Sales Executive, Alliance Partnerships

Cvent, Inc.; Tysons (VA); Remote; USD 55,000 - 80,000; Full time

Job summary

Cvent, Inc. is seeking an experienced Sales Executive, Alliance Partnerships, to identify, develop, and manage a portfolio of alliance partners. You will lead joint GTM strategies, coordinate cross‑functional teams, and drive revenue through partner motions.

The role requires 5+ years in partnerships or related B2B software fields, strong relationship skills, and comfort with travel as needed. This remote role offers exposure to enterprise customers and a fast-paced environment.

Qualifications

• Bachelor’s degree or equivalent experience in a related field.
• 5+ years in strategic partnerships, channel sales, or related B2B software roles.
• Proven ability to acquire, manage, and expand complex partner relationships.
• Experience supporting indirect sales motions: referral, co-sell, reseller, marketplace.
• Experience developing joint business plans, managing pipeline and forecasts, negotiating agreements.

Responsibilities

• Identify and develop alliance partnership opportunities aligned with strategy and revenue goals.
• Develop partner business plans, GTM plans, account maps, and growth strategies for assigned partners.
• Own commercial relationships from onboarding to renewal and expansion.
• Drive partner-sourced and partner-influenced revenue through approved partner motions.
• Conduct business reviews to assess revenue, pipeline, product adoption, and growth opportunities.
• Enable partners to position, promote, sell, and support Cvent solutions through training and resources.
• Collaborate with Direct Sales and Account Management to advance joint opportunities.
• Coordinate with Marketing to support campaigns, materials, and engagement initiatives.
• Negotiate terms within guidelines and ensure accurate contracting and partner records.

Skills

Strategic partnerships

Channel sales

Business development

Enterprise sales

Account management

SaaS

Marketplace partnerships

Generative AI

Education

Bachelor’s degree in business, marketing, communications, or related field

Tools

Salesforce

Job description

Overview:

Our Culture and Impact

Cvent is a leading meetings, events, and hospitality technology provider with more than 5,500+ employees and ~30,000 customers worldwide, including 60% of the Fortune 500. Founded in 1999, Cvent delivers a comprehensive event marketing and management platform for marketers and event professionals and offers software solutions to hotels, special event venues and destinations to help them grow their group/MICE and corporate travel business. Our technology brings millions of people together at events around the world. In short, we’re transforming the meetings and events industry through innovative technology that powers the human connection.

Cvent's strength lies in its people, fostering a culture where everyone is encouraged to think like entrepreneurs, taking risks and making decisions confidently. We value diverse perspectives and celebrate differences, working together with colleagues and clients to build strong connections.

AI at Cvent: Leading the Future

Are you ready to shape the future of work at the intersection of human expertise and AI innovation? At Cvent, we’re committed to continuous learning and adaptation—AI isn’t just a tool for us, it’s part of our DNA. We’re looking for candidates who are eager to evolve alongside technology. If you love to experiment boldly, share your discoveries, and help define best practices for AI-augmented work, you’ll thrive here. Our team values professionals who thoughtfully integrate AI into their daily work, delivering exceptional results while relying on the human judgment and creativity that drive real innovation. Throughout our interview process, you’ll have the chance to demonstrate how you use AI to learn, iterate, and amplify your impact. If you’re excited to be part of a team that’s leading the way in AI-powered collaboration, we’d love to meet you.

Alliance Partnerships is responsible for the identification, sales, onboarding, and ongoing management of non-agency and non-industry partnerships. The function supports sales, services, technology, and channel partners that extend Cvent’s market reach, strengthen customer solutions, and create revenue opportunities across the Cvent ecosystem.

The Sales Executive, Alliance Partnerships is responsible for acquiring, developing, and managing an assigned portfolio of alliance partners. This role combines new partner development and strategic account management to drive partner-sourced and partner‑influenced revenue, expand Cvent’s market reach, strengthen customer solutions, and support product adoption and retention.

The Sales Executive owns the partner lifecycle—from identification and evaluation through commercial development, contracting, onboarding, enablement, go‑to‑market execution, performance management, renewal, and expansion. The role serves as a primary relationship owner for assigned partners and works cross‑functionally with Sales, Account Management, Customer Success, Product, Marketing, Finance, Legal, and Operations.

