Partner Sales Manager

Upstream Security•Denver, CO

1d•Remote

About The Position

Upstream delivers a cloud-based, AI-powered data management platform purpose-built for connected vehicles, smart mobility, and the IoT ecosystem. By leveraging mobility data, Upstream empowers customers with advanced, AI-driven applications across various use cases, including proactive vehicle quality monitoring and detection, cybersecurity detection and response (XDR), misuse detection, usage-based insurance, and more. Upstream Security is looking for a dynamic and experienced Partner Sales Manager to join our Business Development team and focus on establishing scalable routes for co-development, co-marketing, and co-selling, and with Value Added Resellers but also to establish and build alliances with , GCP, and Azure. Your efforts will enable Upstream to reach and cater to the needs of Fortune 500 across the entire IoT and automotive ecosystem. This includes OEMs, smart cities, fleet operators, transportation, logistics, and autonomous vehicles to name a few.. As the Partner Sales Manager, you will be pivotal in our scale-up journey and collaborate closely with a team of passionate Upstreamers. Your expertise will be instrumental in designing, building, and implementing a highly successful co-sell strategy. This is an exciting time to join. If you want to be part of building a partner led sales motion to take the company to the next level then this could be a fit. If you are scrappy with a proven track record of recruiting and onboarding partners that fit our ICP/IPP then we want to talk to you. As the Partner Sales Manager you will be pivotal in driving strategic partnerships with partners across North America and with potential for a global scope. This role is full time and is US-based. As the Partner Sales Manager you will be pivotal in driving strategic partnerships with partners across North America and with potential for a global scope. This role is full time and is US-based. We are remote first organization, preference will be given to Boston, or Denver.

Requirements

At least 3 years of experience managing one or more value added reseller and tech partner alliances, preferably with GCP or Azure expertise
A minimum of 3 years' experience working at a similar position in a start-up environment
Bias for Action: positive, “can-do” spirit- must
A Team Player. Selling is a team sport and the field is our customer
You were your previous Field team's "go-to" partner person
You earn trust, build trust, and maintain trust
Security/cloud-security domain expertise - an advantage
Bachelor's degree in Business Administration, Marketing, Computer Science or a related field
Proven success and KPIs in driving co-selling through alliances and transacting deals through Cloud marketplaces
Solid understanding of cloud technology and the ability to communicate technical concepts to technical and non-technical stakeholders
Solid communication and presentation skills
Like to travel, meet with partners and attend industry events
Experience in building relationships and scaling them
Proven ability to work independently and effectively in a fast-paced environment

Nice To Haves

Security/cloud-security domain expertise - an advantage

Responsibilities

Recruit and Enable: Think speed dating, we need to onboard VARs rapidly but only the ones that are a mutual fit. This person will need to have VAR relationship, understand partner profitability and how to speak their language. This person is a blend of sales and tech that can position our solutions to VARs and then start the enablement process.
Relationship Management: Cultivate and maintain strong relationships with key stakeholders within GCP andAzure, and other relevant technology partners Collaborate with partner representatives to identify and pursue joint business opportunities. Identify strategic stakeholders within CSPs and work closely with Upstream's sales team to focus on growing our business opportunities.
Go-to-Market Initiatives: Collaborate with cross-functional teams to develop joint go-to-market strategies and initiatives. Drive the execution of joint marketing and sales programs to increase market awareness and drive revenue growth. Present our "better together" story (lead gen) to jpartner field audiences during team calls and account-based co-sell opportunities.
Deliver Results: Proactively identify new business opportunities through partnerships. Work closely with the sales team to leverage partner relationships to win new clients and expand existing accounts. Initiate Lunch and learn sessions and partner-led events at partner offices across targeted geographical areas to further strengthen partnerships and drive customer engagement.
Strategic Planning: Develop and execute 12-month alliance plans, identifying milestones, strategic OKRs, and growth opportunities. Increase the number of partner-originated opportunities by proactively identifying top pipeline and ideal customer profile prospects and mapping them to Partners’ field teams.
Data Driven: Monitor and analyze alliance performance metrics and key performance indicators (KPIs) are met or exceeded. Share monthly reports with the leadership team. Identify, create, and distribute joint win stories and use cases to showcase successful collaborations and mutual value with partners.
Market Intelligence: Stay up-to-date with industry trends and the competitive landscape in the cloud technology space. Conduct market analysis to identify potential partner opportunities and areas for growth.
Team Collaboration: Foster a collaborative and supportive environment within the organization to encourage cross-functional teamwork.

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