Responsibilities
- Serve as a hands-on leader, balancing direct contribution with team development.
- Lead a lean partnerships team while managing executive-level relationships with key strategic partners.
- Establish regular operating routines including quarterly business reviews, joint planning, pipeline tracking, and internal governance forums.
- Track and report on revenue influenced and sourced by partners, segmented by region and market.
- Oversee the redesign and relaunch of the partner program and partner relationship management platform.
- Lead the restructuring of the partner program across services, resell, cloud, and technology collaboration models.
- Define partner tiers, qualification criteria, benefits, and incentive structures including margins, referral payments, marketing development funds, and certifications.
- Collaborate with Finance, Legal, and Revenue Operations to formalize commercial terms, contracts, and governance policies.
- Work with Marketing and Enablement teams to create a clear, accessible, and well-documented partner experience.
- Manage the selection, implementation, and deployment of a PRM system integrated with Salesforce, Skilljar, and SalesHood.
- Partner with RevOps and Sales Enablement to deliver training, workflows, and dashboards that embed partner tools into daily operations.
- Create service offerings and delivery models for global and regional systems integrators.
- Collaborate with Professional Services, Customer Success, and Product to define standardized solution packages in areas like modernization, feature management, AI/GenAI, and observability.
- Co-develop and test service offerings with select integrators, validating scope, pricing, and go-to-market strategies.
- Define clear distinctions between subcontracting and referral models, including financial terms, sales incentives, and customer experience standards.
- Design a structured enablement path with certifications, sales tools, and demo access to empower partner-led selling and delivery.
- Drive alignment across departments despite limited resources and competing priorities.
- Partner with sales leadership to integrate partners into account planning, forecasting, and engagement cycles.
- Collaborate with Product and Solutions teams on joint technology integrations and specialization in DevOps, AI, and data observability.
- Work with Finance and Deal Desk to manage partner financial models, marketplace transactions, and approval workflows that support growth and profitability.
- Coordinate with Marketing and Events teams on a prioritized calendar of high-impact co-marketing initiatives and field campaigns.
- Apply disciplined prioritization frameworks to focus on top-tier accounts, key partners, and highest-return activities.
Compensation
Competitive salary and performance-based incentives commensurate with experience.
Work Arrangement
Flexible work model with potential for remote or hybrid arrangements based on location.
Team
Part of the go-to-market leadership team, reporting to senior revenue leadership.
Responsibilities
- Serve as a hands-on leader, balancing direct contribution with team development.
- Lead a lean partnerships team while managing executive-level relationships with key strategic partners.
- Establish regular operating routines including quarterly business reviews, joint planning, pipeline tracking, and internal governance forums.
- Track and report on revenue influenced and sourced by partners, segmented by region and market.
- Oversee the redesign and relaunch of the partner program and partner relationship management platform.
- Lead the restructuring of the partner program across services, resell, cloud, and technology collaboration models.
- Define partner tiers, qualification criteria, benefits, and incentive structures including margins, referral payments, marketing development funds, and certifications.
- Collaborate with Finance, Legal, and Revenue Operations to formalize commercial terms, contracts, and governance policies.
- Work with Marketing and Enablement teams to create a clear, accessible, and well-documented partner experience.
- Manage the selection, implementation, and deployment of a PRM system integrated with Salesforce, Skilljar, and SalesHood.
- Partner with RevOps and Sales Enablement to deliver training, workflows, and dashboards that embed partner tools into daily operations.
- Create service offerings and delivery models for global and regional systems integrators.
- Collaborate with Professional Services, Customer Success, and Product to define standardized solution packages in areas like modernization, feature management, AI/GenAI, and observability.
- Co-develop and test service offerings with select integrators, validating scope, pricing, and go-to-market strategies.
- Define clear distinctions between subcontracting and referral models, including financial terms, sales incentives, and customer experience standards.
- Design a structured enablement path with certifications, sales tools, and demo access to empower partner-led selling and delivery.
- Drive alignment across departments despite limited resources and competing priorities.
- Partner with sales leadership to integrate partners into account planning, forecasting, and engagement cycles.
- Collaborate with Product and Solutions teams on joint technology integrations and specialization in DevOps, AI, and data observability.
- Work with Finance and Deal Desk to manage partner financial models, marketplace transactions, and approval workflows that support growth and profitability.
- Coordinate with Marketing and Events teams on a prioritized calendar of high-impact co-marketing initiatives and field campaigns.
- Apply disciplined prioritization frameworks to focus on top-tier accounts, key partners, and highest-return activities.
Available for qualified candidates based on business needs and location.
