Partner Manager, Channel and Alliances

📋 Description

• • Own the end-to-end strategy for Cyara’s most strategic channel partners—including NTT, Cap Gemini, and other global SIs—translating their CX transformation roadmaps into joint go-to-market motions that generate predictable, multi-million-dollar pipelines.
• • Build and execute a 12- to 24-month partner business plan that maps each alliance’s unique strengths to Cyara’s Automated CX Assurance Platform, defining joint value propositions, target account lists, co-marketing campaigns, and enablement paths that accelerate time-to-revenue.
• • Drive quarterly and annual partner-sourced, influenced, and fulfilled bookings targets (OTE $200–220k) by orchestrating cross-functional teams across Sales, Marketing, Product, and Customer Success to land, adopt, expand, and renew opportunities within Fortune 1000 logos.
• • Establish executive-level mindshare with partner C-suite and practice leaders, becoming their trusted advisor on CX testing, monitoring, and automation; schedule and lead QBRs, pipeline councils, and joint boardroom briefings that secure multi-year commitments and preferred vendor status.
• • Create and continuously refine territory-based partner playbooks in lockstep with regional AVPs, ensuring every sales rep understands when and how to leverage alliances for deal acceleration, competitive differentiation, and risk mitigation.
• • Design and deliver high-impact enablement programs (bootcamps, certifications, demo environments, battle cards) that transform partner sales and delivery teams into passionate Cyara advocates capable of articulating ROI and handling objections autonomously.
• • Negotiate complex, multi-stakeholder agreements—including global master service agreements, referral contracts, and co-sell frameworks—balancing discount levers, performance incentives, and legal terms to achieve mutually beneficial, long-term partnerships.
• • Leverage Salesforce, Tableau, and partner portals to maintain real-time visibility into pipeline health, partner scorecards, and revenue attribution; run data-driven retrospectives that surface trends and trigger rapid course-corrections.
• • Champion Cyara’s DEIB and Values initiatives inside every partner organization, ensuring joint events, content, and hiring practices reflect our commitment to diversity, equity, inclusion, and belonging.
• • Act as the voice of the partner back into Cyara’s Product and Engineering teams, distilling field feedback into actionable roadmap requests that keep our platform ahead of CX assurance market demands.
• • Cultivate a personal brand as a thought-leader in CX automation by speaking at industry conferences, publishing joint blogs, and hosting webinars that elevate both Cyara and our partners as innovators.
• • Travel up to 30% (post-pandemic) for partner summits, customer workshops, and executive briefings, primarily within Eastern and Central US time zones.