Business Development Manager (Tech Alliances)

About the role

DevRev'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.

How do we work?

• Whatever your role, our values describe what we ask of each other.
• Be a bridger

• Look beyond your own role.
• Ask questions, share context and help others get unstuck.
• That may mean bringing the right people together or picking up a problem that doesn't necessarily fit neatly into your job description.

Care loudly

• We want your perspective, not just your agreement.
• Speak up when something isn't working or someone needs support.
• Give honest feedback with respect for the person receiving it.
• Don't let an uncomfortable conversation become an unspoken problem.

Own the outcome

• Take responsibility for the result, not just your part in the process.
• Use AI to move the work forward, not to outsource your judgment.
• Make the call, check whether it worked and change course when it didn't.
• If something goes wrong, own it and help fix it.

That's DevRev!