About the roleDevRev's Technology Alliances team partners with the most important AI and cloud platforms in the world - AWS, Anthropic, Databricks, Snowflake, MongoDB, Salesforce, and more - to create joint value with our customers.
We're hiring Business Development Managers to work closely with these partners and accelerate GTM by driving pipeline generation and co-sell opportunities. You'll work hand-in-hand with DevRev's Tech Alliances team and these tech partners to build joint go-to-market motions, co-create pipeline with our partners, and bring DevRev sellers and partner sellers together to accelerate opportunities to close. This is a field-facing, revenue-oriented role that sits at the seam between DevRev's sales organization and our partner ecosystem.
What you'll do- Partner with DevRev's Tech Alliances team to design and run joint go-to-market motions with our technology partners.
- Co-build pipeline with partners - source and develop joint opportunities through co-sell, marketplace, and joint account planning.
- Bring DevRev sellers and partner (Tech Alliance) sellers together on live deals, aligning both sides to accelerate opportunities through the funnel.
- Drive account mapping and joint account planning between DevRev and partner field teams in your region.
- Represent DevRev in partner field forums, co-sell reviews, and regional GTM motions.
- Localize partner GTM strategy to your geography - accounting for the regional customer base, partner landscape, and field team structure.
- Report on partner-sourced and partner-influenced pipeline, and on the health of the joint seller relationships you own.
What you bring- 8-12 years of experience in business development, alliances, partner/channel sales, or co-sell - ideally in SaaS, cloud, or AI.
- Techno-business acumen: comfortable in both the commercial and the technical conversation with sellers, partners, and customers.
- Established relationships with partner field/sales teams in your region a strong plus.
- Region-based (Palo Alto or New York), able to travel across the geography for partner and customer engagements.
