Partner Development Manager
About The Position
The Partner Development Manager is responsible for initiating, expanding and managing strategic technology partnerships that drive revenue growth and market expansion for SP6. This role focuses on: Identification of key stakeholders in select technology organizations targeted for partnerships. Performing high level business development across multiple departments within each technology partner: Sales, Professional Services, Partner Management and more. Grow revenue, with responsibility to meet and exceed revenue targets, with key vendors such as Microsoft, Google, Dynatrace, and other strategic technology providers. How You'll Drive Success: Perform business development via the identification of key executives at targeted partnerships, including: Professional Services leadership Sales leadership Partner Program leadership Develop and manage relationships with strategic vendors including Microsoft, Google, Dynatrace, and other enterprise technology providers Develop Go-to-Market (GTM) plans that outline how revenue will be generated through each partnership. Collaborate with vendor channel teams to secure incentives, rebates, marketing funds, and joint go-to-market initiatives Drive revenue growth through partner programs, certifications, and co-selling opportunities Maintain vendor compliance requirements, certifications, and partnership tiers Coordinate joint marketing campaigns, webinars, and events with strategic partners Work cross-functionally with sales, technical, and marketing teams to align vendor offerings with customer needs Developing Sales and Services Go-To-Markets that align with company and technology partners strategic revenue goals Track partner performance metrics, pipeline influence, and revenue attribution Negotiate partnership agreements, pricing structures, and program participation Stay current on vendor product updates, licensing models, and competitive positioning Represent the company at vendor summits, conferences, and partner advisory councils To Be Successful: The ideal candidate will have experience with initiating and developing new strategic relationships at various levels within partner organizations. This experience should specifically be in technology Value-Added Reseller (VAR), MSP, or technology services organizations.
Requirements
- 3–7 years of experience in business development, partner development, channel sales, and partner management.
- Experience building and executing on Go-to-Market plans which expand existing consulting and/or software sales in indirect models.
- Strong understanding of how to drive revenue through software vendor channel programs (both software license and services), vendor incentives, and more.
- Proven ability to grow consistent, scalable revenue through partnerships
- Excellent negotiation and relationship-management skills.
- Proficiency with CRM and pipeline management tools.
- Strong written and verbal communication skills.
Nice To Haves
- Experience managing partnerships with major technology vendors (Microsoft, Google, Cloud Service Providers (CSPs) specifically in the cybersecurity and/or Observability domains)
- Knowledge of licensing, Cloud Marketplaces, or subscription-based revenue models
- Vendor certifications or partner program experience
- Familiarity with enterprise IT solutions, SaaS, or cloud infrastructure
Responsibilities
- Identification of key stakeholders in select technology organizations targeted for partnerships.
- Performing high level business development across multiple departments within each technology partner: Sales, Professional Services, Partner Management and more.
- Grow revenue, with responsibility to meet and exceed revenue targets, with key vendors such as Microsoft, Google, Dynatrace, and other strategic technology providers.
- Perform business development via the identification of key executives at targeted partnerships, including: Professional Services leadership, Sales leadership, Partner Program leadership
- Develop and manage relationships with strategic vendors including Microsoft, Google, Dynatrace, and other enterprise technology providers
- Develop Go-to-Market (GTM) plans that outline how revenue will be generated through each partnership.
- Collaborate with vendor channel teams to secure incentives, rebates, marketing funds, and joint go-to-market initiatives
- Drive revenue growth through partner programs, certifications, and co-selling opportunities
- Maintain vendor compliance requirements, certifications, and partnership tiers
- Coordinate joint marketing campaigns, webinars, and events with strategic partners
- Work cross-functionally with sales, technical, and marketing teams to align vendor offerings with customer needs
- Developing Sales and Services Go-To-Markets that align with company and technology partners strategic revenue goals
- Track partner performance metrics, pipeline influence, and revenue attribution
- Negotiate partnership agreements, pricing structures, and program participation
- Stay current on vendor product updates, licensing models, and competitive positioning
- Represent the company at vendor summits, conferences, and partner advisory councils
Benefits
- Recognized as one of North America’s top professional service partners.
- The chance to be part of a winning team and a premier Splunk partner.
- Competitive salary and OTE.
- Comprehensive medical, dental, and vision plans.
- 401(k) with company match.
- 30 days of annual paid time off (4 weeks Paid Time Off + Holidays)
- Significant Training and Development and Certification attainment.
- Opportunity for long-term career advancement.
- Your contributions are felt and recognized by our growing company.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
