The Opportunity

In this role, you will be responsible for growing our existing strategic relationships with our Cloud Partners to ensure a strong overall partnership across all key pillars. You will become the expert in Amazon AWS, and will own sales messaging motions, product alignment, co-selling, co-marketing, and organizational alignment to drive healthy and successful partnerships.  

This role will be aligned with the Sales Teams in each region to help them generate a consistent flow of partner sourced and influence/accelerated pipeline. In addition, you will be responsible for collaborating with marketing and other departments to ensure we join the right cloud programs and increase partner mindshare. 

In this truly cross-functional opportunity at our high-growth company, you will take initiative and ownership when helping execute new business and partnership opportunities in the field, while being a trusted and valued resource to our teams.

• In collaboration with the Global VP of Partnerships, own, set, and evangelize the  “Alliances Vision" for UserTesting and our partners globally.
• Be the expert in Partner and AWS, sales messaging, motion, and organizational alignment.
• Create and communicate differentiated value propositions and messaging for UserTesting solutions with AWS. Leverage internal and external resources to effectively position UserTesting as a leader/partner of choice with AWS.
• Identify and pursue new market opportunities with AWS and other Partners. Maintain and nurture relationships with AWS and other Partners, Sales Managers, Partner Marketing Managers, and leadership.
• Serve as a partner champion internally and liaison between the strategic partner and internal teams to cultivate and grow trusting relationships. 
• Develop and execute joint programs or activities to generate sales alignment between UserTesting Sales Managers and AWS sales reps and other Partners sales reps that will ultimately drive new customer logos through co-selling activities with AWS, and traditional fulfillment partners
• Inform the design, build, and monitor the day-to-day processes and infrastructure required to scale and govern joint business plans, go to market initiatives, and partner program requirements with AWS, and partnerships globally
• Inform and manage partner enablement programs, co-marketing, events and related sales alignment to continually increase the number of “UserTesting champions” across AWS and partners that are recommending UserTesting to their peers and customers.
• Partner with the UserTesting marketing organization to develop and continually refresh partner-facing materials and communications including newsletters, one pagers, first call decks, battle cards, etc. Ie. Market to partners to highlight joint wins, partner value, and customer success to make UserTesting a favored partner. Inform and co-manage partner advocacy programs
• Stay up to date on the changing landscape of partner direct sales teams and maintain partner org mapping to support sales and marketing activities.
• Ensure UserTesting joins and maintains any relevant programs offered by our partners, including AWS’s Marketplace transact program, SRRP program, etc. 
• Guide where UserTesting should develop product integrations with relevant Cloud Alliance partner products and services. Work with to ensure we’re prioritizing the right integration opportunities.
• Evaluate and suggest other Cloud Alliances partners in which you determine should be developed such as Azure, GCP, Adobe, SAP, or others. (should you determine the scope of the Cloud Alliances discipline should be expanded)
• Ensure UserTesting’s account in the  AWS Marketplace Management Portal (AMMP) (ie. Cloud Alliance Portals) is maintained and kept up to date. Notably, continuously validate that our accounts and co-sell opportunities are up to date and reflected correctly in these Client Alliance Portals.
• Manage/own and maintain third-party Cloud Alliances Portals and public Marketplace listings.
• Develop and manage the process(es) for qualifying and nurturing the leads that UserTesting receives from its Cloud Alliance marketplace listings
• Provide onboarding and role-specific training as it pertains to Cloud Alliances to Sales Managers and other relevant team members as needed.

What we’re looking for

• Advanced experience in business development, channel management, and/or partnerships within the SaaS industry, particularly in managing Cloud partners.
• Experience implementing effective joint go-to-marketing programs with Cloud Partners such as Microsoft, AWS, and Salesforce, including joint sales enablement, demand generation, lead tracking, deal registration, and joint sales reporting. 
• Success in establishing and developing long-term relationships with partners that are mutually beneficial with trust and integrity at the core of all activities. 
• You’re entrepreneurial and thrive in autonomy; you have the ability to wear multiple hats and are a self-sufficient, self-starter when it comes to identifying opportunities, managing your partner portfolio, and creating new processes to drive success with your partners.
• Experience collaborating with cross-functional teams including executives, sales, customer success, marketing, product, legal, operations, and more. 

Benefits and Perks

• Private Medical, Dental and Vision
• Health Savings Account
• Pre-Tax Benefit Accounts (FSA)
• Commuter Benefits - transit and parking 
• Flexible Time off (Full time salaried (exempt) employees)
• 12 Days of observed holiday entitlement
• Basic Life insurance, Short-Term Disability and Long-Term Disability insurance
• 401(k) Retirement Plan 
• Professional Development Stipend
• Remote Equipment Expense Reimbursement
• Mental Wellness Employee Assistance Program
• Monthly wellness and telecommunications reimbursements
• Paid quarterly volunteering days and Charity donation matching via our UT Cares Volunteers and Charitable Giving Committee
• Perks at Work discount scheme
• Pet Insurance reimbursement 
• Employee Referral Programme
• Employee-led groups to help foster a more inclusive employee experience and build a culture of belonging at UserTesting. Read more here!