are your key channel-related accomplishments?
With the near complete vision of the enterprise data cloud, Cloudera Data Platform allowed us to expand into uncharted market territory over the last year. I've built strong relationships with our most global Partners by aligning on our go to market strategy & focusing on delivering a world-class support experience.
How have you personally helped advance your company's channel business?
Cloudera completed our Enterprise Data Cloud vision of bringing a truly hybrid cloud experience with the general availability of CDP Private Cloud via expanded partnership with Red Hat/IBM. We also built on 2019's revamp of Cloudera's channel program - Cloudera Connect - to better enable partners to accelerate their customers' data strategies via on-premise, hybrid, and multi-cloud deployments. Focused on providing partners with the tools and resources needed, we launched a new program called Market Builders which includes both Enablement and Campaign Kits based on market themes and plays. I was responsible for driving the Global Support strategy for our key partnerships. After a year full of so much change, we had an unique opportunity to innovate while executing on our Partner strategy. I remained laser-focused on establishing a consistent, repeatable differentiated support experience while helping our Partners gain knowledge and new support capabilities. We double-clicked on how our partners work across our ecosystem by evaluating all of the pieces of our framework and how those pieces fit together holistically throughout the lifecycle. By mapping out our Partner Support journey, we were able to position Partners to solve business challenges, improve customer satisfaction and increase the adoption of our products and services.
What are your goals for your company's channel business?
2020 was focused on building the foundation for partners; 2021 is focused on activating partners to take advantage of the new elements that help drive pipeline growth. Our primary goals include: improving partner technical skills, partner sales skills, and ramping up CDP partners sales. To achieve these goals, we have: included new enablement, updated technology certification process, created a new solution competency program, and added a cloud reselling model to Cloudera Connect in order help our partners accelerate customer adoption of CDP. We want to help partners leverage new program offerings so that they can succeed in a hybrid-cloud environment.
What honors, awards or commendations have you won?
I was extremely excited to win a Team Player Award as part of our Support Brand Award program. The award was for my work in helping to drive the successful deployment of Cloudera Data Platform/Private Cloud across our Support organization.
What's the key to success for your channel partners?
Channel partners must redefine their businesses and increase diversity and accountability. They need to understand their customer's unique needs and embed emerging technologies into their business solutions. Another important aspect is using digital technologies to enhance the customer experience. Finally I think it's extremely important that Channel Partners tap into their existing customer base and identify opportunities that had not previously been explored.
What's your favorite way to de-stress?
I like walking. I've found some of the most amazing walking programs during this quarantine period that leaves me feeling so relaxed. I also have started reading again. I could never find the time during our pre-covid era.
What goals have you set for your own professional development? What new skill sets have you added or training are you taking or plan to take?
I want to become a certified Scrum Master. I want to focus on data analytics to help me drive strategic business decisions. I also really want to expand my knowledge on all areas of the partner journey. From marketing to enablement, service and support. Having a wide breadth of knowledge changes how we engage and the effectiveness of those interactions. I am very excited about taking a few courses on simplifying cloud complexities while maximizing business value and learning more about digital transformation.
What's one workplace rule that you always break and why?
There are so many unwritten rules that hold us back. I often challenge existing processes. It's not to say that when they were created they weren't the right thing to do at the time but challenging them is good for innovation and creative thinking. It helps us become more efficient. There are two outcomes, either I flourish or I make a mistake that I can correct later.
How did you adapt to the extra work-related stresses that stemmed from the pandemic?
Balancing remote learning, my own daily meetings and the host of other responsibilities, I had to implement strict time management strategies. I also learned to take advantage of the amazing unplug holidays that Cloudera offers. It has afforded me the opportunity to disconnect, clear my mind, connect with my family without interruption and come back fresh. I can tell you it is great for mental and physical health.
What advice do you have on how to make video calls/virtual events a more effective sales tool?
Make it interactive and turn your camera on! It is so important because it allows your audience to connect with you. The worst thing you can do is host an event with no engagement. Leave your attendees feeling as though they were physically in the room with you.
What tips do you have for boosting your professional social media presence this year?
