Strategic Alliances & Partnerships Leader

Pexip; Herndon (VA); Vor Ort; USD 120.000 - 180.000; Vollzeit

Zusammenfassung

Pexip is seeking a Strategic Alliances Manager in the United States to own day-to-day alliance execution, drive joint pipeline and revenue, and coordinate with partner sales, marketing, and operations teams. You will shape alliance strategy and contribute to global GTM programs while leading cross-functional initiatives and field engagements.

The role requires hands-on leadership across alliance activities, including quarterly business reviews, enablement, and partner engagement, with a strong

Qualifikationen

• 5+ years in alliances, channel, partner sales or business development in enterprise software.
• Proven record of sourcing and closing partner-influenced revenue with forecasting discipline.
• Experience managing relationships with large technology partners, resellers and cloud marketplaces.
• Strong commercial acumen: comfortable with deal structuring, pricing and discount negotiation.
• Excellent communication and stakeholder management; able to influence partner and internal leaders without direct authority.
• Organized and operationally minded, with a bias for action and follow-through.
• Experience leading or developing a team preferred. Familiarity with video collaboration ecosystems is a plus.

Aufgaben

• Alliance execution. Own day-to-day management of Pexip's alliance community, including pipeline, forecast, renewals and deal progression.
• Pipeline and deals. Drive joint pipeline generation and deal closure, working with and between Pexip and partner sellers; engage directly on opportunities, renewals and escalations.
• Deal support and pricing. Lead commercial and discount discussions with key partners, including deal structuring, pricing alignment and deal-desk coordination, within the parameters agreed with the VP and escalating exceptions as needed
• Operating rhythm. Run the alliance cadence: partner team calls, pipeline reviews and business reviews. Prepare QBR materials and follow up on actions.
• Partner Enablement. Manage partner enablement for sales and technical teams, including training, sales plays, content and co-developed marketing assets, in partnership with Marketing and Sales Engineering.
• Internal sales enablement. Coordinate and deliver enablement for Pexip's own sellers on new partner and marketplace initiatives, preparing training content and guides and presenting them on regular forums such as the monthly Connected Spaces team calls and the Global Business Development team cadence calls.
• Field and events. Plan and execute partner webinars, events and partner-specific shows, such as annual partner conferences, with Marketing and other internal resources as required.
• Digital marketplace execution. Own the execution of Pexip's Digital Marketplace strategy, including hands-on support for the initial enablement of our products on each Digital Marketplace, and day-to-day management of listings, private offers and marketplace transactions.
• Marketplace incentives and co-sell. Become Pexip's subject matter expert on ISV incentive programs, maximizing their bottom-line contribution. Coach sellers on co-sell requirements, manage the reporting and admin needed to secure payments, and guide customers on what they must do to enable them.
• Broader partner portfolio. Manage relationships and programs for new and emerging partners as they join, flexing the level of support to each partner's tier as agreed with the VP.
• Partner operations. Oversee partner business operations, including deal registration, orders, invoicing and reconciliation, in partnership with Finance and BizOps.
• Partner support. Coordinate partner-facing communication channels and be the first responder to partner questions from sellers, SEs and partner program teams.
• Cross-functional partner. Bring partner and market feedback to Product, Marketing and Sales leadership, and support execution of the strategic initiatives the VP sets, including pricing and licensing programs, global GTM plays and BDR programs.

Kenntnisse

Alliances management

Partner sales

Forecasting & pipeline

Deal structuring & pricing

Cross-functional collaboration

Stakeholder management

Team leadership

Jobbeschreibung

Pexip is seeking a Strategic Alliances Manager in the United States to own day-to-day alliance execution, drive joint pipeline and revenue, and coordinate with partner sales, marketing, and operations teams. You will shape alliance strategy and contribute to global GTM programs while leading cross-functional initiatives and field engagements.

The role requires hands-on leadership across alliance activities, including quarterly business reviews, enablement, and partner engagement, with a strong