Senior Partner Manager, Channel and Alliances

cyara

10+ Years | United States (Remote) | Full Time | 4 months ago

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Job Summary

Cyara is seeking a Senior Partner Manager to develop and manage strategic channel partners, driving predictable bookings and creating Go-To-Market (GTM) partner strategies. This role involves adapting partner programs, aligning with regional sales teams, and fostering an elite partner ecosystem to achieve long-term goals and revenue targets. The position requires a dedicated individual to consistently meet partner revenue goals, develop comprehensive plans for achieving quotas, and maintain planning tools for cross-functional discussions. The ideal candidate will identify key buyers, deeply understand Cyara's solutions, articulate its value proposition, and effectively negotiate to secure agreements. Success will be measured by driving partner-sourced, influenced, and fulfilled revenue.

Must Have

Establish vision and plan for partner pipeline generation.
Deliver partner revenue targets and develop quota achievement plans.
Identify correct buyers for Cyara's solutions.
Articulate Cyara's value proposition and competitive advantages.
Negotiate effectively to achieve mutually beneficial outcomes.
Overcome obstacles to secure contract agreements.
Position Cyara and its solutions accurately.
Land, adopt, expand, and deepen sales opportunities.
Explore all business possibilities across partner organizations.
Establish strong relationships with partner executive leadership.
Become a thought-leader in CX assurance and automation.
10+ years of strategic partner management/direct sales experience.
Experience selling enterprise software to large enterprises.
Experience with partners, channels, and alliances for sales success.
Track record of new business development and overachieving sales targets.
Strong executive presence and listening skills.
Hunter mentality with demonstrated sales process success.
Strong organizational skills and ability to work independently.
Proactive problem-solving approach and ownership of partner lifecycle.
Experience working with US-based partners.
Experience and understanding of the CX space.
Bachelor's Degree or equivalent experience.

Good to Have

Experience working with or managing relationships with Verizon or AT&T.
Experience in EMEA and/or APAC desirable.

Perks & Benefits

Medical, Dental, and Vision Insurance
Flexible Spending Accounts
Flexible work schedules
Remote first environment
Unlimited Time Off in addition to paid holidays
Life and disability programs
401(k) matching program

Job Description

Cyara is the world’s leading Automated CX Assurance Platform provider, helping leading brands across the globe deliver better CX with less effort, cost, and risk. Cyara supports the entire CX software development lifecycle, from design to functional and regression testing, load testing, chatbot testing, and production monitoring, ensuring enterprises can build flawless customer journeys across voice and digital channels while reducing the risk of customer-facing defects. Every day, the most recognizable brands across the globe trust Cyara to deliver customer smiles at scale. Interested to find out more about us? Check out: www.cyara.com

Want to know what it’s really like to work at Cyara? Check out this link to meet some real Cyaran’s and read about their individual career journey with us: https://cyara.com/employee-profiles/

Cyara’s Diversity, Equity, Inclusive and Belonging Statement:

At Cyara, we are dedicated to fostering a workplace that embodies equal opportunity and champions diversity, equity, inclusion, and belonging (DEIB). We strive to cultivate an environment where every individual feels valued, respected, and empowered to bring their whole selves to work, contributing unique perspectives and talents. Our commitment includes continuously evaluating and enhancing our policies, practices, and culture to align with our DEIB principles. We ensure a discrimination-free environment where individuals are evaluated solely on their merits and abilities, regardless of legally protected statuses such as sex, race, color, ethnicity, national origin, age, religion, disability, sexual orientation, gender identity, veteran status, or medical condition. By celebrating our differences and championing inclusivity, we enrich our organization, make more thoughtful decisions, and drive collective success.

Cyara’s Values Statement: At Cyara, our values shape everything we do. We're passionate about Delivering Excellence by putting the customer first, collaborating globally, and always striving to improve. We take smart risks and Innovate Boldly, setting new standards and learning from every experience. Integrity First is our cornerstone—we value humility, authenticity, and respect for diversity, building trust in all we do. We Embrace Curiosity by empowering you to experiment, learn, and grow in a dynamic environment. At Cyara, our values drive us forward, shaping a culture where innovation and excellence thrive.

In this role, you’ll be developing and managing our key strategic partners that drive consistent and predictable channel bookings, creating GTM partner strategies that promote Cyara’s Platform through, with, and for these strategic partners, adapting our approach to partner programs, and working closely with each regional sales AVPs to align on territory-based partner strategy, resources, and execution.