I think it's important to post regularly and spark conversations that are important to you and your audience. If you're sharing content, add your personal perspective on what you've shared so that viewers understand how you feel about a particular topic. It allows you to network and connect without boundaries.
What show that you recently binge-watched was your favorite and why?
LoveCraft Country produced by Misha Green along with Jordan Peele and others. I loved it so much that I bought Matt Ruff's book. The show addressed the issues of today and how they were the same issues we faced so many years ago but with a mix of horror and sci-fi. It was really a thought provoking series that I think many would be able to gain knowledge from.
Rachel Tuller, Cloudera Global Senior Director, Channel Programs
Rachel Tuller is a global Channel leader with a strong reputation for driving revenue-generating alliance and channel partnerships. With an early career start as a technical trainer, she transitioned into ops, strategy and sales where she established a solid foundation for channel leadership. Rachel's industry experience includes start-ups, scale-ups and enterprise vendor organizations where she adopted a "build and grow" approach to channel sales programs, having built and scaled training and certification enablement models, and next-generation partner programs. Her passion for connecting others and creating new go-to-market opportunities that benefit all inspires and energizes her. Rachel has recently moved into a leadership role at Cloudera where she will oversee the Channel Programs and related enablement for all channels. Rachel fulfills her passion for connectedness as an advocate for Women in Technology. She recently vacated a role as core-team leader and education/content chairperson in Veeam's 'Women in Green', she is an active member of Alliance of Channel Women, CompTIA's AWIT and former Citrix WIN leader. Rachel has spent much of her career mentoring and lifting other women to personal and career success.
What are your key channel-related accomplishments?
In 2020, in a previous role, my (new) team posted some astonishing growth as we helped partners transition to digital demand gen in a crazy year: 294% more leads captured, 101% more active partners, 134% more total marketing activities. All w/4 concierges and 2 program team and no additional budget.
How have you personally helped advance your company's channel business?
Our focus continues to be on the integrated partner experience. Increased personalization, serving up just-in-time enablement and automating complex processes has been the focus for 2020, all while assisting partners to adapt to this 'new normal' in digital demand generation. In doing so, we have increased partner usage of tools, maximizing ROI on investments and have increased partner loyalty across the globe. Data shows that partners who use these programs have an increased deal size and execute more deals in total than those who don't -- and that's good for everyone's business.
What are your goals for your company's channel business?
Cloudera's goals are to continue to create a positive, profitable and growing business for our partners. My personal goal is to increase partner-led demand, improve the Partner Experience (PX) and create partner success programs that build loyalty and revenue for our global partners at all levels.
What honors, awards or commendations have you won?
- Forrester/SiriusDecisions "Program of the Year" for Channel Marketing Partner-led Demand Generation program (new). - Internal 'Team of the Year' for best supporting team by the EMEA sales & marketing team. This meant so much as a brand new global team to win first-time out! - Personally, I was nominated as Top Leader in Q4, - In my Community, I was elected to the Board of Directors for our country club by our voting membership and to lead our Strategic Planning committee in a $3M renovation to our facilities in 2021-22.
What's the key to success for your channel partners?
Cloudera's Alliance and GSI game is strong, as is our cloud partner network so if our reseller and service partners can leverage each other, then the magic is in that mix! 2021 will focus on improved operational excellence, and broad incentive programs for partners with an emphasis on NNL and migration of an impressive customer base to our new flagship platform, CDP.
What's your favorite way to de-stress?
I enjoy walking daily with my gals, binging Netflix (see above) and heading to a hotel - anywhere. I love the beach, but this past year, the mountains of North Carolina have stolen my heart. The peaceful views, serenity and remoteness help me to exhale, long and loud. Even better if I can share with my husband and/or teenage daughter who still enjoys my company!
What goals have you set for your own professional development? What new skill sets have you added or training are you taking or plan to take?
For the first time in years, I signed up to be on the other side of the table as a mentee in an internal mentoring program. I've spent years mentoring others and felt it time to take my own game to the next-level. I'm dusting off my executive courses, expanding my cloud data product knowledge and participating in several industry conferences this coming year around the evolution of the channel and new PX best practices.
What's one workplace rule that you always break and why?
