Note: The job is a remote job and is open to candidates in USA. Journey.AI is a provider of secure, AI-driven customer engagement and identity orchestration solutions. The Business Development Manager – Strategic Alliances will develop and close enterprise opportunities with technology partners, manage joint sales activities, and engage customers throughout the sales process. The role also owns pipeline and revenue outcomes while coordinating internal and partner resources.
Responsibilities
- Build relationships with account executives, sales leaders, solution consultants, alliance managers, and other stakeholders within Journey’s strategic partner organizations
- Develop a detailed understanding of partner sales organizations, territories, account structures, solutions, and go-to-market priorities
- Collaborate with partner sales teams to identify target accounts and opportunities where Journey’s solutions complement and strengthen the partner’s offering
- Enable partner sellers to recognize, position, and introduce Journey solutions within relevant customer engagements
- Participate in joint account planning and develop coordinated strategies for pursuing customer opportunities
- Meet directly with prospective customers to conduct discovery, understand business and technical requirements, and qualify opportunities
- Present and demonstrate Journey’s solutions independently and in coordination with Journey and partner technical resources
- Develop customer-specific value propositions that clearly communicate the combined value of Journey and the applicable partner solution
- Own and advance opportunities through qualification, solution development, proposal preparation, commercial discussions, and close
- Coordinate Journey’s sales, technical, legal, product, and executive resources throughout the sales process
- Build and maintain a qualified partner-sourced and partner-influenced pipeline and meet assigned pipeline, bookings, and revenue targets
- Maintain accurate opportunity records, forecasts, partner activities, and next steps in Journey’s customer relationship management system
- Develop joint sales plays, partner enablement programs, co-marketing initiatives, and other go-to-market activities
- Track partner performance and pipeline metrics and report on revenue impact, return on investment, engagement, and overall partner health
- Represent Journey at customer meetings, partner events, industry conferences, and executive briefings
- Maintain a detailed understanding of Journey’s technology, partner solutions, market trends, and competitive positioning
Skills
- Five or more years of experience in business development, partner sales, enterprise technology sales, strategic alliances, channel sales, or a related customer-facing role
- Demonstrated success developing and closing enterprise sales opportunities in collaboration with technology partners
- Experience working within partner-led or co-selling models, including account mapping, partner enablement, joint opportunity management, and coordinated customer engagement
- Experience leading customer discovery, presentations, solution demonstrations, proposal development, and commercial discussions
- Ability to build credibility and sustained engagement with partner account executives, sales leaders, technical teams, and executives
- Strong understanding of enterprise sales processes and the ability to manage complex opportunities involving multiple organizations and stakeholders
- Ability to understand technical solutions and translate their capabilities into clear business value for customers and partners
- Excellent communication, presentation, negotiation, relationship-management, and forecasting skills
- Ability to work independently, manage competing priorities, and operate effectively in a fast-paced, growth-oriented environment
- Willingness to travel as needed for customer meetings, partner engagements, and industry events
- Experience in SaaS, CCaaS, contact center, customer experience, identity, cybersecurity, payments, privacy, or artificial intelligence technologies
- Experience working with Zoom, AWS, Cisco, NICE, Avaya, or comparable enterprise technology ecosystems
- Familiarity with partner marketplaces, opportunity registration, referral arrangements, resale models, and co-selling programs
- Existing knowledge of enterprise contact center and customer-experience sales organizations
- Bachelor's degree or equivalent relevant professional experience
Benefits
- Performance-based incentive compensation
- Equity participation in a growing AI, identity, and privacy technology company
- Comprehensive health, dental, and vision coverage
- Flexible remote or hybrid work arrangements
- The opportunity to shape Journey’s strategic alliance program and work with leading enterprise technology organizations
- A collaborative environment with direct access to company leadership, product experts, and technical resources
- The opportunity to help enterprise customers solve meaningful identity, security, payment, and customer-experience challenges
Company Overview