Strategic Alliances Manager

Pexip•Herndon, VA

23h

About The Position

Pexip is seeking a Strategic Alliances Manager to own the day-to-day execution of alliance partnerships. Working closely with the VP(s), Strategic Alliances, who lead executive relationships, alliance strategy and global go-to-market direction, this role turns strategy into pipeline and revenue across key alliance partners. The manager runs alliance operations and serves as the primary point of contact for partner sales, marketing and operations teams, while contributing field input to alliance strategy, global go-to-market efforts and programs. This is a hands-on leadership role involving partner field sales calls, deal-desk discussions and quarterly business reviews. The role also owns execution of Pexip’s Digital Marketplace strategy, supports marketplace transactions and incentive programs, coordinates partner operations, and brings partner and market feedback to internal leadership.

Requirements

At least 5 years of experience in alliances, channel, partner sales or business development in enterprise software, SaaS or collaboration/UC technology.
Proven record of sourcing and closing partner-influenced revenue, with strong forecasting and pipeline discipline.
Experience managing relationships with large technology partners, resellers and cloud marketplaces.
Strong commercial acumen, including comfort with deal structuring, pricing and discount negotiation.
Excellent communication and stakeholder-management skills, with the ability to influence partner and internal leaders without direct authority.
Organized and operationally minded, with a bias for action and follow-through.

Nice To Haves

Experience leading or developing a team.
Familiarity with video collaboration or the Microsoft, Zoom and Google ecosystems.

Responsibilities

Own day-to-day management of Pexip’s alliance community, including pipeline, forecasting, renewals and deal progression.
Drive joint pipeline generation and deal closure with Pexip and partner sellers; engage directly on opportunities, renewals and escalations.
Lead commercial and discount discussions with key partners, including deal structuring, pricing alignment and deal-desk coordination; escalate exceptions as needed.
Run alliance operating cadence, including partner calls, pipeline reviews and business reviews; prepare QBR materials and follow up on actions.
Manage sales and technical partner enablement, including training, sales plays, content and co-developed marketing assets, in partnership with Marketing and Sales Engineering.
Coordinate and deliver enablement for Pexip sellers on partner and marketplace initiatives; create training materials and present on regular internal forums.
Plan and execute partner webinars, events and partner-specific shows in collaboration with Marketing and other internal resources.
Own execution of Pexip’s Digital Marketplace strategy, including initial product enablement and day-to-day management of listings, private offers and transactions.
Develop expertise in ISV incentive programs, maximize their financial contribution, coach sellers on co-sell requirements, manage reporting and administration for payments, and guide customers through required steps.
Manage relationships and programs for new and emerging partners, adjusting support to each partner’s tier as agreed with the VP.
Oversee partner business operations, including deal registration, orders, invoicing and reconciliation, in partnership with Finance and BizOps.
Coordinate partner-facing communication channels and respond first to partner questions from sellers, SEs and partner program teams.
Share partner and market feedback with Product, Marketing and Sales leadership and support strategic initiatives set by the VP, including pricing and licensing programs, global go-to-market plays and BDR programs.