"short emails" - There's a much-touted rule to keep email brief and succinct. It's a good rule, and one I see value in, however in these times I find it necessary more than ever to make that human connection. A heartfelt inquiry into someone's well-being, or a personal note of appreciation go a long way to helping others feel less-isolated and supported. So I write the extra few words it takes.
How did you adapt to the extra work-related stresses that stemmed from the pandemic?
My biggest adaptation has been around being grounded from traveling. My personal 'stresses' have all been in adapting to non-work related challenges - what to make for dinner Every. Single. Night? who's hogging the bandwidth? One thing I started doing in my weekly team meeting is an emotional check-in using "2 words: how are you feeling?" This gave everyone a chance to express fears, frustrations and emotions in a safe place and without judgment. It also helped us feel more connected to each other, and I knew who to support just a little more during the week in our 1:1.
Describe a time during your career when you doubted your abilities or qualifications and how you overcame that challenge.
Every time I applied for a new role - inside or outside of my current company. At each stage of my career, I've suffered from imposter syndrome: "what if they find out I really don't know this?" At some point in the past 8-10 years, I let that $*@# go. I really DO know my business, have the skills and can do the job. My confidence grows every time I try something new and succeed; every time I say "I don't know but will find out - and do!"; and every time I practice grace with myself and others.
What advice do you have on how to make video calls/virtual events a more effective sales tool?
Connect First. I've found it so important and useful to dial in a few moments early, or take the first few minutes to connect on a human level with folks. At the beginning there was a lot of pressure to use video and everyone felt the had to have their act together and the perfect background. I found most folks were more relaxed and able to consume new info when we DIDN'T turn cameras on, and they could just 'be'. As a sales tool, I think it's perfectly fine to connect while still being professional.
What tips do you have for boosting your professional social media presence?
My approach is "be visible, but don't be all things to all people". I'm selective about who I follow and where I comment and I no longer connect with folks that I don't have a personal or professional relationship with. I'm enthusiastic about representing my Company's brand well and with integrity and I have a large network of colleagues who do the same. While we use all the social platforms to drive our company brand, I make personal distinctions between true social networks and professional communities. Call me old-fashioned, but I like to keep that separation as appropriate.
What show that you recently binge-watched was your favorite and why?
I'm somewhat eclectic in my mix - romance, thriller, docu-dramas and a common theme is strong female stories. My favorites this year are/have been: Yellowstone, Bridgerton, Self-Made (the story of CJ Walker), The Crown and Marvelous Miss Maisel.
Teresa Koziatek, Cloudera Director, Business Development
Teresa is the Director of Business Development at Cloudera. With over 16 years of deep experience, she has a proven track record of developing and managing strategic alliances and driving revenue for Cloud, Managed Services, and Enterprise Solutions. Her skills in business development have allowed her to successfully identify new business opportunities, recruit partners, manage global initiatives, develop offerings, create marketing programs, and negotiate complex partner agreements. Her prior experience includes Business Practice development and Oracle ERP implementation leadership. Teresa is tenacious, motivated, and a value-driven leader of high-performance teams serving internal and external customers and partners with impeccable execution.
What are your key channel-related accomplishments?
I lead the Cloudera alliance relationships with strategic Global Systems Integrators. During 2020 my main focus was driving adoption of the Cloudera Data Platform (CDP) into our customer base by enabling our partners to understand the value propositions and differentiators and developing customer-specific use cases.
What honors, awards or commendations have you won?
On the topic of work/life balance, my team has qualified for the first time to participate in the AKC Agility Nationals to be held in March 2021 in Tulsa, Oklahoma.
What's the key to success for your channel partners?
Ensuring that our partners understand the value proposition of the "new" Cloudera Data Platform - how it is a unique offering for customers with its hybrid and multi cloud deployment options, on premises, in private or public cloud with enterprise wide security and governance.
What's your favorite way to de-stress?
Running, playing with grandchildren, dog sports. Each of these activities in their own way require my focus away from work demands.
What goals have you set for your own professional development? What new skill sets have you added or training are you taking or plan to take?
I would like to take advantage of Cloudera's training programs to increase my technical knowledge.