In This Role, You Will:

• Identify, qualify, evaluate, and develop new alliance partnership opportunities aligned with business strategy, target markets, and revenue objectives.
• Develop and maintain strategic account plans, partner business plans, joint go‑to‑market plans, account maps, pipeline plans, and growth strategies for assigned partners.
• Own commercial relationships with assigned partners from initial engagement through onboarding, activation, renewal, and expansion.
• Drive partner-sourced and partner‑influenced revenue through referral, co‑sell, reseller, marketplace, and other authorized partner motions.
• Conduct regular business reviews with assigned partners to assess revenue performance, pipeline, engagement, product adoption, enablement, customer outcomes, and growth opportunities.
• Enable partners to position, promote, sell, and support applicable Cvent solutions through training, sales resources, partner programs, and internal stakeholder coordination.
• Partner with Direct Sales and Account Management teams to identify, qualify, and advance joint customer opportunities in accordance with established rules of engagement.
• Coordinate with Marketing and Partner Enablement to support campaigns, partner communications, events, sales materials, and engagement initiatives.
• Negotiate commercial terms within established guidelines and coordinate with Legal, Finance, and Operations to support accurate contracting, partner records, commission administration, and operational execution.
• Maintain complete and accurate partner, opportunity, pipeline, revenue, and activity records in Salesforce and applicable partner systems.
• Monitor and communicate performance against assigned revenue, pipeline, activation, engagement, and retention objectives.
• Represent Cvent in partner, customer, and industry meetings and events, as required.
• Perform other related duties as assigned.

Here’s What You Need:

• Bachelor’s degree in business, marketing, communications, or a related field; or equivalent relevant experience.
• Five or more years of experience in strategic partnerships, channel sales, business development, enterprise sales, account management, or a related business‑to‑business software function.
• Demonstrated experience acquiring, managing, and expanding complex strategic accounts, partner relationships, or channel programs.
• Demonstrated experience supporting revenue‑generating indirect sales motions, including referral, co‑sell, reseller, alliance, marketplace, or technology‑partner programs.
• Experience developing joint business plans, managing pipeline and forecasts, and negotiating commercial agreements.
• Proficiency with customer relationship management (CRM) and partner‑management tools; Salesforce experience is preferred.
• Ability to travel as business needs require.
• Strong commercial and financial acumen, including the ability to evaluate partner opportunities and develop revenue‑growth strategies.
• Ability to establish and maintain productive relationships with partner executives and senior internal stakeholders.
• Ability to influence cross‑functional teams and drive coordinated execution without direct reporting authority.
• Strong written and verbal communication, presentation, negotiation, and problem‑solving skills.
• Ability to manage multiple priorities, exercise sound judgment, and operate effectively in a fast‑paced environment.
• Demonstrated ability to analyze performance data, identify risks and opportunities, and translate findings into actionable plans.
• Experience in event technology, hospitality technology, travel, meetings and events, software as a service (SaaS), or marketplace businesses.
• Experience with agentic and generative artificial intelligence platforms.
• Experience with technology integrations, independent software vendor (ISV) partnerships, services partners, or channel ecosystems.
• Experience with partner enablement, account mapping, joint selling, partner marketing, or commission‑based channel models.
• Experience managing enterprise customer relationships and complex, multi‑stakeholder sales cycles.

This job posting is intended to comply with all applicable laws. Due to the remote nature of this position, if we learn during the course of our recruitment process that, due to an applicant’s location, further information about the position is required, including certain salary information, this information in this posting will be supplemented accordingly.

The estimated annual on-target earnings (OTE) range for new hires into this role is $95,000-$160,000. This includes a base salary range of $55,000-$80,000 plus target commission. Please note that base salary reflects fixed annual pay, while OTE reflects total target cash compensation. The above OTE range represents the targeted earnings; commissions are determined by individual results and may be earned in excess of the target. Actual compensation will depend on factors such as job‑related knowledge, relevant experience, and location. We also offer a competitive benefits package, and details can be found on our Benefits page.

Physical Demands Multiple positions may be filled from this announcement. We are not able to offer sponsorship for this position.