Manager, Strategic Alliances

Fingerprint empowers developers to stop online fraud at the source.

We work on turning radical new ideas in the fraud detection space into reality. Our products are developer-focused and our clients range from solo developers to publicly traded companies. Some of our customers include: Coinbase, Booking.com, and Yahoo, just to name a few.

We are a globally dispersed, 100% remote company with a strong open-source focus. Our flagship open source project is Fingerprint (16K stars on GitHub).

We have raised $44M and are backed by Craft Ventures (previously invested in Tesla,  Facebook,  Airbnb), Nexus VP (previously invested in Postman,  Hasura) and Uncorrelated Ventures (previously invested in Redis, Rollbar & Gradle).

About You:

We are looking for a Manager, Strategic Alliances with strong sales, strategy and channel program management experience to accelerate growth within our partner ecosystem. The ultimate objective is to work with selected channel partners to extend Fingerprint’s footprint and materially grow revenue. The candidate will have experience in launching and scaling channel partner Go-To-Market programs. He/she will also possess strong sales skills along with finesse when conveying complex topics enabling them to engage high and wide within partner organizations to drive results.

This critical role will require cross-functional leadership skills to work with Fingerprint teams including Sales, Marketing, Legal, Product and Leadership. Candidate should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. We are looking for candidates who are creative and growth minded plus someone who has an interest in helping Fingerprint optimize its channel sales best practices as we grow.

This role will allow you to work remotely anywhere in the USA.

What You’ll Do:

• Create and manage partner programs with current alliances, resellers and referral partners to exceed quota

• Serve as the primary evangelist to garner partner buy-in across relevant functional areas and levels to effectively promote Fingerprint’s capabilities to the market

• Cultivate strategic alignment between Fingerprint and the partner’s roadmap

• Establish strategic and tactical plans with partner, including the development and tracking of joint KPIs

• Develop and execute a joint marketing strategy (press, webinars, blogs, campaigns, etc.)

• Partner with marketing to prepare all necessary joint marketing materials (battle cards, sales decks, etc.)

• Work with marketing & training to train and arm the channel partner's sales, product, and marketing teams for success

• Oversee the deal registration process, including the qualification and tracking of prospects through the sales pipeline

• Integrate Fingerprint reps into the sales process as needed to close key deals

• Pursue ongoing marketing opportunities (joint presentations, events, webinars, case studies, etc.) to drive success through the channel

• Use CRM to develop regular tracking & reporting of key performance metrics and translate these metrics into recommendations

What You’ll Bring:

• Proven experience building a channel program with measurable and successful sales results

• Minimum of 5-7 years’ experience in channel management

• Strategic thinking and ability to blend technology and business strategy to develop/present compelling plans for new partner initiatives

• Ability to forecast channel revenue accurately with strong CRM skills and discipline

• Self-sufficient, focused leadership with a propensity towards execution and driving revenue results

• Exceptional oral and written communication skills, including strong presentation and customer facing skills

• Aptitude and attitude to quickly absorb new information via Fingerprint’s training program and external sources

• Influential and capable of building relationships with people across all levels

• Ability to prioritize and multi-task with special attention to detail and follow-up

• Ability to run quickly with little supervision and to adapt to a fast-paced, fluid environment

• Comfortable with travel when required

Offers vary depending on, but not limited to, relevant experience, education, certifications/licenses, skills, training, and market conditions.

We are dedicated to creating an inclusive work environment for everyone. We embrace and celebrate the unique experiences, perspectives and cultural backgrounds that each employee brings to our workplace. Fingerprint strives to foster an environment where our employees feel respected, valued and empowered, and our team members are at the forefront in helping us promote and sustain an inclusive workplace. We highly encourage people from underrepresented groups in tech to apply.