Role Overview
Pexip is looking for a Strategic Alliances Manager to own the day-to-day execution of our alliance partnerships. Working closely with the VP(s), Strategic Alliances, who leads the executive relationships, alliance strategy and global GTM direction, you will turn strategy into pipeline and revenue across our key alliance partners, run the operating rhythm of the alliances, and be the primary point of contact for partner sales, marketing and operations teams. You will also help shape alliance strategy, Global GTM and global programs, bringing input and feedback from the field.
This is a hands-on leadership role for someone who is equally comfortable in a partner's field sales call, a deal-desk discussion and a quarterly business review.
Key Responsibilities
- 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.
Qualifications
- 5+ years in alliances, channel, partner sales or business development in enterprise software, SaaS or collaboration/UC technology.
- Proven record of sourcing and closing partner-influenced revenue, with strong forecasting and pipeline 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 or the Microsoft, Zoom and Google ecosystems is a plus.
Success Measures (First 12 Months)
- Partner-sourced and partner-influenced pipeline and bookings at or above target.
- Digital marketplace incentive revenue and contribution to the bottom line at or above target, with co-sell registrations and incentive claims submitted accurately and on time.
- Alliance operating cadence run consistently, with QBRs delivered on schedule.
- Improved deal velocity and renewal rates across alliance accounts.
- Measurable gains in partner and internal seller enablement, shown through engagement, co-sell adoption and pipeline impact.
- Clean partner operations, with timely deal registration, invoicing and reconciliation.
- Strong working relationships with partner field leaders and the Pexip Enterprise, Marketing and Finance teams.
- New and emerging partners onboarded and supported to the level agreed with the VP