Partner Alliance Manager, Pindrop
$130-180k
+ Equity
Security, identity & intelligence software solutions
Job no longer available
Security, identity & intelligence software solutions
201-500 employees
Job no longer available
$130-180k
+ Equity
201-500 employees
Company mission
Pindrop's mission is to provide real-time security, identity, and trust on every voice interaction.
Role
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”
- 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. Prior experience in working with Amazon and Google and helping drive sales through their marketplan is a plus
- 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 the job involves
- Reporting to the Manager, Operations and Partners, the Partner Alliance Manager will work cross functionally to develop and execute strategies and partnerships that drive revenue through indirect sales channels and business partners. You develop and flawlessly execute on new revenue and business opportunities.
- You have proven success creating and scaling partnerships, driving revenue with telecommunications and CCaaS partners, and executing go-to-market strategies. Success in this role includes achieving sales, profitability, and channel partner recruitment objectives
- 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
- Within 30 days
- You’ll have a clear, actionable plan with targets and goals that will start your path to success
- Complete onboarding and attend New Employee Orientation sessions with other new Pindroppers
- Within 60 days
- You’ll have completely integrated yourself with the current partners in your portfolio and are able to drive the GTM strategy with them.You’ll have at least three active new partners that you are working with to establish a relationship with a defined GTM strategy. Within 90 days You’ll have closed or have line-of-sight on imminent closure of at least one new partnershipTeach us something new
Our take
The global fraud detection and prevention market size is expected to grow to $141.75 billion by 2028. There has been increasing investment from key players to develop secure fraud solutions across industries such as BFSI, manufacturing, healthcare and others.
Pindrop is propelling enterprises and consumers toward a voice-driven future by unlocking the value of voice interactions. Interacting with a financial institution, a digital assistant, a video chat, or a smart device can provide access to our unique identities, and open new capabilities in security and intelligence evoked solely from a voice.
Pindrop is a big player in fraud detection and voice authentication, currently delivering voice solutions to 8 of the top 10 banks in the world. Its competitors include iovation, ID Experts, ZIMPERIUM and Telsis Limited.
A 2023 partnership with NTT Data has expanded Pindrop's presence in Japan, capitalising on NTT's knowledge of the Japanese market, whilst 2024 funding will accelerate Pindrop's product development.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
Apr 2024
$4.3m
LATE VC
Dec 2018
$90m
SERIES D
Total funding: $302.9m
Company benefits
- Paid Parental Leave
- Company holidays
- Unlimited paid time off
- Remote-first culture - including monthly work from home stipends
- Annual professional development and learning budget
- Pick your own Apple MacBook Pro
- Pension scheme
- Medical insurance/Private Health care
- Life Insurance and Critical Illness Insurance
- Flex schedules
- Best in class tools and tech stack
- Fun activities to celebrate our accomplishments as a team
Company HQ
Home Park, Atlanta, GA
Leadership
Vijay Balasubramaniyan
(Co-Founder & CEO)Software engineering experience at multiple companies, including Google and IBM.
Paul Judge
(Co-Founder & Executive Chairman)Also co-founder of Purewire, Inc, Luma, and TechSquare Labs.
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