Partner Alliance Manager

Partner Alliance Manager

US Remote

Who we are

As human beings, one of our fundamental identifiers is our voice. Pindrop’s advanced voice identity technology recognizes this distinct and unique human quality with the kind of precision and certainty that’s needed when information or access is essential. From preventing fraud in call centers to obtaining information from smart devices and even activating cars, Pindrop lets people use their voice to quickly and privately connect to, enter, and unlock their world. At Pindrop, we hire great people and we take care of them. All we do is guided by our Core Values: Audaciously Innovate, Evangelical Customers for Life, Execution Excellence, Win as a Company, Make a Difference.

Headquartered in Atlanta, GA, Pindrop has raised over $223M in capital by premier VCs including Andreessen-Horowitz, IVP, and CapitalG.

Reporting to the VP, Operations and Partners, the Partner Alliance Manager will work cross functionally to develop and execute strategies and partnerships that drive revenue through indirect sales channels and business partners. You develop and flawlessly execute on new revenue and business opportunities. You have proven success creating and scaling partnerships, driving revenue with telecommunications and CCaaS partners, and executing go-to-market strategies. Success in this role includes achieving sales, profitability, and channel partner recruitment objectives.

What you’ll do

• 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

Who you are

• You have made this journey before and you know the pathway
• You have a growth mindset and you thrive in a fast-paced, rapidly growing organization
• You are charismatic with excellent communication and interpersonal skills
• You consistently meet or exceed objectives
• You are a self starter, continuous learner, and you take ownership and initiative in all you do
• You are a team player and work well with others
• You are resilient in the face of challenges, change, and ambiguity
• You are resourceful, excited to uncover innovative solutions and teach yourself something new when needed
• You take accountability, do the things you say you’ll do, under promise and over deliver
• You are nimble and adaptable when priorities change and continue to see the forest through the trees

Your skill-set:

• 5+ years of partner sales experience
• 10-15+ years of total professional experience
• Bachelor’s degree, MBA, or equivalent experience preferred
• Success closing partner deals of $1M+ in first year revenues
• 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 preferred
• Understanding of the market landscape of partners, channels, GSIs (IBM, Capgemini, HCL, Accenture, etc.), etc.
• 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 is critical

What’s in it for you:

As a Pindropper, you join a rapidly growing company making technology more human with the power of voice. You will work alongside some of the best and brightest (no jokenearly 1 in 3 Pindrop employees has a Ph.D.). We’re a passionate group committed to excellence but that doesn’t stop us from enjoying the journey as a team with chess and poker tournaments, catered lunches and happy hours, wellness programming, and more. Because we take our jobs seriously, we add in time for rest with Unlimited PTO, Focus Thursday, and Company-wide Rest Days.

• Within 30 days
  • You’ll have a clear, actionable plan with targets and goals that will start your path to success
• Complete onboarding and attend New Employee Orientation sessions with other new Pindroppers
• Within 60 days
• You’ll have completely integrated yourself with the current partners in your portfolio and are able to drive the GTM strategy with them.
• You’ll have at least three active new partners that you are working with to establish a relationship with a defined GTM strategy.
• Within 90 days
• You’ll have closed or have line-of-sight on imminent closure of at least one new partnership
• Teach us something new

What we offer

As a part of Pindrop, you’ll have a direct impact on our growing list of products and the future of security in the voice-driven economy. We hire great people and take care of them. Here’s a snapshot of the benefits we offer:

• Competitive compensation, including equity for all employees
• Unlimited Paid Time Off (PTO)
• Generous health and welfare plans to choose from including an employer-provided 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! It’s our way of welcoming new Pindroplets to the family!
• Remote-first culture with opportunities for in-person team events
• New hire and recurring monthly home office allowance
• When we need a break, we keep it fun with happy hours, ping pong and foosball, drinks and snacks, and monthly massages!
• Remote and in-person team activities (think cheese tastings, chess tournaments, talent shows, murder mysteries, and more!)
• 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

What we live by

At Pindrop, our Core Values are fundamental beliefs at the center of all we do. They are our guiding principles that dictate our actions and behaviors. Our Values are deeply embedded into our culture in big and small ways and even help us decide right from wrong when the path forward is unclear. At Pindrop, we believe in taking accountability to make decisions and act in a way that reflects who we are. We truly believe making decisions and acting with our Core Values in mind will help us to achieve our goals and keep Pindrop a great place to work:

• Audaciously Innovate We continue to change the world, and the way people safely engage and interact with technology. As first principle thinkers, we challenge standards, take risks and learn from our mistakes in order to make positive change and continuous improvement. We believe nothing is impossible.
• Evangelical Customers for Life We delight, inspire and empower customers from day one and for life. We create a partnership and experience that results in a shared passion. We are champions for our customers, and our customers become our champions, creating a universal commitment to one another.
• Execution Excellence We do what we say and say what we do. We are accountable for making the tough decisions and necessary tradeoffs to deliver quality and effective solutions on time.
• Win as a Company Every time we win, we win as a company. Every time we lose, we lose as a company. We break down silos, support one another, embrace diversity and celebrate our successes. We are better together.
• Make a Difference Every day we have the opportunity to make a positive impact. We operate with dedication, passion, and uncompromising integrity, creating a safer, more secure world.

Not sure if this is you?

We want a diverse, global team, with a broad range of experience and perspectives. If this job sounds great, but you’re not sure if you qualify, apply anyway! We carefully consider every application and will either move forward with you, find another team that might be a better fit, keep in touch for future opportunities, or thank you for your time.

Pindrop is an Equal Opportunity Employer

Here at Pindrop, it is our mission to create and maintain a diverse and inclusive work environment. As an equal opportunity employer, all qualified applicants receive consideration for employment without regard to race, color, age, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetic information, disability, marital and/or veteran status.

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