Solution Architect, Partner Development

The Opportunity

AI is transforming our world, with the potential to help humanity tackle immense global challenges. From chatbots powered by large language models to sophisticated multi-step agent systems, from personalized content recommendations to generative AI creating new content, and from computer vision systems assisting researchers in analyzing genetic markers at scale -- machine learning is revolutionizing countless aspects of our daily lives.

Arize is the leading AI observability platform to help AI/ML engineers discover issues, diagnose problems, and improve the results of machine learning models. In short: we are here to build world class software that helps make AI work better.

The Team

Our solutions team interacts with some of the most complex production-level machine learning infrastructure and AI companies in the world. We work closely with our Engineering and Product teams composed of veterans with backgrounds in deep learning, autonomous systems, and distributed computing, who tackle problems that push the boundaries of technology. Every day is an opportunity to solve exciting challenges and learn new things.

We are looking for a Solution Architect, Partner Development to help drive, nurture and grow our relationship with both System Integrators (SI) and hyperscalers via a sell-to, sell with and sell-through motion. The ideal candidate is fast-paced and highly self-motivated, very comfortable diving deep into code helping orchestrate and instrument partner code along with strong sales, leadership, communication and organization skills.

What You’ll Do

Own our partnerships:

• Be a networker, seller, partner and closer
• Deeply research accounts, stakeholders and competitors and establish executive relationships with these partners and share the Arize vision
• Drive territory planning, account planning, pipeline management and forecasting to identify new business sales revenue and achieve partner sales quotas
• Prospect and develop relationships within the Arize partner ecosystem.
• Execute and collaborate on co-marketing events, activities and content creation to increase brand awareness, visibility and lead generation for co-selling with SI and hyperscaler partners
• Manage the alliance development lifecycle, monitor the performance and success of our partnerships and optimize as needed
• Collaborate with other departments within our organization (leadership, product, sales, engineering, marketing) to ensure a seamless partner and customer experience. Share partner and customer feedback to drive continuous improvement.

You are the trusted advisor to the customer:

• Build relationships with system integrators (SI) and hyperscalers, both business and technical stakeholders
• Lead product demonstrations across various partner teams to help educate on the value proposition of Arize.
• Conduct workshops to get deeper technical knowledge across core partner ecosystems.
• Handle technical objections and develop strategies across sales, engineering, and product to unblock them

Act as a Domain Expert within AI/ML:

• Provide technical leadership and guidance, including troubleshooting and addressing potential issues, private deployments, and proof of concepts.
• Provide support and education to grow the partner’s Arize competency
• Understand and develop use cases with our partners and deliver joint go-to-market programs, sales plays and talk tracks to help partners identify and win new business opportunities.
• Train potential partners how to use and sell the product to their clients.

What We’re Looking For

Strong communication skills:

• Clearly and objectively communicate observations from the field and managing partnerships forward
• You can empathize with the frame of reference of who you are communicating with and tailor your message and approach accordingly.
• You have an uncanny ability to simplify complex, technical concepts

A quick and self learner:

• Self-starter and comfortable working in limited process environments
• Fast-paced and focused on building out our channel partnerships
• Team player: Collaboration with peers and other organizations within Arize is critical to success, we deeply value the success of the collective team over individual gains

5+ years of partnership, alliances, enterprise or channel sales experience:

• Hungry, aggressive and motivated
• Experience and relationships with major System Integrators and/or Hyperscalers
• Track record of consistent quota attainment or over achievement
• Strong technical sales background, with the ability to demo and drive product led sales motion.
• Strong ability to train and educate users on the value proposition of Arize.

Hands on knowledgeable in AI and it’s software ecosystem:

• You may not have a PhD in ML but you know the difference between Linear Regression and Boosted Trees and the advantages / disadvantages of each.
• You are just as comfortable writing a quick proof of concept RAG python application running Docker locally as you are comfortable explaining the nuances of deploying a production grade SAM CV service across several AZs for fallover prevention
• Be knowledgeable about the industry and best practices, being a guide for prospects as they embark on their GenAI journey or plan out another traditional ML use case.
• Have solid understanding of Kubernetes, Helm, cloud services (AWS, Azure, GCP) and their managed Kubernetes services.
• Know a thing or two about network architecture and application deployment strategies.

Bonus Points, But Not Required

• Previous alliance partner experience gained within the Cloud/Saas space and selling into the following departments:
• Software Engineering
• Data Science
• Machine Learning

The estimated annual salary and variable compensation for this role is between $195,000 - $265,000, plus a competitive equity package. Actual compensation is determined based upon a variety of job related factors that may include: transferable work experience, skill sets, and qualifications. Total compensation also includes a comprehensive benefit package, including: medical, dental, vision, 401(k) plan, unlimited paid time off, generous parental leave plan, and others for mental and wellness support.