37 applicants

Company

Pindrop · 2 days ago

Partner Alliance Manager

US - Remote

Full-time

Remote

Mid, Senior Level

5+ years exp

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Comp. & Benefits

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Responsibilities

Identify new strategic partnership opportunities and scale existing partnerships

Enhance and accelerate Pindrop’s GTM and Relationships with partners

Own a channel revenue number and execute a sales strategy to sell with and through channel partners

Own a Pipeline Target and build a qualified Pipeline of Partner Sourced Opportunities

Structure, negotiate, and close partnerships in order to meet and exceed objectives

Be a strong member of the Direct Sales Team and help create connections between Sales and Partner teams

Establish and nurture relationships with key partners at every level

Work cross functionally both internally and externally to gain support for key initiatives and deals

Work with leadership to define and agree on common goals of revenue and achievement

Develop comprehensive business plans with Partners outlining strategy, execution and governance.

Represent Pindrop and the partners organization at events and present as needed

Assess the current partner/channel landscape in light of strategic growth plans

Recruit new Partners to meet the evolving marketplace and needs of the business

Qualification

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Partner sales experienceClosing partner dealsStrategic partnership structuresConsultative sellingBusiness developmentContract negotiationCloud companies experienceSaaS companies experienceTelecommunications experienceMarket landscape understandingTechnical acumenPipeline management

Required

5+ years of partner sales experience

10-15+ years of total professional experience

Success closing partner deals of $1M+ in first year revenues

Expertise in bringing in new partnerships, not just growing existing partnerships

Strong business and technical acumen with proven ability to work with innovative and evolving technologies

Ability to identify product needs that are critical for partners success

Demonstrated successful consultative selling, business development, executive level influence, and contract negotiation

Strong ability to articulate solution value proposition

Ability to establish, build, and foster senior executive management for sponsorship is critical

Preferred

Bachelor’s degree, MBA, or equivalent experience preferred

Expertise in strategic partnership structures and closing deals specifically with cloud companies, SaaS companies, global telco carriers, and security and/or contact center ecosystem and technologies preferred

Understanding of the market landscape of partners, channels, GSIs (IBM, Capgemini, HCL, Accenture, etc.), etc.

Prior experience in working with Amazon and Google and helping drive sales through their marketplan is a plus