What's one workplace rule that you always break and why?
Working from home during the COVID era makes it very easy to break the "home/work" life balance rule.
How did you adapt to the extra work-related stresses that stemmed from the pandemic?
I get up early in the morning to do work before the day's Zoom meetings begin so that I have time to focus without interruption. I have also maintained my morning run routine, which provides white space for me to reflect on the upcoming challenges of the day. My husband and I attempt to have dinner together every evening...doesn't always work, but it's our goal!
Describe a time during your career when you doubted your abilities or qualifications and how you overcame that challenge.
My role frequently presents new opportunities and challenges. I find that the best way to overcome any initial feeling of doubt is to take a step back to break down the issue I'm facing into components including clarifying the end goal, the obstacles to the goal, and options to move past any blockers to achieve that goal.
What advice do you have on how to make video calls/virtual events a more effective sales tool?
Be prepared at the start of each call to engage effectively, minimize home workplace distractions (I have 3 dogs :-)), use video to enhance personal connection.
What tips do you have for boosting your professional social media presence this year?
I intend to invest additional time on social media this year. Too often this is an area where I don't spend enough time due to other demands on my time.
What show that you recently binge-watched was your favorite and why?
My husband and I don't watch much TV, but we have recently enjoyed the "Mr. Robot" series. The elements of technology, cybersecurity, and personal psychological disorders were very compelling.
Tracey Jones, Cloudera Senior Manager, Partner Marketing
Tracey Jones is the Senior Manager of Partner Marketing at Cloudera, where she manages the marketing relationship between Cloudera and IBM to execute unique and innovative ways to inform enterprises of how they can gain actionable insights quicker leveraging the IBM and Cloudera relationship. Prior to joining Cloudera, Tracey was the Senior Channel Manager, Marketing and Events, at IBM Watson, where she was responsible for developing and executing strategic marketing program plans, as well as managing lead development and deal progression material. On the demand generation side of the house, Tracey successfully executed closed loop marketing programs world wide, leveraging digital marketing programs as well as in person events. In her spare time, she loves hiking with her dogs, watching UFC & football, and a good bottle of red wine.
What are your key channel-related accomplishments?
Cloudera Data Platform has allowed us to expand into uncharted market territory over the last year. As a legacy IBMer, I can appreciate the intricacies of the "IBM Machine" and I was able to navigate it effectively, saving valuable time and cycles to help expedite market execution.
What's your favorite way to de-stress?
Hiking and watching action or scary movies
What goals have you set for your own professional development? What new skill sets have you added or training are you taking or plan to take?
I plan to increase my technical understanding of Cloudera products and the value they bring to enterprises.
How did you adapt to the extra work-related stresses that stemmed from the pandemic?
I had previously worked at home frequently and prior to joining Cloudera most of my career was remote, so the Work from Home environment was not an issue for me at all. I am extremely organized and self motivated.
Describe a time during your career when you doubted your abilities or qualifications and how you overcame that challenge.
In 1998 I started NewJones Consulting, to assist startups with marketing and business development programs. Working in marketing was one thing, but shouldering responsibilities of overall successes of an organization to help initial corporate & product launches, PR, events, communications, etc was nerve wracking, yet rewarding. At the time, I wasn't prepared for the challenges coming. I learned quickly and leaned heavily on my network in areas of uncertainty. Never backing down from a challenge, I met obstacles head on and appreciated all of the personal and career growth I received from the experience of owning a small company.
What show that you recently binge-watched was your favorite and why?
I recently watched several seasons of Warrior, show set during the Tong Wars in late 1870s San Francisco, the series follows Ah Sahm, a martial arts prodigy who emigrates from China in search of his sister, only to be sold to one of the most powerful tongs in Chinatown. I enjoy the storyline and the action!
Debbie D'Souza, Cloudera Senior Global Program Lead, Connect Partner Program
Debbie D'Souza has been in the Tech Industry for over 10 years. She grew up in Northern California to Portuguese immigrant parents and graduated from UC Berkeley before starting her career at LinkedIn in which she spent 4 years there learning about sales and program management. Now at Cloudera, she empowers partners to help joint customers transform complex data into clear and actionable insights. She works with various teams to turn partner program elements, communications, enablement, and business processes into reality. In her spare time, Debbie enjoys traveling to different countries, cooking, and spending time with her husband and son in the Bay Area.
