Alliances Business Development Manager

About the Team:

The Alliances Business Development Manager will join Egnyte’s Partner Organization and will drive partner development and go to market efforts for Egnyte’s strategic alliances partnerships. The ideal candidate has proven expertise in building and executing the go-to-market strategy and managing sales cycles that close incremental joint business with Strategic Alliance Partners such as Google and Microsoft.

In this role this person will work in close collaboration with the Alliances, Product, and End User sales teams to drive net-new partner sourced sales for Egnyte and drive GCP and Azure consumption sales through alliance and channel partners. This individual will have a significant opportunity to impact the growth of Egnyte and be a key leader in the Partner organization.

Key responsibilities of this role include:

• Drive the joint selling motion and align the selling teams to drive and close incremental sales for joint solution opportunities
• Build and grow relationships with a focused set of strategic alliance partners
• Work closely with Egnyte Regional Account Executives and partner sales teams to drive relationship alignment, account mapping, and pipeline generation efforts
• Develop, drive and execute joint go-to-market planning and co-marketing efforts that generate partner-sourced opportunities with our Alliance partners.
• Jointly drive Alliance solutions/offerings to deliver industry leading growth, alliance business goals and influence revenue.
• Provide sales enablement to Egnyte and partner sales and technical sales teams
• Develop globally consistent and locally relevant Alliance marketing programs, campaigns, value propositions and relevant content.
• Build from the ground up partner execution plans, ensuring virtual team members are engaged and pushing projects through to timely completion.
• Drive meet-in-the-channel efforts across partner and Egnyte channel and distributor partners
• Drive internal and external communication to create thought leadership and impact the awareness of Egnyte’s Alliance solutions in the market, within the partner community, within the Alliance Partners and Egnyte’s internal sales teams.
• Work with partner operations to measure program success and report on program metrics.

What You Bring:

• 10+ years of experience managing Alliances relationships for a high-tech company (Required)
• Prior alliances management or marketing experience working with Google or Microsoft (Preferred)
• Strong knowledge of the SaaS market (Required)
• Familiarity with cloud marketplaces such as: GCP, AWS and Azure
• Some level of technical expertise to develop solution presentations and demos
• Out of the box thinker
• Program Management: Demonstrated experience and capabilities in leading and managing programs, start-to-finish.
• Someone who can not only come up with ideas but develop and execute on them
• History of conceiving, planning and executing marketing campaigns including launches, increasing AR/PR profile, and GTM programs including partnering.
• Proven ability to work cross functionally and both lead and work in virtual teams.
• Ability to develop content to support programs.
• Excellent communication skills with customers, internal team members, press, analysts and in public
• Travel: 15-25% Nationally (US)

Compensation:
Our compensation reflects the cost of labor across multiple U.S. geographic locations, and pay varies based on defined markets. The standard base pay range for this position across the U.S. is $135k - $240k annually. Pay varies by work location and may also be dependent on job-related skills, knowledge, and/or experience. During the interview and/or hiring process, your recruiter can share more information about the compensation package specific to the role and job location.

BENEFITS:

• Competitive salaries, comprehensive benefits & pre–IPO stock options
• Flexible hours and generous time off (RTO, Responsible Time Off) to help support your work-life balance.
• Paid holidays and sick time
• 401(k) Retirement Plan (Traditional and Roth)
• Health Savings Account (HSA) and Employee Assistance Program (EAP)
• Paid Maternal, Paternal, and Adoption Leave to help you grow your family
• Modern and collaborative offices located in Spokane, WA; Draper, UT; Raleigh, NC; Mountain View, CA; Reading, England, and Poznan, Poland
• Gym, cell phone, and internet reimbursement
• Free well-being apps such as Calm, Ginger, and Spring Health for Guardian are offered.
• Perks include discounted pet insurance, electronics, theme park tickets, travel, plus more.
• Your own Egnyte account with lifetime access

COMMITMENT TO DIVERSITY, EQUITY, AND INCLUSION:

At Egnyte, we celebrate our differences and thrive on our diversity for our employees, our products, our customers, our investors, and our communities. Our recently launched global Egnyte Employee Communities (EECs) support representation and inclusion across our diverse workplace. Egnyters are encouraged to bring their whole selves to work and to appreciate the many differences that collectively make Egnyte a higher-performing company and a great place to be.

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