Partner Development Manager

The Opportunity 

AI is transforming our world, with the potential to help humanity tackle immense global challenges. From chatbots powered by large language models to sophisticated multi-step agent systems, from personalized content recommendations to generative AI creating new content, and from computer vision systems assisting researchers in analyzing genetic markers at scale -- machine learning is revolutionizing countless aspects of our daily lives.

Arize is the leading AI observability platform to help AI/ML engineers discover issues, diagnose problems, and improve the results of machine learning models. In short: we are here to build world class software that helps make AI work better.

The Team

Our engineering team builds systems that interact with some of the most complex software  ever deployed in production. The team is composed of industry veterans that have built deep learning infrastructure, autonomous drones, ridesharing marketplaces, ad tech and much more. 

We are looking for a Partner Development Manager to help drive, nurture and grow our relationship with both System Integrators (SI) and hyperscalers 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 skills.  

What You’ll Do

• 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 
• Self-starter and comfortable working in limited process environments
• 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 

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

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.