BrowserStack

Affiliate Manager

• Cultivate and maintain strong, collaborative relationships with Channel Partner Leaders and their teams
• Onboard, train, and continuously enable partner technical and sales resources to drive proficiency
• Participate in joint business planning and review sessions with partners
• Solicit, gather, and synthesize feedback from channel partners and advocate internally
• Design, develop, and manage partner enablement programs, collateral, and onboarding tools
• Plan, organize, and facilitate online and offline enablement sessions and workshops
• Coordinate and support partner-facing events as part of enablement initiatives
• Act as an advocate for BrowserStack's capabilities, benefits, and updates within partner and customer ecosystem
• Track and measure success of enablement programs, focusing on certifications and business impact
• Build and deliver training programs to certify partners and develop partner toolkits (battlecards, playbooks, solution briefs)
• Act as a bridge between partners and internal Product, Engineering, Sales, and Marketing teams to relay partner insights
• Stay informed on automation testing trends, best practices, and competitive landscape to provide thought leadership to partners

Lead - Partner Enablement

Sales

• Lead and mentor a team of 8–12 Account Executives; drive their career progression
• Territory and account planning to generate revenue across a hybrid portfolio (hunting and farming)
• Own relationships with a book of paying, active Strategic accounts and land new logos in named non-buying accounts
• Create and execute strategies to identify growth areas, execute on growth, and win new logos; deliver quarterly and annual incremental revenue
• Partner with customer champions to increase revenue, renewals, and retention year-on-year
• Build account intelligence: stakeholder mapping and identifying new teams/business units to sell to
• Prospect via cold calling, highly personalized emails, and LinkedIn to generate leads and pipeline
• Employ a value-based solution-selling methodology and execute all phases of the pipeline to close deals
• Run technical proofs-of-concept in collaboration with Solutions Engineers, handle price negotiations
• Maintain hygiene on CRM tools like Salesforce.com to forecast with high accuracy
• Hire, mentor, retain, motivate the team and manage conflicts; chart career progression and fill skill/culture gaps
• Cross-collaborate with different functions to identify and resolve issues; act as source of industry know-how

Manager, Sales Strategic Accounts

Customer Success Manager

• Driving customer advocacy, assist clients to realize value from BrowserStack’s product portfolio
• Manage multiple stakeholders and multiple priorities for enterprise and strategic customers
• Onboard and train customers for effective platform usage
• Deliver personalized product demos and webinars
• Drive engagement with customers at key points in the customer journey to achieve adoption
• Identify risks and implement mitigation strategies for retention and growth
• Collaborate with AE/Renewals teams to ensure seamless renewals and pursue upsell/cross-sell
• Lead quarterly/monthly reviews, offering best practices and guidance
• Foster customer advocacy within your portfolio
• Demonstrate ROI to technical and executive audiences

Customer Success Lead

Product Manager

As a Principal Product Manager, you’ll work with a squad solving challenging problems faced by engineering teams across the globe. You will own and be accountable for critical engagement and business metrics of our products. You’ll focus on understanding our customers and market and help us ship features that our users love. Your tasks will include implementing new features, growing product adoption, and helping prioritize and solve support requests.