Head Of Strategic Partnerships

Summary

Join Arize as a Strategic Partner Leader to cultivate and expand relationships with major cloud partners (Microsoft, Google, AWS), enterprise partners, and system integrators. You will own a partner sales quota, drive Arize awareness, and build strong relationships with key stakeholders. Responsibilities include territory planning, pipeline management, providing partner support and education, developing joint go-to-market programs, and collaborating across departments. The ideal candidate possesses 5+ years of relevant sales experience, a proven track record of quota attainment, and strong communication and project management skills. Arize offers a competitive salary ($200,000-$300,000), equity, and a comprehensive benefits package including medical, dental, vision, 401(k), unlimited PTO, generous parental leave, and more. The role is remote-first with optional in-person work in NYC or the Bay Area.

Requirements

• 5+ years of partnership, alliances, enterprise or channel sales experience
• Experience and relationships with major System Integrators and/or Hyperscalers
• Track record of consistent quota attainment or over achievement
• Strong understanding of driving pipeline and creating sales opportunities
• Self-starter and comfortable working in limited process environments
• Desire to create and build a new playbook on how to maximize partnerships
• Fast-paced and focused on building out our channel partnerships
• Team player: Collaboration with peers and other organizations within Arize is critical to success, we deeply value the success of the collective team over individual gains
• Strong communication and project management skills: Clearly and objectively communicate observations from the field and managing partnerships forward
• Strong ability to create lasting relationships across multiple partnerships

Responsibilities

• Own a partner sales number in partnership with sales team
• Opportunity to mold the partnership ecosystem of Arize
• Drive Arize awareness across strategic partnerships
• Be a networker, seller, partner and closer
• Build relationships with system integrators (SI) and hyperscalers
• 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
• 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
• 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

Preferred Qualifications

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

Benefits

• Medical
• Dental
• Vision
• 401(k) plan
• Unlimited paid time off
• Generous parental leave plan
• Others for mental and wellness support
• Remote work, flexible hours
• WFH monthly stipend to pay for co-working spaces