Partner Development Manager
About The Position
The Partner Development Manager is responsible for developing and scaling i2's North American partner ecosystem to accelerate market reach, expand delivery capacity, increase customer value, and drive revenue growth. This is a strategic business development role focused on recruiting, onboarding, enabling, and growing high-value partners across the United States and Canada. The successful candidate will build a repeatable partner program that creates organizational leverage and enables the business to scale without proportional increases in internal headcount. Working closely with Sales, Marketing, Product Management, Professional Services, Customer Success, and Executive Leadership, the role will establish the framework, relationships, and operating model required to maximize partner-generated business impact. This aligns directly with North America's ecosystem-led growth strategy.
Requirements
- 5+ years of experience in Partner Development, Channel Sales, Alliances, Business Development, or Ecosystem Growth
- Proven success recruiting and developing strategic partners
- Experience building partner programs, onboarding frameworks, or enablement initiatives
- Demonstrated ability to influence executive-level stakeholders
- Strong relationship-building, presentation, and communication skills
- Ability to work cross-functionally across Sales, Marketing, Product, Professional Services, and Customer Success
Nice To Haves
- Enterprise software or SaaS experience
- Public safety, intelligence, investigative analytics, cybersecurity, or government technology experience
- Experience working with system integrators, consulting firms, and strategic alliances
- Experience building partner programs from the ground up
Responsibilities
- Develop and expand a strategic partner ecosystem across North America.
- Identify, recruit, and activate new strategic partners
- Build relationships with system integrators, consulting firms, VARs, technology alliances, and referral partners
- Create and maintain a partner recruitment pipeline
- Evaluate geographic, industry, and capability coverage gaps
- Execute partner recruitment plans aligned with corporate growth objectives
- Accelerate partner readiness and productivity through structured onboarding and enablement.
- Develop and execute partner onboarding programs
- Coordinate training and certification initiatives
- Create partner enablement content and resources
- Ensure partner understanding of i2 solutions, value propositions, and target markets
- Establish partner success milestones
- Generate qualified sales opportunities through joint go-to-market activities.
- Develop joint business plans with strategic partners
- Execute co-sell initiatives with sales teams
- Drive partner-led demand generation activities
- Support account planning and deal registration programs
- Assist partners in identifying and qualifying opportunities
- Increase partner participation throughout the customer lifecycle.
- Conduct regular Partner Business Reviews
- Build partner growth plans
- Increase partner involvement in customer success initiatives
- Support retention and expansion strategies
- Monitor partner performance and optimize engagement
Benefits
- Base Salary Range: $140,000-$160,000
- Target OTE: $200,000+
- Recommended Compensation Mix: 75% Base / 25% Variable
- The variable component will be equally weighted across four strategic objectives: 25% Partner Recruitment & Ecosystem Expansion, 25% Partner Onboarding & Enablement, 25% Partner-Sourced Pipeline Development, 25% Partner-Influenced Revenue & Engagement
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