What's the key to success for your channel partners?
Any partner that helps customers with their hybrid cloud journey. We want customers to migrate to our latest technology - Cloudera Data Platform and that will take
What's your favorite way to de-stress?
I love having my morning coffee with breakfast alone downstairs. It gives me time to think and read up on the latest news.
What goals have you set for your own professional development? What new skill sets have you added or training are you taking or plan to take?
I've been managing the partner program for almost six years at Cloudera. That's why I decided to take on a side role of managing our ecosystem partners. Last year, I managed our ecosystem of ISV partners, and this year, I will be managing some of our large System Integrators. Connecting with partners will not provide me new skills, but will also help me understand how to improve the partner program.
What's one workplace rule that you always break and why?
I don't always have my zoom camera on. That's because as a mom working while in a pandemic, I am always multitasking. I can still contribute to the zoom call, even if I am pumping breast milk or eating at the same time.
How did you adapt to the extra work-related stresses that stemmed from the pandemic?
I take it one day at a time. I'm lucky to have my husband also working from home so that we can manage household and parental duties together. We also receive help from our parents who have been taking the pandemic seriously.
Describe a time during your career when you doubted your abilities or qualifications and how you overcame that challenge.
When I started managing partner accounts on top of my role of managing the program, I was afraid that I would not be a good resource for my partners. However, I overcame my fears by simply showing up for my partners and leaning onto my colleagues for support when I needed it. The more I connected with my partners, the more assured I became in my expanded role.
What advice do you have on how to make video calls/virtual events a more effective sales tool?
I believe it's best to engage with the audience as much as possible. It's really easy to get distracted when watching a webinar, therefore I think polls or quizzes are a great simple way to check in on the audience and make them feel a part of the conversation.
What tips do you have for boosting your professional social media presence this year?
Don't be shy! Write content and share it with your network. With the pandemic, more people are at home and absorbing lots more information from their social media, so it's the perfect opportunity to boost your presence. Last year, I shared a few blog posts that I've written on LinkedIn related to our program, and not only did it boost my professional presence, but my content reached to partners outside of my network.
What show that you recently binge-watched was your favorite and why?
I am obsessed with WandaVision. First, I am a fan of the Marvel movies and second, I love that the lead, Wanda, is a strong female superhero. She deals with her grief by using her superpowers to turn her life into a TV sitcom. Maybe not the healthiest way of dealing with grief, but it's fun to watch!
Barbara Brument, Cloudera Cloud Alliance Manager, EMEA
Barbara is Cloudera's Cloud Alliance Manager. She strives to promote business ethics and network with those interested and passionate about furthering best practices in the realm of sales and channelling. Barbara has extensive experience in sales leadership and a track record in building and developing high performance external and internal sales teams. She promotes support, mentoring, and training for anyone who aims to enhance their level of expertise and competences in such a critical time and environment. Her mission is to promote business ethics and network with people who are interested in furthering good practices in the area of sales and channelling. Barbara's successes are based on addressing together with partners Market addressability, technology capabilities and most importantly execution.
What are your key channel-related accomplishments?
Establish awareness of Cloudera as the Enterprise Data Platform to our partner base who work and support our customers. I focus on enabling partners and showcasing both our value proposition and differentiators. As I deal with very different partners, I make sure to develop customized messaging around customer-specific use cases.
How have you personally helped advance your company's channel business?
This year, Cloudera completed our Enterprise Data Cloud vision of bringing a truly hybrid cloud experience with the general availability of CDP Private Cloud via expanded partnership with Red Hat/IBM. We also built on 2019's revamp of Cloudera's channel program - Cloudera Connect - to better enable partners to accelerate their customers' data strategies via on-premise, hybrid, and multi-cloud deployments. Focused on providing partners with the tools and resources needed, we launched a new program called Market Builders which includes both Enablement and Campaign Kits based on market themes and plays. I was responsible for spearheading our new partner connect program and its benefits. Voicing out our Enterprise Data Cloud vision to our partners made me realize how much our offering is relevant and important to our partners. Our CDP is delivering results to customers and we are only starting. This is so promising. Our partners evolve with us too.
