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Senior Alliances Account Executive
4 months ago
At Instabase, we're passionate about democratizing access to cutting-edge AI innovation to enable any organization to solve previously unsolvable unstructured data problems in their industry. With customers representing some of the largest and most complex organizations in the world, and investors like Greylock, Andreessen Horowitz, and Index Ventures, our market opportunity is near infinite.
With offices in San Francisco, New York, London and Bengaluru, Instabase is a truly global company. We are people-first, and we've built a fearlessly experimental, endlessly curious, customer obsessed team who work together and help organizations around the world turn their unstructured data into insights instantly.
Our Global Alliances Team is responsible for developing the partner ecosystem needed for Instabase to deliver differentiated value to global customers across industries. This team is missioned to define and execute on Instabase's partner strategy globally, incubating new partnerships, and developing the go-to-market strategy with partners. We are building this new team with individuals who thrive collaborating with cross-functional teams and who understand how to build an ecosystem that drives direct and indirect revenue for an enterprise SaaS vendor.
As an Alliances Account Executive, you will define new routes to market for Instabase through an ecosystem of strategic partners who share in our success and the success of our customers. You will also manage these strategic relationships as we go-to-market through and/or alongside our partners. Candidates should have strong experience and relationships across key CSPs, VARs, GSIs, and prospective technology partners in the North American region.
What you'll do
- Reporting to the Head of Partnerships, you'll develop and grow partnerships as part of market expansion efforts with CSP, VAR, and ISV partners to maximize solution value and relevance for our customers.
- Achieve agreed-upon new partnership targets and supporting KPIs associated with Instabase's growth initiatives.
- Recruit and build a partner ecosystem of Value Added Resellers who are able to independently sell Instabase into their customer base, industry or regions.
- Identify technology partners, such as other independent software vendors (ISVs), to whom Instabase could partner with to drive new revenue streams.
- Build a partner ecosystem to support the NAMER sales teams and sales leaders, recognising different strategies and prioritization will exist between regions.
- Understand partner business models and how a joint value proposition with Instabase can deliver unique value in the market.
- Collaborate with and contribute to the larger Global Alliances team in developing partner strategies, relationships and assets that can be leveraged in other regions.
- Work with Engineering, Solution Architects and other internal stakeholders to maximize the value delivered back to our partners.
About you
- 5+ years of partner development/management experience, including working with Value Added Resellers, Technology Partners, and Cloud Solution Providers/Hyperscalers
- 3+ years of enterprise/B2B experience in Fortune 500 / Global 2000 accounts
- Experience developing new business models and routes to market through partnerships
- Successful quota attainment YoY and successful experience growing enterprise clients
- High aptitude for cross-functional collaboration and influence both internally and externally
- Strong ability to navigate complex partner landscapes, developing C-level relationships in line of business functions, as well as corporate shared services
- Self-starter who is invested in the success of the team, with an ability to work in a startup environment
#LI-Hybrid
Instabase is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Research shows that in order to apply for a job, women feel they need to meet 100% of the criteria while men usually apply after meeting about 60%. Regardless of how you identify, if you believe you can do the job and are a good match, we encourage you to apply.
