Partner Programs Manager

MicroStrategy Services•Tysons Corner, VA

2d•Onsite

About The Position

Strategy is seeking a Partner Programs Manager to build and operate the programs supporting its partner business and expand technology alliances around Mosaic. The role owns the operating framework for a multi-tier partner program, including tier criteria and annual reviews, benefits and market development funds (MDF), deal registration, compliance audits, and leadership KPIs and partner health scorecards. The position also leads Strategy’s ISV partnership strategy, recruiting data platform, cloud, AI/ML, and automation partners to develop certified Mosaic integrations. The manager will collaborate with Product and Engineering to scope joint connectors and integrations, launch a partner marketplace, and develop co-selling and co-marketing motions. The role also builds partner enablement, onboarding, certification, and portal operations to help partners ramp and generate pipeline. It serves as the internal subject-matter expert on program rules and systems, working with regional Partner/Alliance Managers, Sales, Marketing, Product, and Alliances to keep program operations aligned with go-to-market strategy. This is a fully onsite position based in Strategy’s Tysons Corner, Virginia office. Employees are required to work from the office Monday through Thursday.

Requirements

BA/BS degree required.
At least 8 years of experience in partner/alliance operations, channel program management, partner enablement, or go-to-market/revenue operations.
Demonstrated experience administering a multi-tier partner program, including tiering criteria, deal registration, and MDF or incentive tracking, within a PRM or CRM system.
Proven ability to build and maintain KPI reporting and dashboards for partner-sourced/influenced pipeline, marketplace revenue, and program ROI, with sourced-versus-influenced measurement discipline.
Experience designing or operating partner onboarding, certification, or enablement programs, including content management and portal/PRM ownership.
Strong analytical and process-design skills, including auditing compliance and turning findings into clear, actionable reporting.
Experience working cross-functionally with Sales, Marketing, Product, and Alliances teams to align program mechanics with evolving go-to-market motions.
Familiarity with cloud marketplace and hyperscaler co-sell program mechanics, including AWS, Azure, or Google Cloud, sufficient to administer and report on them.
High attention to detail and a strong bias toward process integrity and data accuracy.
Ability to enforce program compliance without owning external partner relationships.
Strong written communication skills for leadership reporting and partner enablement content.
Ability to work in a virtual, matrixed environment and coordinate internal stakeholders under time pressure.
Proactive and self-directed approach to identifying compliance gaps and reporting needs.

Nice To Haves

MBA.
Direct hands-on experience with a PRM platform such as Impartner, Allbound, Salesforce PRM, Crossbeam, or similar, and CRM-integrated deal-registration workflows.
Familiarity with the semantic layer/enterprise BI and analytics category and the broader AI-data-readiness landscape.
Experience building partner health scorecards or comparable governance and reporting frameworks.
Working knowledge of MDF/co-op fund administration and ROI reporting for channel or marketing programs.

Responsibilities

Administer the multi-tier partner program, including tier criteria, documentation, and systems, ensuring consistent and auditable tiering across regions.
Own the annual partner review and re-tiering process, including performance data, objective application of criteria, and tier-change recommendations for Partner/Alliance Managers.
Maintain and ensure consistent application of tier-specific benefits, margin and discount policies, MDF allocations, and SLAs.
Own and grow Strategy’s ISV partnership strategy and recruit and manage complementary technology partners across data platforms, cloud data warehouses, AI/ML, and workflow and automation.
Partner with Product and Engineering to prioritize and scope integrations, co-developed connectors, and embedded or OEM use cases.
Define ISV partnership tiers and technical requirements, including API/SDK usage, certification, and co-branding standards.
Establish and maintain a Mosaic technology partner directory or marketplace listing certified integrations.
Drive joint go-to-market motions with ISV partners, including co-selling, co-marketing, and joint solution briefs.
Manage the ISV partner lifecycle from recruitment and technical onboarding through certification, go-to-market launch, and ongoing relationship management.
Track ISV ecosystem health metrics, including active integrations, certification status, partner-sourced pipeline, and customer adoption of joint solutions.
Own the deal registration process and PRM/CRM system, including approval workflows, SLAs, expiration rules, and dispute-resolution support.
Monitor partner compliance with program requirements and flag gaps to the responsible Partner/Alliance Manager.
Train internal sales and partner-facing teams on program policies.
Conduct periodic compliance audits covering deal registration, MDF use and reporting, and certification status, and report findings to leadership.
Define, track, and publish ecosystem KPIs, including partner-sourced and influenced pipeline, marketplace revenue, certification completion, MDF ROI, and partner health scores, maintaining sourced-versus-influenced measurement discipline.
Build and maintain partner health scorecards, flag disengaged or non-compliant partners, and route re-engagement actions to the appropriate Partner/Alliance Manager.
Produce monthly or quarterly reporting packages for leadership, Sales, and Alliances.
Own budget tracking and ROI reporting for MDF and incentive programs.
Build and maintain partner enablement curriculum, including role-based training, certification and accreditation, and content libraries, working with Product and Solutions Engineering on technical content.
Own and maintain partner portal or PRM content, including collateral, sandbox access, and self-service resources.
Design and maintain the partner onboarding framework, including agreement-to-first-deal milestones and a 30/60/90-day journey, and coordinate cross-functional touchpoints.
Own partner enablement operations and ensure partners progress toward driving partner-sourced revenue.
Work with regional Partner/Alliance Managers to provide the data, tools, and enablement content they need.
Coordinate with Sales, Product, Marketing, and Cloud/Alliances to align program mechanics with evolving go-to-market motions.
Serve as the internal subject-matter expert on partner program rules, policies, and systems.