Partner Alliance Manager

US - Remote

Who we are

Are you passionate about innovating at the intersection of technology and personal security? At Pindrop, we recognize that the human voice is a unique personal identifier, increasingly susceptible to sophisticated fraud, including the threat of deepfakes. We're leading the way in developing cutting-edge authentication, fraud prevention, and deepfake detection. Our mission is to provide seamless and secure digital experiences, safeguarding the most personal aspect of our identity: our voice. Here, you'll be part of a team driven by values of Innovation, Customer Advocacy, Excellence, and Impact. We're not just creating a safer digital landscape by fortifying trust and integrity with those we serve, we’re also building a dynamic, supportive workplace where your contributions make a real difference.

Headquartered in Atlanta, GA, Pindrop is backed by world-class investors such as Andreessen-Horowitz, IVP, and CapitalG.

What you’ll do

• Identify new strategic partnership opportunities and scale existing partnerships
• Enhance and accelerate Pindrop’s GTM and Relationships with partners
• Own a channel revenue number and execute a sales strategy to sell with and through channel partners
• Own a Pipeline Target and build a qualified Pipeline of Partner Sourced Opportunities
• Structure, negotiate, and close partnerships in order to meet and exceed objectives
• Be a strong member of the Direct Sales Team and help create connections between Sales and Partner teams
• Establish and nurture relationships with key partners at every level
• Work cross functionally both internally and externally to gain support for key initiatives and deals
• Work with leadership to define and agree on common goals of revenue and achievement
• Develop comprehensive business plans with Partners outlining strategy, execution and governance.
• Represent Pindrop and the partners organization at events and present as needed
• Assess the current partner/channel landscape in light of strategic growth plans
• Recruit new Partners to meet the evolving marketplace and needs of the business

Who you are

• You have made this journey before and you know the pathway
• You have a growth mindset and you thrive in a fast-paced, rapidly growing organization
• You are charismatic with excellent communication and interpersonal skills
• You consistently meet or exceed objectives
• You are a self starter, continuous learner, and you take ownership and initiative in all you do
• You are a team player and work well with others
• You are resilient in the face of challenges, change, and ambiguity
• You are resourceful, excited to uncover innovative solutions and teach yourself something new when needed
• You take accountability, do the things you say you’ll do, under promise and over deliver
• You are nimble and adaptable when priorities change and continue to see the “forest through the trees” 

Your skill-set:

• 5+ years of partner sales experience 
• 10-15+ years of total professional experience
• Bachelor’s degree, MBA, or equivalent experience preferred
• Success closing partner deals of $1M+ in first year revenues
• Expertise in bringing in new partnerships, not just growing existing partnerships
• Expertise in strategic partnership structures and closing deals specifically with cloud companies, SaaS companies, global telco carriers, and security and/or contact center ecosystem and technologies preferred
• Understanding of the market landscape of partners, channels, GSIs (IBM, Capgemini, HCL, Accenture, etc.), etc.
• Strong business and technical acumen with proven ability to work with innovative and evolving technologies
• Ability to identify product needs that are critical for partners success
• Demonstrated successful consultative selling, business development, executive level influence, and contract negotiation
• Strong ability to articulate solution value proposition
• Ability to establish, build, and foster senior executive management for sponsorship is critical

What’s in it for you:

As a Pindropper, you join a rapidly growing company making t