Remote Solution Architect, Partner Development

Summary

Join our team as a Solution Architect, Partner Development and help drive, nurture and grow our relationship with System Integrators (SI) and hyperscalers via a sell-to, sell with and sell-through motion. The ideal candidate is fast-paced and highly self-motivated, very comfortable diving deep into code helping orchestrate and instrument partner code along with strong sales, leadership, communication and organization skills.

Requirements

• Strong communication skills
• Clearly and objectively communicate observations from the field and managing partnerships forward
• You can empathize with the frame of reference of who you are communicating with and tailor your message and approach accordingly
• You have an uncanny ability to simplify complex, technical concepts
• A quick and self learner
• Self-starter and comfortable working in limited process environments
• 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
• 5+ years of partnership, alliances, enterprise or channel sales experience
• Hungry, aggressive and motivated
• Experience and relationships with major System Integrators and/or Hyperscalers
• Track record of consistent quota attainment or over achievement
• 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
• Hands on knowledgeable in AI and its software ecosystem
• You may not have a PhD in ML but you know the difference between Linear Regression and Boosted Trees and the advantages / disadvantages of each
• Be knowledgeable about the industry and best practices, being a guide for prospects as they embark on their GenAI journey or plan out another traditional ML use case
• Have 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

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
• 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

Benefits

• Medical
• Dental
• Vision
• 401(k) plan
• Unlimited paid time off
• Generous parental leave plan