Strategic Partner Development Manager – System Integrators

Hyland•,

2d•$147,000 - $165,000•Remote

About The Position

Hyland is seeking a Strategic Partner Development Manager to own and drive execution of defined components of the Global Partnerships strategy with Global and Regional System Integrators (SIs), building partner delivery capability and joint go-to-market motions that extend Hyland's reach into enterprise accounts. This role works cross-functionally with Sales, Product, Professional Services, and internal teams to drive partner engagement and ensure joint initiatives are delivering measurable outcomes. The Strategic Partner Development Manager owns partner plans and leads go-to-market execution with the assigned partners.

Requirements

10+ years of experience in partnerships, alliances, business development, or related roles; experience managing System Integrator or consulting partner relationships required
Strong understanding of enterprise sales and go-to-market processes; proven ability to lead and manage joint go-to-market initiatives with strategic partners
Understanding of the SI business model, including practice economics, utilization, and how SIs monetize software ecosystems
Strong organizational and stakeholder management skills; ability to collaborate across teams and work comfortably in a matrixed environment
Strong communication skills; ability to maintain alignment across partner and internal teams, support follow-ups, and escalate execution challenges effectively; proven ability to track, analyze, and improve partner-influenced opportunities and engagement

Nice To Haves

Experience defining and applying improvements to partner engagement models, contributing to standards and repeatable practices
Demonstrated success supporting co-sell motions and partner involvement in enterprise deals
Experience contributing to documentation and process improvements that support scalable partner activities
Proven ability to translate partner plans into coordinated, cross-functional activities with measurable outcomes
Experience building or scaling a software delivery practice, either at a Global SI or by partnering with one

Responsibilities

Own Joint Business Plans with assigned SI partners, defining go-to-market, practice-build, and influenced bookings objectives; lead and manage defined joint go-to-market initiatives with strategic partners, ensuring delivery against agreed objectives; provide senior-level alignment across partner and Hyland teams on priorities, accounts, and opportunities; lead QBRs to track progress against plans
Build relationships with partner stakeholders and drive ongoing engagement; lead partner meetings, maintain alignment across teams, and own communication and follow-ups with partner organizations
Partner with Partner Sales Managers to drive pipeline development efforts; identify Hyland opportunities within SI-led transformation programs and align SI account teams with Hyland account executives in priority verticals including Healthcare, Financial Services, Insurance, and Government; be accountable for tracking, analyzing, and improving partner-influenced opportunities and engagement; coordinate partner involvement in deals
Work with internal teams across Sales, Product, Professional Services, and Marketing to drive partner initiatives; define engagement models, track progress of joint programs, ensure alignment across stakeholders, and identify and escalate execution challenges
Define and apply improvements to partner engagement models, contributing to standards and repeatable practices; progress partners through the SI maturity model; contribute to documentation and process improvements; scale repeatable partner activities
Collaborate effectively in a matrixed environment, maintaining strong organizational and stakeholder management skills to drive consistent partner engagement and cross-functional alignment