Alliances Manager, Big Panda
+ Bonus & Equity
More information about location
Event correlation & automation platform
Job no longer available
Event correlation & automation platform
201-500 employees
Job no longer available
+ Bonus & Equity
More information about location
201-500 employees
Company mission
To help IT Ops teams reduce incidents and outages with better operational awareness.
Role
Who you are
- The ideal candidate will have experience in named partner management, strong communication and interpersonal skills, and a deep understanding of the sales process
- Minimum of 5 years of experience in partner management; prior direct sales experience is a plus
- Ability to build and maintain relationships with partners and internal sales executives/sales management
- Strong track record of pipeline generation and bookings with specific named focus partners showing sequential growth over time
- Strong conflict resolution and negotiation skills
- Excellent written and verbal communication skills with experience presenting to partners and stakeholders
- Experience using Salesforce.com for partner account management, opportunity management, reporting, and forecasting. Familiarity with deal registration processes and partner portals. Experience with Crossbeam is a plus
- Specific experience in managing a mix of named partners including: UK - CDW UK, Computacenter, Sapphire (NTT Data), Thebes Group and Softcat - DACH- Amasol, SVA, T-Systems and Bechtle
What the job involves
- The Senior Manager, Solution Provider Partners is responsible for developing and managing relationships with key EMEA-based channel partners to drive pipeline and bookings
- You will be responsible for developing a small number of focus partners, providing enablement, and managing the growth of these strategic partnerships
- Reporting directly to the Vice President of Alliances & Channels, you will play a crucial role in driving BigPanda's growth and success in the market
- Develop and implement partner-specific strategies and business plans; inclusive of partner programs, joint marketing programs, go-to-market offerings, and partner enablement
- Manage the performance of existing partners and execute strategies to grow pipeline and partner-sourced bookings
- Execute plans for effective field-level engagement with BigPanda sellers to identify new opportunities and to accelerate existing non-partner sourced pipeline
- Meet or exceed quarterly pipeline generation targets, forecast with accuracy, and drive bookings with and through the named partners at or above plan
- Provide support and guidance to partners on product and solution offerings
Our take
Tech Unicorn BigPanda develops AI programmes to record and prevent corporate network outages through data analysis. Founded as an ad-tech company back in 2012, it originally had trouble maintaining its core services in a complex cloud environment, leading it to develop new software to help keep up with the rate of monitoring data.
As with the best tech companies, fixing internal problems resulted in happy accidents - new tools and products - and since receiving seed capital from Sequoia Capital in 2013, BigPanda has been a figurehead in the IT analytics industry.
Though there’s been a large increase in companies using AI for IT operations, BigPanda is still ahead of the competition, claiming to be the only AIOps company that focuses on bettering responses to IT outages and incidents specifically through event correlation and automation. With $110 million awarded in Series D and E funding in 2022, BigPanda is continuing to expand its operations, with little competition at its scale.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
2% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Aug 2022
$20m
SERIES E
Jan 2022
$190m
SERIES D
Total funding: $311m
Company benefits
- Workplace flexibility - We love to mingle with our friends in the office, but we love our new work-from-home set up, too. Where is your desired office?
- Competitive equity - We’re all owners. BigPanda rewards all Pandas with equity, and top performers can expect refresh grants annually
- Health benefits - You and your family should not need to worry about healthcare. We offer global competitive benefits in local markets
- Recognition - Hosted on a quarterly and annual basis, HEART awards recognize Pandas for, leading with values. BigPanda will adopt a Panda in winner’s names and annual award winners get $1,000 to donate to a local organization of their choice
- Pandapacks - Employee ran and created, Pandapacks are any group of Pandas with a shared interest or hobby. Each pack receives a yearly budget to put towards fun activities to do together
- Flexible time off - We want you to have the flexibility to take time off as you need, so we have generous PTO plans to support work/life balance
- Financial wellness - We partner with Origin 1:1 Financial Planning services so all Pandas can create and personalize financial plans
- Career development - Each Panda gets a yearly development budget to use toward skill-building programs, and we cultivate career-building
Company HQ
Redwood Shores, Redwood City, CA
Leadership
Assaf Resnick
(CEO)Previously Principal at Seqouia Capital and Crew Member at Jibe Ventures.
Elik Eizenberg
(CTO)Previously Algorithms and Software Developer at MarketWindows and Head of IT Operations at IDF.
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