Strategic Alliance Partner Manager

This is a fully remote position, open to applicants in Arizona, +5 more states.

📋 Description

• Act as the main contact and relationship steward for designated strategic alliance partners.

• Advocate for the company's value proposition, platform strategy, and solution vision within partner organizations.

• Ensure alignment between partner priorities and corporate strategy, integrated messaging, and co-investment efforts.

• Drive executive-level engagement to strengthen partnership commitment and explore new strategic opportunities.

• Lead the annual and quarterly joint business planning sessions that cover shared objectives, revenue goals, co-selling initiatives, and marketing investments.

• Identify and activate joint value propositions along with integrated solutions.

• Collaborate with sales leaders to prioritize accounts, develop co-sell pipelines, and enhance partner-influenced revenue.

• Provide partners with the necessary positioning, enablement, and competitive insights.

• Coordinate resources from solution engineering, product, marketing, enablement, and services to ensure partner readiness.

• Facilitate partner access to training, certifications, technical resources, and solution playbooks.

• Work alongside product and engineering teams on integrations, roadmap alignment, and co-innovation projects.

• Monitor partner KPIs such as pipeline creation, revenue contribution, solution adoption, and customer success metrics.

• Evaluate partner performance and provide guidance on investment, resource allocation, and market execution.

• Manage partner satisfaction, operational excellence, and post-sales execution.

• Stay informed about industry trends, movements within the partner ecosystem, and shifts in the competitive landscape.

⛳️ Requirements

• Over 8 years of experience in strategic alliances, partner management, cloud/technology sales, or ecosystem development roles.

• Demonstrated success in driving revenue, executing co-sell strategies, and fostering mutual business growth with enterprise technology partners.

• In-depth knowledge of cloud platforms, enterprise software, and partner ecosystems (ISVs, hyperscalers, OEMs, GSIs, MSPs).

• Strong business acumen with the ability to navigate complex organizations and influence executive decision-makers.

• Exceptional communication, negotiation, and cross-functional leadership abilities.

• Highly self-motivated, capable of managing multiple strategic initiatives at the same time.

• A passion for innovation, ecosystem thinking, and developing long-term strategic relationships.

• Willingness to travel as required by business needs.

🏝️ Benefits

• Eligibility for annual bonuses for specific roles.

• Access to sales incentives based on the applicable plan, role, and individual performance.

• Comprehensive healthcare benefits.

• Life insurance coverage.

• Disability benefits.

• 401(k) retirement plan.

• Company matching for 401(k) contributions.

• Opportunities for training and certifications.

• Support for reasonable accommodations during the application process.