Partner Alliance Manager

Job Description

Who We Are

Pindrop is redefining trust in the digital age. Our patented voice, and video authentication, fraud detection, and deepfake detection technologies protect some of the world’s largest banks, insurers, retailers, and healthcare leaders. As AI-driven threats evolve in the form of synthetic voices, deepfakes, face swapping and more, our solutions stay ahead, helping ensure that the real human and the right human are recognized.

Pindrop is trusted by Fortune 500 enterprises to secure voice interactions, and with $100M ARR we’re entering our next phase of innovation and growth, backed by world-class investors including Andreessen Horowitz, IVP, and CapitalG.

Location: Seattle, WA (preferred)

The Partner Alliance Manager — Microsoft Ecosystem will be responsible for building and scaling a strategic partnership with Microsoft and navigating the broader Microsoft channel to create a thriving reseller network for Pindrop’s Pulse for Meetings solution. This role requires deep experience with Microsoft’s ecosystem, contracting frameworks, partner programs, and a track record of establishing reseller programs from the ground up.

You will serve as the primary internal and external driver for partner strategy, enablement, sales alignment, and co-sell/re-sale execution with Microsoft and Microsoft-aligned resellers.

What You’ll Do

Strategic Partnership Management

• Own and grow Pindrop’s strategic relationship with Microsoft
• Partner closely with Pindrop’s Product and Engineering teams to support the migration and optimization of Pulse for Meetings within the Azure cloud environment
• Act as the primary liaison with Microsoft technical and partner teams to align on Azure architecture, marketplace readiness, and co-sell eligibility requirements
• Navigate Microsoft’s internal structure, teams, and partner organization to drive alignment and execution
• Develop a joint value proposition and GTM strategy with Microsoft and the broader partner ecosystem

Channel & Reseller Program Development

• Define and implement a partner program tailored to Microsoft resellers
• Identify, recruit, onboard, and enable resellers with the capability and reach to sell Pulse for Meetings
• Establish contracting frameworks, pricing models, revenue share, and compliance structures

Sales & Enablement

• Develop partner onboarding, training, certification, and deal registration processes
• Create sales tools, playbooks, battle cards, and enablement materials for internal and external use
• Drive partner pipeline generation and ensure partners are equipped to execute

Operational Execution

• Coordinate internal cross-functional teams (Sales, Legal, Marketing, Product) to support partner ecosystems
• Track and report key metrics, milestones, and partner KPIs
• Manage deal cycles and co-sell motions with Microsoft and reseller partners

Voice of the Partner

• Act as the partner advocate internally to align product enhancements, messaging, and support
• Collect feedback from Microsoft and reseller partners to inform strategy

Who You Are

Required Qualifications

• 5+ years of experience in partner alliances, channel sales, or partner ecosystem development
• Deep knowledge of the Microsoft ecosystem, partner programs (e.g., Microsoft Partner Network, Co-Sell Ready, ISV Connect), and internal engagement frameworks
• Proven track record of building and scaling reseller networks from scratch
• Strong understanding of contracting, pricing models, enablement processes, and partner economics
• Excellent cross-functional collaboration skills and ability to navigate complex organizations
• Exceptional communication, negotiation, and relationship management skills

Preferred Qualifications

• Experience selling SaaS or enterprise software, ideally in voice, AI, security, or communications
• Established relationships within Microsoft or Microsoft partner community
• Based in or willing to relocate to the Seattle area

Why Pindrop

• High-growth, mission-driven company
• Opportunity to shape and lead a strategic partnership
• Collaborative, innovative culture
• Competitive compensation and benefits

What We Offer

As part of Pindrop, you’ll directly impact our products and help shape the future of security in the voice-driven economy. We hire exceptional people and take care of them.

• Competitive compensation, including equity for all employees

• This position has a compensation structure consisting of a base salary range of $130,000–$160,000, plus a 30% commission component.

• Unlimited Paid Time Off (PTO)

• Comprehensive health, dental, and vision plans

• Best-in-class HSA employer contribution

• Employer-provided life and disability coverage

• Paid parental leave for all parents

• Monthly phone and internet allowance

• One-time home office stipend

• Remote-first work environment

• Annual professional development benefit

• Choice of Apple MacBook Pro

• 401(k) with competitive employer match

• Wellness program including Employee Assistance Program and ²⁴⁄₇ Telemedicine

What we live by

At Pindrop, our Core Values are fundamental beliefs at the center of all we do. They are our guiding principles that dictate our actions and behaviors. Our Values are deeply embedded into our culture in big and small ways and even help us decide right from wrong when the path forward is unclear. At Pindrop, we believe in taking accountability to make decisions and act in a way that reflects who we are. We truly believe making decisions and acting with our Core Values in mind will help us to achieve our goals and keep Pindrop a great place to work:

• Audaciously Innovate- We continue to change the world, and the way people safely engage and interact with technology. As first principle thinkers, we challenge standards, take risks and learn from our mistakes in order to make positive change and continuous improvement. We believe nothing is impossible.
• Evangelical Customers for Life - We delight, inspire and empower customers from day one and for life. We create a partnership and experience that results in a shared passion.   We are champions for our customers, and our customers become our champions, creating a universal commitment to one another.
• Execution Excellence - We do what we say and say what we do. We are accountable for making the tough decisions and necessary tradeoffs to deliver quality and effective solutions on time.
• Win as a Company - Every time we win, we win as a company. Every time we lose, we lose as a company. We break down silos, support one another, embrace diversity and celebrate our successes. We are better together.
• Make a Difference - Every day we have the opportunity to make a positive impact. We operate with dedication, passion, and uncompromising integrity, creating a safer, more secure world.

Not sure if this is you?

We want a diverse, global team, with a broad range of experience and perspectives. If this job sounds great, but you’re not sure if you qualify, apply anyway! We carefully consider every application and will either move forward with you, find another team that might be a better fit, keep in touch for future opportunities, or thank you for your time.

Pindrop is an Equal Opportunity Employer

Here at Pindrop, it is our mission to create and maintain a diverse and inclusive work environment. As an equal opportunity employer, all qualified applicants receive consideration for employment without regard to race, color, age, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetic information, disability, marital and/or veteran status.