Partnerships and Alliances - Director of Technology Alliances at Tray.io

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We believe that everyone can and should automate the tools they use every day. 

The Tray Platform empowers anyone to do more, faster by harnessing automation with the leading, low-code general automation platform.

With Tray.io, citizen automators throughout (organisations/organizations) can easily automate complex processes through a powerful, flexible platform, and can connect their entire cloud stack thanks to APIs.


The Director, Technology Alliances will be an experienced, hands-on, sales-oriented, consultative, driven and organized leader who will drive relationships, value and incremental revenue with Tray Technology Partners. This role will be responsible for driving growth with new partners, expanding relationships with existing partners, and working closely with sales, product and partner leadership to drive a cohesive strategy.

The Director, Technology Alliances will be a major change agent at Tray, having impact and influence with a high degree of autonomy, energy, flexibility and accuracy across all lines of business. In this role, this person must build and maintain an excellent working relationship with sales and customer success leadership, devising growth strategies for net new business and customer retention. This person must also build strong relationships with their direct reports, maintaining a culture of support, leadership, mentorship, and hands-on management to support the teams wherever and whenever needed. There is no desire for a micro-manager, however, an all-hands-on-deck attitude is required for success. 

This person will have successfully managed regional and global Technology partnerships for a SaaS company and have direct experience working in the MarTech/AdTech industry. This person will be a seasoned individual with tremendous drive, intelligence and capability, a cross-functional player who thrives in a culture of collaboration, accountability, innovation and entrepreneurship. They will be highly motivated and have the ability and desire to build effective relationships, consistently drive profitable results in high growth/entrepreneurial environments, and have real impact across the organization. 

You Will:

  • Work with the VP, Global Partnerships to develop the Technology Alliance strategy, goals and objectives.
  • Collaboratively and cross-functionally drive the identification, structuring, and nurturing of all Technology partner relationships to achieve and exceed assigned SQO and Pipeline targets.
  • Expand existing relationships and enable our existing partners by developing go-to-market strategies that are executed in the field.
  • Evangelize partnerships– including joint value proposition with sales teams to ensure awareness and collaboration 
  • Facilitate, develop and manage partner enablement and training plans to ensure partners are equipped to position products/solutions and compete effectively to meet collective objectives. 
  • Proactively manage pipeline, ensuring accuracy and consistency
  • Collaborate with Partner Marketing to drive the creation and utilization of sales collateral as well as demand generation programs and campaigns that drive partner revenue. 

About You 

  • 12+ years’ experience as a successful partner leader within the MarTech/AdTech and/or agency industry
  • Strong focus on establishing and developing long-term, lasting relationship
  • Strong focus on establishing and developing long term, lasting relationships that are mutually beneficial, based on trust and integrity
  • Consultative approach with being a strategic thinker, innovative and forward-thinking
  • Self-starter mentality, yet a team player with a collaborative approach and natural leadership style.
  • High integrity, ethics and commitment of doing the right thing
  • Extensive experience working with Technology partners to build strategic programs that drive awareness, demand and sales.
  • Ability to work in a fast-paced, sales focused, ever-changing environment while using solid judgement to effectively pivot and prioritize
  • Ability to inspire and persuasively communicate ideas, overcome obstacles, lead people, and collaborate with colleagues.
  • Comfortable working within an API heavy environment, understanding the automation landscape and its importance across SaaS organizations
  • Strong experience and expertise leading and collaborating with cross-functional teams (including Executives, Sales, Customer Success, Marketing, Legal, etc.)
  • Detail oriented, very organized, self-starter, disciplined.
  • History of achieving revenue growth in complex business environments through a focus on: developing and communicating the plan, addressing issues that hinder performance, and implementing best practices. 

Your team will fully support you to do your best work.

Our team is humble but spirited people, who take immense pride in what they do. We work in a culture built on friendship, transparency, and above all, looking out for one another.

The heart of Tray is made of generosity and trust. It is a community built on individual interactions between people who think differently; who are always available to help, to answer questions and to empower. You'll have endless opportunities to learn and grow in a fun, fast-paced, and open environment. We love to achieve things that haven’t been done before.

We believe in diversity and equal opportunity.We believe that in building diversity we build strength. We encourage all to apply, and we do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, or disability status.  We will make sure that people with disabilities are provided reasonable accommodation to participate in the job application or interview process.


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Technology we use

  • Engineering
    • GolangLanguages
    • JavaLanguages
    • JavascriptLanguages
    • ScalaLanguages
    • Node.jsFrameworks
    • PostgreSQLDatabases
    • RedisDatabases
    • DynamoDBDatabases

An Insider's view of Tray.io

What’s the vibe like in the office?

Trayers have an excellent sense of humor; we're always joking around with everyone from our individual contributors to our co-founders. We believe that people operate their best when they show up to work with a smile on their face. Whether it's your day 1 or year 5, you'll feel right at home.

Ben

Sr. Talent Acquisition Partner

What does your typical day look like?

Each day I prospect accounts, distinguish qualified candidates and send well-thought outreaches to engage them and create quality pipeline for our Account Executives. I focus most on sharing how we can add value to our prospects current integration processes and how we can strategize together to win.

