Partner Alliance Manager

Pindrop

4d•Remote

About The Position

Reporting to the Manager, Operations and Partners, the Partner Alliance Manager will work cross-functionally to develop, scale, and execute strategic partnerships that drive revenue through indirect sales channels and business partners. You will identify, structure, and flawlessly execute new revenue and business opportunities, with a strong focus on building and scaling partnerships across telecommunications, CCaaS, cloud, and security ecosystems. This role owns a channel revenue target and is accountable for partner-sourced pipeline growth, partner recruitment, and go-to-market execution. Success in this role is defined by consistently achieving revenue, profitability, and partner growth objectives while strengthening Pindrop’s overall partner ecosystem.

Requirements

Proven experience partnering with Systems Integrators (SIs) is required
5+ years of partner sales or alliances experience
10–15+ years of total professional experience
Bachelor’s degree, MBA, or equivalent experience preferred
Proven success closing partner deals generating $1M+ in first-year revenue
Expertise in building new partnerships, not just expanding existing ones
Experience structuring and closing partnerships with cloud companies, SaaS providers, global telco carriers, and contact center or security ecosystems
Strong understanding of the partner and channel landscape, including GSIs (IBM, Accenture, Capgemini, HCL, etc.)
Strong business and technical acumen with the ability to work with innovative, evolving technologies
Ability to identify product and integration needs critical to partner success
Demonstrated consultative selling, executive influence, and contract negotiation skills
Strong ability to articulate solution value propositions
Experience establishing and maintaining senior executive sponsorship relationships

Nice To Haves

Prior experience working with AWS and/or Google marketplace programs is a plus

Responsibilities

Identify, recruit, and scale strategic partnerships aligned with Pindrop’s growth objectives
Enhance and accelerate Pindrop’s go-to-market strategy and partner relationships
Own a channel revenue target and execute a sales strategy to sell with and through partners
Own a partner-sourced pipeline target and build a high-quality, qualified opportunity pipeline
Structure, negotiate, and close partner agreements to meet and exceed revenue objectives
Serve as a strong member of the Direct Sales team, building alignment between Sales and Partner teams
Establish and maintain executive-level relationships across partner organizations
Collaborate cross-functionally with internal and external stakeholders to support key initiatives and deals
Partner with leadership to define shared revenue goals, success metrics, and execution plans
Develop and manage joint business plans with partners, including strategy, execution, and governance
Represent Pindrop and the partner organization at industry events and partner forums
Assess the evolving partner and channel landscape in support of strategic growth plans
Recruit new partners to meet changing market and customer needs

Benefits

Competitive compensation, including equity for all employees
Base salary range: $130,000 – $180,000
Unlimited Paid Time Off (PTO)
4 company-wide rest days in 2025
Comprehensive health, dental, and vision plans
Best-in-class HSA employer contribution
Employer-provided life and disability coverage
Paid parental leave for all parents
Monthly phone and internet allowance
One-time home office stipend
Remote-first work environment
Annual professional development benefit
Choice of Apple MacBook Pro
401(k) with competitive employer match
Wellness program including Employee Assistance Program and 24/7 Telemedicine
Please note that the base pay range is a general guideline only. Pindrop considers factors such as (but not limited to) scope and responsibilities of the position, a candidate's work experience, education/training, and key skills, as well as market and business considerations, when extending an offer. This position is eligible for additional compensation in the form of commission payments.