Strategic Alliances Manager

Pexip•Herndon, VA

About The Position

Pexip is seeking a Strategic Alliances Manager to own the day-to-day execution of its alliance partnerships. Working closely with the VP(s), Strategic Alliances, who leads executive relationships, alliance strategy, and global go-to-market direction, this role translates strategy into pipeline and revenue across key alliance partners. The manager runs the operating rhythm of the alliances and serves as the primary contact for partner sales, marketing, and operations teams. The role also contributes field feedback to alliance strategy, global go-to-market planning, and global programs. It is a hands-on leadership role involving partner field sales calls, deal-desk discussions, and quarterly business reviews. The role encompasses alliance and deal execution, partner and internal seller enablement, partner events, digital marketplace operations and incentives, partner business operations, and cross-functional coordination. Success is measured through partner-related pipeline and bookings, marketplace incentive contribution, operating cadence, deal velocity and renewals, enablement impact, clean partner operations, strong working relationships, and onboarding of emerging partners.

Requirements

At least 5 years of experience in alliances, channel, partner sales, or business development in enterprise software, SaaS, or collaboration/UC technology.
A 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.
Strong organization and operational orientation, 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 team calls, pipeline reviews, and business reviews; prepare quarterly business review 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; prepare training content and guides and present them during recurring team calls.
Plan and execute partner webinars, events, and partner-specific shows, including annual partner conferences, with Marketing and other internal resources.
Own execution of Pexip's Digital Marketplace strategy, including initial product enablement on each marketplace and ongoing management of listings, private offers, and marketplace transactions.
Develop subject-matter expertise in ISV incentive programs and maximize their financial contribution; coach sellers on co-sell requirements, manage reporting and administration for payments, and guide customers on 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, sales engineers, and partner program teams.
Bring partner and market feedback to 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.