Senior Partner Manager, Channel and Alliances

Summary

Join Cyara, a leading Automated CX Assurance Platform provider, and develop and manage key strategic partners to drive channel bookings. You will create GTM partner strategies, adapt partner programs, and collaborate with regional sales AVPs. Success means building an elite partner ecosystem driving partner-channel revenue. Responsibilities include establishing a vision for partner pipeline generation, consistently meeting revenue targets, maintaining planning tools, identifying ideal buyers, articulating Cyara's value proposition, and negotiating contracts. You will need 10+ years of experience in strategic partner management or direct sales of enterprise software, experience with Verizon or AT&T, and a proven track record of exceeding sales targets. A bachelor's degree is required. Cyara offers competitive compensation, benefits including medical, dental, vision, flexible work schedules, unlimited time off, life and disability programs, and a 401(k) matching program.

Requirements

• 10+ years of strategic partner management and/or direct sales experience selling enterprise software to large enterprises (required) in fast-growing, changing, and competitive environments
• Experience working with or managing relationships with Verizon or AT&T
• Experience utilizing partners, channels, and alliances to sell more successfully and overachieve your quota
• Consistent track record of new business development and overachieving sales targets with prospects and customers in the defined territory
• Strong executive presence and polish, and excellent listening skills
• Hunter mentality, with knowledge and demonstrated sales process success
• Strong organizational skills, with demonstrated ability to work independently while managing internal and external stakeholder relationships
• Proactive, hands-on approach to problem-solving, and a desire to own all parts of the partner lifecycle
• Bachelor’s Degree or equivalent experience

Responsibilities

• You will establish a vision and plan to guide your long-term approach to partner pipeline generation through sales closure
• You will consistently deliver partner revenue targets – dedication to the number and to deadlines. In addition, you will develop a comprehensive plan for achieving assigned quotas within a fiscal period, incorporating Territory Planning, Account Planning, and Close/Win Planning
• Regularly update and maintain planning tools to facilitate cross-functional discussions, deal reviews, and engagement with Executives
• Identify the correct buyers for Cyara's solutions and services
• Possess a deep understanding of the value provided by Cyara solutions and services
• Articulate the value proposition of Cyara as a company, emphasizing its competitive advantages
• Recognize negotiation opportunities and effectively use trading and bargaining techniques with customers to achieve mutually beneficial outcomes
• Appropriately leverage discounts and promotions as economic levers during negotiations
• Demonstrate the ability to overcome obstacles and secure contract agreements and purchase orders
• Exhibit in-depth knowledge, accuracy, and skill in positioning Cyara as a company and its solutions
• Strategically land, adopt, expand, and deepen sales opportunities
• Explore the full spectrum of relationships and business possibilities across the strategic partners’ entire org chart
• Establish strong relationships based on trust, with partners’ executive leadership team
• Become known as a thought-leader in CX assurance and automation

Preferred Qualifications

• Experience working with US based partners. Experience in EMEA and/or APAC desirable
• Experience and understanding of the CX space

Benefits

• Medical, Dental, and Vision Insurance
• Flexible Spending Accounts
• Flexible work schedules and remote first environment
• Unlimited Time Off in addition to paid holidays
• Life and disability programs
• 401(k) matching program