Success in this role results in an elite partner ecosystem that is highly strategic to Cyara’s long-term goals, driving partner-channel sourced, influenced, and fulfilled revenue.

Let's talk about the role and responsibilities:

You will establish a vision and plan to guide your long-term approach to partner pipeline generation through sales closure.
You will consistently deliver partner revenue targets – dedication to the number and to deadlines. In addition, you will develop a comprehensive plan for achieving assigned quotas within a fiscal period, incorporating Territory Planning, Account Planning, and Close/Win Planning.
Regularly update and maintain planning tools to facilitate cross-functional discussions, deal reviews, and engagement with Executives.
Identify the correct buyers for Cyara's solutions and services.
Possess a deep understanding of the value provided by Cyara solutions and services.
Articulate the value proposition of Cyara as a company, emphasizing its competitive advantages.
Recognize negotiation opportunities and effectively use trading and bargaining techniques with customers to achieve mutually beneficial outcomes.
Appropriately leverage discounts and promotions as economic levers during negotiations.
Demonstrate the ability to overcome obstacles and secure contract agreements and purchase orders.
Exhibit in-depth knowledge, accuracy, and skill in positioning Cyara as a company and its solutions.
Strategically land, adopt, expand, and deepen sales opportunities.
Explore the full spectrum of relationships and business possibilities across the strategic partners’ entire org chart.
Establish strong relationships based on trust, with partners’ executive leadership team
Become known as a thought-leader in CX assurance and automation

Let’s talk about your skills/expertise:

10+ years of strategic partner management and/or direct sales experience selling enterprise software to large enterprises (required) in fast-growing, changing, and competitive environments.
Experience working with or managing relationships with Verizon or AT&T
Experience utilizing partners, channels, and alliances to sell more successfully and overachieve your quota.
Consistent track record of new business development and overachieving sales targets with prospects and customers in the defined territory.
Strong executive presence and polish, and excellent listening skills.
Hunter mentality, with knowledge and demonstrated sales process success
Strong organizational skills, with demonstrated ability to work independently while managing internal and external stakeholder relationships
Proactive, hands-on approach to problem-solving, and a desire to own all parts of the partner lifecycle
Experience working with US based partners. Experience in EMEA and/or APAC desirable
Experience and understanding of the CX space
Bachelor’s Degree or equivalent experience

$220,000 - $250,000 a year

This range indicates OTE. Individual pay is determined by skills, qualifications, experience, and location.

Benefits:

- Medical, Dental, and Vision Insurance

- Flexible Spending Accounts

- Flexible work schedules and remote first environment

- Unlimited Time Off in addition to paid holidays

- Life and disability programs

- 401(k) matching program

Why you should join us:

At Cyara you’ll have the opportunity to work with a group of people who share common goals, are driven by a similar passion, and value the expertise of their peers. Cyara is committed to being an equal opportunity employer, focused on building and maintaining a diverse, inclusive and authentic workplace; and a work environment that is free from discrimination and harassment, based upon any legally protected status or protected characteristic, including but not limited to an individual's sex, race, color, ethnicity, national origin, age, religion, disability, sexual orientation, veteran status, gender identity, or pregnancy. At Cyara we appreciate and welcome the fact that our culture is living and growing as we continue to evolve over time. With this opportunity comes the chance to enjoy a flexible work environment, competitive compensation and a work culture that's results-oriented, fast-paced and focused on continuous improvement, whilst maintaining a family first, team oriented, and ever positive atmosphere.

Cyara cares for its own - you’ll feel that on your first day - and you'll get the chance to work for a global, growing company, and an all-inclusive team of innovators. We credit our amazing growth and success to the fact that we’ve built our business on four essential values that we live and breathe every day:

Deliver Excellence

Innovate Boldly

Integrity First

Embrace Curiosity

Interested? Know someone who might be? Apply online now.

Agencies: Thanks but we’ve got this one! Please, no phone calls or emails to any employees of Cyara outside of the Talent Acquisition team. Cyara’s policy is to only accept resumes from Agencies via the Cyara Agency Portal. Agencies must have a valid fee agreement in place and they must have been assigned the specific requisition to which they submit resumes, by the Cyara Talent Acquisition team before submitting any CV's. Any resume submitted outside of this process will be deemed the sole property of Cyara and, in the event, a candidate is submitted outside of this policy is hired, no fee or payment of any kind will be paid

3 Skills Required For This Role

Cross Functional Load Testing Regression Testing