Partner Alliance Manager

Summary

Join Pindrop as a Partner Alliance Manager and drive revenue growth through indirect sales channels. You will identify and develop strategic partnerships, execute go-to-market strategies, and manage a channel revenue target. This role requires strong communication, negotiation, and business development skills, along with experience in partner sales and closing deals with cloud and telecommunications companies. Pindrop offers a remote-first environment, competitive compensation, unlimited PTO, comprehensive benefits, and professional development opportunities. Success in this role involves achieving sales, profitability, and partner recruitment objectives. The ideal candidate possesses a growth mindset, is a self-starter, and thrives in a fast-paced environment.

Requirements

• 5+ years of partner sales experience
• 10-15+ years of total professional experience
• Bachelor’s degree, MBA, or equivalent experience
• Success closing partner deals of $1M+ in first year revenues
• 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

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

Preferred Qualifications

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

Benefits

• Competitive compensation, including equity for all employees
• Unlimited Paid Time Off (PTO)
• 4 company-wide rest days in 2025 where the entire company rests and recharges!
• Generous health and welfare plans to choose from - including one employer-paid “employee-only” plan!
• Best-in-class Health Savings Account (HSA) employer contribution
• Affordable vision and dental plans for you and your family
• Employer-provided life and disability coverage with additional supplemental options
• Paid Parental Leave - Equal for all parents, including birth, adoptive & foster parents
• One year of diaper delivery for your newest addition to the family!
• Identity protection through Norton LifeLock
• Recurring monthly Phone and Internet allowance
• One Time home office allowance
• Remote first environment – meaning you have flexibility in your day!
• Company holidays
• Annual professional development and learning benefit
• Pick your own Apple MacBook Pro
• Retirement plan with competitive 401(k) match
• Wellness Program including Employee Assistance Program, 24/7 Telemedicine