What are your goals for your company's channel business?
2020 was focused on building the foundation for partners; 2021 is focused on activating partners to take advantage of the new elements that help drive pipeline growth. Our primary goals include: improving partner technical skills, partner sales skills, and ramping up CDP partners sales. To achieve these goals, we have: included new enablement, updated technology certification process, created a new solution competency program, and added a cloud reselling model to Cloudera Connect in order help our partners accelerate customer adoption of CDP. We want to help partners leverage new program offerings so that they can succeed in a hybrid-cloud environment.
What honors, awards or commendations have you won?
Just won the award for Best GC&A and PSM EMEA manager of the year. I am so grateful for being recognized by Cloudera. It was such a challenging year but I just kept going as I saw the launch of CDP and the beauty Enterprise Data Cloud platform it is.
What's the key to success for your channel partners?
Listen to them and their challenges, their own objectives, directives. It's always about adapting and reasoning with their strategy that you can win together. Establish the "Win-Win-Win". The first party is the customer. If there is no value to the customer, you should reconsider the partnership you have in mind. Defining the right value proposition is an essential step in the alliance creation process and should be initiated before selecting a partner.
What's your favorite way to de-stress?
It's all about the moment and dive into it. I have been using a meditation application to help me to switch off completely. The power of meditation is a revelation and long term de-stress activity for me
What goals have you set for your own professional development this year? What new skill sets have you added or training are you taking or plan to take?
I finally decided to improve my Spanish and be my best self. This is my core value and it makes me a better leader. I always need to learn and relearn with my partners and colleagues and today is no different. The pandemic has accelerated so many things in data led innovation, in analytics needs, so I guess agility is one of the key skills I will keep focusing on. I realized I can use my voice and provide feedback and become a mentor in my sales approach with the partners.
What's one workplace rule that you always break and why?
Being expected to reply to every e-mail - If I did that I would never have enough hours in my day. I read every e-mail and then prioritize. I also tend to switch off my mailbox on a big presentation or deal.
How did you adapt to the extra work-related stresses that stemmed from the pandemic?
"It takes a village" and I am lucky I have it! I reached out for help with home and childcare, kept my employer abreast and relied on Cloudera's understanding. As a woman in a male-dominated industry, I built resilience over the years and tapped into it. I created guardrails at home and work, so I managed to keep a semblance of work-life balance. I kept an agile mindset and asked my employer and family to do the same. I did not have to be "half there" and with discipline, I stayed 100% focused on work or family when it mattered.
Describe a time during your career when you doubted your abilities or qualifications and how you overcame that challenge.
There is no day I don't doubt. Some self-doubt is good for me; it helps me challenge myself and go the extra mile. I must confess, every new job, I am worried how to tackle the task ahead of me. I overcome the challenge by taking control of my own story, I focus on the positive contribution and impact I have on Cloudera, partners and colleagues. With experience, I have accepted I am not perfect and learnt my mistakes. I thrive on what I am good at whilst I continue to focus on having a "growth mindset". Self-acceptance is key.
What advice do you have on how to make video calls/virtual events a more effective sales tool?
Setting the stage (make-up, ring light, background) made a massive difference. A conference call is no different than a face-to-face meeting. Bring your best self forward and don't forget to put the camera on. Be focused to have effective conversations, align on priorities and build trust. Limited non-verbal communication is something I had to adapt to, instead I always keep eye contact and own the space as effectively as possible. I also reformulate a lot more and I have become better at following up, which so far as served me really well.
What tips do you have for boosting your professional social media presence?
Give comments and invite people to react to your posts. Be more personal too and show empathy with always customer focus in mind. I "managed" to read a book recently and it really strikes me that we can be full of Bias. I highly recommend Think Again by Adam Grant. This book shows me how to think again and put it in practice on everything I do.
What show that you recently binge-watched was your favorite and why?
Modern Family. It is so relevant today and so funny. Great characters and actors. I love watching it with my family and share our views.
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