Meeka

Sales Development Representative

What are Tray.io Perks + Benefits

Tray.io Benefits Overview

Flexible Hours
At Tray we work on a flexible schedule
Our work hours are as flexible as the Tray.io Platform

Choose Your Own Setup
At Tray you get to own your set-up
Choose your own equipment so you feel right at home

Stock Options
At Tray employees receive stock options
Own part of the company and its future

Open Vacation
Take-off for a holiday with open vacation at Tray
Being a global company means recognizing that holidays are personal

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
The committee we're most proud of is our Diversity & Belonging council. The council members were all nominated and meet regularly to make sure Trayers from all different walks of life feel welcome.
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Highly diverse management team
70% of our Department Heads identify as being a woman or part of an underrepresented group. And we're proud that 60% of the new management hires we've made this year come from diverse backgrounds too.
Unconscious bias training
As a company, we've held multiple sessions on unconscious bias training, and have focused conversations with decision makers and hiring managers to better ensure we're thinking critically about hiring
Mean gender pay gap below 10%
Diversity Employee Resource Groups
We have several Tray Resource Groups, including: Breakout - Black Trayers Traydies - Woman-identifying Trayers Traynbow - LGBTQIA+ Trayers Traysians - Asian Trayers Uno Dos Trays - Latinx Tray
Hiring Practices that Promote Diversity
The Talent Team consistently strives to hire a majority of people from underrepresented groups. We set goals around diversity, intentionally seek out diverse candidates, and focus on growth potential.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Tray offers all employees a monthly stipend to support their physical and mental health, be it a gym membership, meditation app subscription, or a massage.
Mental Health Benefits
Tray provides employees with $50 a month to use on mental health services like meditation apps, yoga classes, or anything else. And we're creating space to talk openly about mental health at work!
Retirement & Stock Options Benefits
401(K)
Company Equity
Tray offers stock options to all employees as part of their compensation package. With 110M in funding already, we're on a steady growth trajectory that makes these stock options even more valuable.
Performance Bonus
Each team has its own performance bonus structure, but we're all about rewarding hard work. From doubling your quota to referring the most new employees, there are many bonus and prize opportunities
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Tray offers 12 weeks of paid parental leave for birth-giving parents, and 8 weeks of paid leave for non-birth-giving parents who have at least six months at Tray under their belt.
Flexible Work Schedule
Trayers span the globe from London to LA, so flexibility is key to our work schedule. All-team meetings occur around 12 EST, so that everyone can attend, but otherwise, we work when it makes sense!
Remote Work Program
Tray has fully embraced remote work. Employees may choose whether they work 100% from home, mostly in office, or somewhere in between. We're hiring remotely in central "hubs" across the US and UK.
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
We work hard here at Tray and want to ensure we are getting time out of the office to recharge. Tray has a flexible vacation policy, with manager's discretion. Most people take off 3 weeks / year!
Paid Volunteer Time
Trayers use their PTO as they see fit. If that means a day (or week) of volunteering, awesome! We highly encourage it.
Paid Holidays
Paid Sick Days
Trayers in the U.S. have 9 paid sick days, in addition to unlimited vacation and flexible PTO>
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Once upon a time, the entire team met up in Portugal! We hope for more company-wide gatherings like that in the future, but for now are hosting smaller, safer team off-sites about once per quarter.
Stocked Kitchen
Some Meals Provided
Team lunches and dinners are always encouraged, and quite often, financially supported. Since we're gathering in person less often, it's nice to get to know each other better over a meal when we do!
Happy Hours
Pet Friendly
Relocation Assistance
Fitness Subsidies
Tray reimburses employees $50 month for whatever their health and fitness needs are, be it gym membership, workout classes, yoga mats, or mental health services! Fitness is about the body and the mind
Home Office Stipend for Remote Employees
While there isn't a set stipend at Tray , remote employees can order any equipment they'd like. Get a whole home-office set up, from desk and ergo chair, to monitors, headsets, keyboards, you name it!
Professional Development Benefits
Job Training & Conferences
Job training and conferences are available to all employees, offered on a case by case basis. All employees have a learning and development budget, and we're always happy to support Trayers' growth.
Diversity Program
Lunch and learns
We call them "Savvy Seshes" and they're breakfast, lunch, or dinner & learns (given we're a global company). Every other week, we take the time to learn about each other's strengths and passions.
Cross functional training encouraged
Promote from within
Mentorship program
New hires are paired with a welcome buddy during their onboarding. This person may serve as a short- or long-term mentor, and Trayers get to know each other through regularly scheduled coffee chats.
Continuing Education stipend
This is another perk offered on a case by case basis. However, if Trayers are interested in developing skills or continuing education while working here, we're happy to assist in whatever way we can.
Time allotted for learning
Online course subscriptions available
Customized development tracks

Additional Perks + Benefits

As a growing startup, we expect our company's perks and benefits to grow right along with us. And though we may not have all the fancy benefits of some bigger companies or always have a one-size-fits all benefit for our employees, we strive to support the individual employee with their needs, in whatever ways we can. Many of our perks are extra special because they're thoughtfully given on a case by case basis, from special health benefits, to online courses, to particular work-from-home equipment, or even custom swag for employee's moms, Trayers are able to ask for certain perks that will improve their work or home life. And more often than not, they don't even have to ask, since our goal is to always empower each other.

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