Head of Strategic Partnerships

The Opportunity

AI is rapidly transforming the world. Whether it’s developing the next generation of human-level intelligence, multi-agent systems, human quality voice assistants, or enabling researchers to analyze genetic markers at scale, AI is increasingly integrated into various aspects of our daily lives.

Arize is the leading AI observability and Evaluation platform to help AI teams discover issues, diagnose problems, and improve the results of their AI Applications. In short: we are here to build world class software that helps make AI applications work better.

Your Role

We are looking for a Strategic Partner Leader to help drive, nurture and grow our relationship with the Major Cloud Partners (MSFT, Google, AWS), Enterprise Partners and System Integrators (SI) via a sell-to, sell with and sell-through motion. The ideal candidate is fast-paced and highly self-motivated, with strong sales, leadership, communication and organization skill.

What You’ll Do

• Own a partner sales number in partnership with sales team
• Opportunity to mold the partnership ecosystem of Arize
• Drive Arize awareness across strategic partnerships
• Be a networker, seller, partner and closer
• Build relationships with system integrators (SI) and hyperscalers
• Deeply research accounts, stakeholders and competitors and establish executive relationships with these partners and share the Arize vision
• Drive territory planning, account planning, pipeline management and forecasting to identify new business sales revenue and achieve partner sales quotas
• Provide support and education to grow the partner’s Arize competency
• Understand and develop use cases with our partners and deliver joint go-to-market programs, sales plays and talk tracks to help partners identify and win new business opportunities.
• Execute and collaborate on co-marketing events, activities and content creation to increase brand awareness, visibility and lead generation for co-selling with SI and hyperscaler partners
• Manage the alliance development lifecycle, monitor the performance and success of our partnerships and optimize as needed
• Collaborate with other departments within our organization (leadership, product, sales, engineering, marketing) to ensure a seamless partner and customer experience. Share partner and customer feedback to drive continuous improvement.

What We’re Looking For

• 5+ years of partnership, alliances, enterprise or channel sales experience: Hungry, aggressive and motivated
• Experience and relationships with major System Integrators and/or Hyperscalers
• Track record of consistent quota attainment or over achievement
• Strong understanding of driving pipeline and creating sales opportunities
• Self-starter and comfortable working in limited process environments
• Desire to create and build a new playbook on how to maximize partnerships
• Fast-paced and focused on building out our channel partnerships
• Team player: Collaboration with peers and other organizations within Arize is critical to success, we deeply value the success of the collective team over individual gains
• Strong communication and project management skills: Clearly and objectively communicate observations from the field and managing partnerships forward
• Strong ability to create lasting relationships across multiple partnerships

Bonus Points, But Not Required

• Previous alliance partner experience gained within the Cloud/Saas space and selling into the following departments:
• Software Engineering
• Data Science
• Machine Learning / AI

The estimated annual salary and variable compensation for this role is between $200,000 - $300,000, plus a competitive equity package. Actual compensation is determined based upon a variety of job related factors that may include: transferable work experience, skill sets, and qualifications. Total compensation also includes a comprehensive benefit package, including: medical, dental, vision, 401(k) plan, unlimited paid time off, generous parental leave plan, and others for mental and wellness support.

While we are a remote-first company, we have opened offices in New York City and the San Francisco Bay Area, as an option for those in those cities who wish to work in-person. For all other employees, there is a WFH monthly stipend to pay for co-working spaces.