83 applicants

Company

Arize AI · 3 hours ago

Solution Architect, Partner Development

United States

Full-time

Remote

Senior Level

$195K/yr - $265K/yr

5+ years exp

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Responsibilities

Own our partnerships:

Be a networker, seller, partner and closer

Deeply research accounts, stakeholders and competitors and establish executive relationships with these partners and share the Arize vision

Drive territory planning, account planning, pipeline management and forecasting to identify new business sales revenue and achieve partner sales quotas

Prospect and develop relationships within the Arize partner ecosystem.

Execute and collaborate on co-marketing events, activities and content creation to increase brand awareness, visibility and lead generation for co-selling with SI and hyperscaler partners

Manage the alliance development lifecycle, monitor the performance and success of our partnerships and optimize as needed

Collaborate with other departments within our organization (leadership, product, sales, engineering, marketing) to ensure a seamless partner and customer experience. Share partner and customer feedback to drive continuous improvement.

You are the trusted advisor to the customer:

Build relationships with system integrators (SI) and hyperscalers, both business and technical stakeholders

Lead product demonstrations across various partner teams to help educate on the value proposition of Arize.

Conduct workshops to get deeper technical knowledge across core partner ecosystems.

Handle technical objections and develop strategies across sales, engineering, and product to unblock them

Act as a Domain Expert within AI/ML:

Provide technical leadership and guidance, including troubleshooting and addressing potential issues, private deployments, and proof of concepts.

Provide support and education to grow the partner’s Arize competency

Understand and develop use cases with our partners and deliver joint go-to-market programs, sales plays and talk tracks to help partners identify and win new business opportunities.

Train potential partners how to use and sell the product to their clients.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Partnership DevelopmentTechnical SalesAI/ML KnowledgeKubernetesCloud ServicesSales Quota AchievementDockerNetwork Architecture

Required

5+ years of partnership, alliances, enterprise or channel sales experience

Strong technical sales background, with the ability to demo and drive product led sales motion

Strong ability to train and educate users on the value proposition of Arize

Experience and relationships with major System Integrators and/or Hyperscalers

Track record of consistent quota attainment or over achievement

Hands on knowledgeable in AI and its software ecosystem

Solid understanding of Kubernetes, Helm, cloud services (AWS, Azure, GCP) and their managed Kubernetes services

Know a thing or two about network architecture and application deployment strategies

Strong communication skills

A quick and self learner

Self-starter and comfortable working in limited process environments

Team player: Collaboration with peers and other organizations within Arize is critical to success

Preferred

Previous alliance partner experience gained within the Cloud/SaaS space and selling into the following departments: Software Engineering, Data Science, Machine Learning