Senior Strategic Partnership Executive at First Mile Group

Alloy is where you belong! Alloy solves the identity risk problem for companies that offer financial products by enabling them to outpace fraud and confidently serve more people around the world. Banks and Fintechs turn to Alloy to take control of fraud, credit, and compliance risk, and grow with the clearest picture of their customers.  Through our values: Be Bold, Get Scrappy, Collaborate, and Celebrate Our Differences, we are creating a workplace where you can grow, thrive, and belong. See how we’ve been continuously recognized and named one of Inc.Magazine’s Best Workplaces, Forbes America’s Best Startup Employers, Best Fintech to Work for by American Banker, year after year.  Check out our investors and read more about us here. Why we're hiringAlloy is seeking a Senior Channel Partnership Executive to join the top sales team of FY24, delivering rapid growth from an ever-expanding partner ecosystem.  Serving a core function with our Banking vertical, the ideal candidate will be passionate about creating scale and value through strategic partners that span Digital Banking platforms, Online Account Open platforms, Systems Integrators, and Consultancies.  This position encompasses developing and executing joint GTM plans with your partner portfolio that deliver sustained growth, developing multi-threaded relationships across relevant stakeholders and executives, participating in sales cycles with partner sales teams (active and passive), and continuously seeking opportunities to grow our Total Addressable Market.   In addition, you will selectively vet new partnership opportunities and lead partnership agreement contract negotiations.What you’ll be doing Serve as the owner over a portfolio of strategic partners responsible for driving key partner value metrics including product adoption, sales velocity, product packaging, and brand awarenessOrchestrate strategic partners and Alloy internal teams to build joint GTM plans that clearly define success criteria for both Alloy and the partnerLead regularly scheduled touch points with various stakeholders at the partners including pipeline management, product updates, and strategic business reviewsCo-sell and co-solution Alloy deployments for large enterprise and mid-market banking deals alongside partners and the Alloy enterprise and mid-market sales teamPartner with Technical Account Managers, Solutions Architects, and Support to both learn the Alloy product and shepherd questions that arise from our partnersAct as a trusted expert and quarterback for our partner ecosystem. While this means looping in colleagues as necessary, you will also be trained as an expert in the Alloy platform and the industries we serveStay informed about industry trends, competitor activities, and market dynamics to identify opportunities and threats. Use this knowledge to tailor sales pitches and partnership proposalsTrack and analyze key performance indicators (KPIs) related to partnership sales. Prepare regular reports and presentations for senior management, highlighting achievements and areas for improvementRepresent the company at industry conferences, seminars, and networking events to build brand awareness and identify new partnership opportunitiesWhat we're looking forMinimum of 5 to 7 years of experience in channel sales, business development, alliances, or related customer-facing roles at a high-growth SaaS companyHas successfully developed, managed, and closed qualified pipeline with a portfolio of partners in a quota-carrying role with a consistent track record of achieving and/or exceeding planProven ability to work collaboratively and deliver results within a cross-functional team Has successfully defined success and delivered value with numerous partnerships, building trusted relationships with individuals who would want to work with you againStrong Product orientation skills with proven ability to represent a complex platform serving specialized use casesHas experience defining a mutual success and growth plan with Partners that demonstrates alignment with their near-term and long-term goals.Ability to summarize complex issues simply and effectively through excellent written and verbal skillsUnderstands all aspects of pre-sales and post-sales customer support and will be responsible for driving partner retention, adoption, and loyalty with defined metrics and performance indicatorsHas a background in working with APIs and is interested in learning to handle some of the technical aspects of product usageWill be a partner advocate with an ability to prioritize issues accordingly while bearing in mind the technical, financial, and long-term strategic implicationsSuccess in working with banking partner ecosystem companies managing partner programsWe're a lean team, so your impact will be felt immediately and opportunities for growth are abundant at our scaling company. If this all sounds like a good fit for you, why not join us?At Alloy, we strive to attract & retain talent by providing compensation that is competitive with other organizations of our size & stage. We are committed to ensuring each candidate has what they need to be successful in their role with a balanced range of compensation, equity, perks & benefits. We actively share our compensation philosophy with employees, with the goal of fostering open and honest dialogue. Finally, we work to administer our philosophy and drive consistency in order to promote equity and monitor the fairness of each outcome.The following range is based on the scoped level within the organization and only for highly targeted geographies: $135,000-170,000 base on 70/30 base + commission modelBenefits and Perks Unlimited PTO and flexible work policyEmployee stock optionsMedical, dental, vision plans with HSA (monthly employer contribution) and FSA options401k with 100% match up to 4% of annual employee compensation Eligible new parents receive 16 weeks of paid parental leave Home office stipend for new employeesLearning & Development annual stipendWell-being benefits include access to OneMedical, Headspace, and moreHow to ApplyApply right here! You've found the application!Alloy is proud to be an equal-opportunity workplace and employer. We’re committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status. We are committed to an inclusive interview experience and provide reasonable accommodations to applicants with visible and invisible disabilities. We encourage applicants to share needed accommodations with their recruiter