Partner Manager, Channel and Alliances

Cyara

76d • $200,000 - $220,000

About The Position

In this hybrid sales/channel role, you’ll be developing and managing our key strategic partners that drive consistent and predictable channel bookings, creating GTM partner strategies that promote Cyara’s Platform through, with, and for these strategic partners, adapting our approach to partner programs, and working closely with each regional sales AVPs to align on territory-based partner strategy, resources, and execution. Success in this role results in an elite partner ecosystem that is highly strategic to Cyara’s long-term goals, driving partner-channel sourced, influenced, and fulfilled revenue.

Requirements

• 5+ years of strategic partner management and/or direct sales experience selling enterprise software to large enterprises in fast-growing, changing, and competitive environments.
• Experience working with or managing relationships with NTT and Cap Gemini a plus.
• 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.
• Experience working with US based partners.
• Experience and understanding of the CX space a plus.
• Located in Eastern or Central time zone preferred.
• Bachelor’s Degree or equivalent experience.

Responsibilities

• Establish a vision and plan to guide your long-term approach to partner pipeline generation through sales closure.
• Consistently deliver partner revenue targets – dedication to the number and to deadlines.
• 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.

Benefits

• Flexible work environment
• Competitive compensation
• Results-oriented work culture
• Fast-paced and focused on continuous improvement
• Family first, team-oriented, and positive atmosphere

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Bachelor's degree
• Number of Employees: 251-500 employees