Partner Alliance Manager

Role Overview

• Own and grow Pindrop’s strategic relationship with Microsoft
• Partner closely with Pindrop’s Product and Engineering teams to support the migration and optimization of Pulse for Meetings within the Azure cloud environment
• Act as the primary liaison with Microsoft technical and partner teams to align on Azure architecture, marketplace readiness, and co-sell eligibility requirements
• Navigate Microsoft’s internal structure, teams, and partner organization to drive alignment and execution
• Develop a joint value proposition and GTM strategy with Microsoft and the broader partner ecosystem
• Define and implement a partner program tailored to Microsoft resellers
• Identify, recruit, onboard, and enable resellers with the capability and reach to sell Pulse for Meetings
• Establish contracting frameworks, pricing models, revenue share, and compliance structures
• Develop partner onboarding, training, certification, and deal registration processes
• Create sales tools, playbooks, battle cards, and enablement materials for internal and external use
• Drive partner pipeline generation and ensure partners are equipped to execute
• Coordinate internal cross-functional teams (Sales, Legal, Marketing, Product) to support partner ecosystems
• Track and report key metrics, milestones, and partner KPIs
• Manage deal cycles and co-sell motions with Microsoft and reseller partners
• Act as the partner advocate internally to align product enhancements, messaging, and support
• Collect feedback from Microsoft and reseller partners to inform strategy

Requirements

• 5+ years of experience in partner alliances, channel sales, or partner ecosystem development
• Deep knowledge of the Microsoft ecosystem, partner programs (e.g., Microsoft Partner Network, Co-Sell Ready, ISV Connect), and internal engagement frameworks
• Proven track record of building and scaling reseller networks from scratch
• Strong understanding of contracting, pricing models, enablement processes, and partner economics
• Excellent cross-functional collaboration skills and ability to navigate complex organizations
• Exceptional communication, negotiation, and relationship management skills
• Experience selling SaaS or enterprise software, ideally in voice, AI, security, or communications
• Established relationships within Microsoft or Microsoft partner community
• Based in or willing to relocate to the Seattle area

Tech Stack

• Azure
• Cloud

Benefits

• Competitive compensation, including equity for all employees
• Unlimited Paid Time Off (PTO)
• Comprehensive health, dental, and vision plans
• Best-in-class HSA employer contribution
• Employer-provided life and disability coverage
• Paid parental leave for all parents
• Monthly phone and internet allowance
• One-time home office stipend
• Remote-first work environment
• Annual professional development benefit
• Choice of Apple MacBook Pro
• 401(k) with competitive employer match
• Wellness program including Employee Assistance Program and 24/7 Telemedicine