Strategic Partner Manager

Blackbaud

2d•$101,900 - $132,800•Remote

About The Position

We’re looking for an experienced channel leader to be Blackbaud’s Strategic Partner Manager for our partnerships with strategic partners like Microsoft, AWS, cloud distributors and other ecosystem partners. This is a key business development role that will define and execute Blackbaud’s partnership strategy in collaboration with our product, marketing, customers success, and sales teams to actively drive towards our revenue goals. This candidate must possess a passion for building and managing partner relationships and must have proven success driving business development activities in support of sales opportunities. As the partner manager, this candidate will be accountable for the growing our partner business in support of our overall sales strategy and customer development ambitions. At the end of the day, this is about business development and delighting our clients. To that end, we’re looking for a motivated, entrepreneurial self-starter who thrives in a fast-paced environment and relishes the opportunity to build and develop a critical partnership. Most importantly, this requires collaboration, leadership, maturity, a drive for outcomes and a passion for continuous learning and self-improvement.

Requirements

Between 10+ years of experience working with or for Microsoft, AWS or Google
Strong verbal and written communication skills to deliver messages across a variety of internal and external audiences and the ability to persuasively articulate Blackbaud partnership impact value and offerings to customers and partners
Strong organizational skills and the ability to manage a vast array of information and create structure in heavily ambiguous environments
Ability to interact with leaders and all levels of the organization in a professional and impactful manner
Ability to influence and drive revenue goals while working closely with sales teams
Experience handling budgets and complex schedules to get meetings booked
Highly self-motivated and able to work both independently and in a team environment to drive critical outcomes
Strong interpersonal skills and demonstrable experience working with cross-functional teams, including remote teams in multiple time zones
Understanding of foundational cloud technologies and the cloud partner ecosystem (AWS, Salesforce, Microsoft, etc.) is preferred
Willingness to travel up to 20%

Nice To Haves

Understanding of foundational cloud technologies and the cloud partner ecosystem (AWS, Salesforce, Microsoft, etc.)

Responsibilities

Determines and drives to Blackbaud revenue goals based on input from overall market strategy, market growth goals, and practice focus areas
Coordinates with Blackbaud local market personnel to meet defined performance, engagement and revenue growth objectives
Proactively assesses, clarifies, and validates partner and Blackbaud’s needs on an ongoing basis
Develops partner engagement activities such as marketing campaigns, sales alignment and customer engagement, to support overall partner strategy
Possesses a deep understanding of the partner ecosystem, including incentive programs, enablement offerings, and success measures
Support our practices in developing GTM strategies aligned to our partners
Build strong, trusted relationships within partner organizations centrally and regionally
Owns the co-sell program including targets and deliverables
Works closely with internal GTM teams to execute regional growth plans as a subset of business development go-to-market
Engage internal and partner sales teams globally and partner together in account planning and co-selling efforts
Promotes sales enablement opportunities, including the development of sales briefings, to increase Blackbaud’s knowledge partner solutions and incentives
Proactively identifies and manages potential channel conflict posed by the partner, including developing contingency planning, as well as escalating to Blackbaud leadership when necessary
Develop and nurture relationships with Blackbaud’s partner teams to leverage best practices and relationships
Collaborate with partners and Blackbaud Partner operations to ensure all sales data is up to date
Proactively communicate and manage internal and partner colleagues on partner channel pipeline and forecasts
Work directly and with partners to register leads and co-sell opportunities in partner portals, works with market leadership to manage pre-sales activities and tracks partner revenue when deal is closed
Identify opportunities to leverage partner funding and works with local market leaders to apply funds to existing client opportunities
Manage the performance standards, scorecards and data gathering required to evaluate and manage the performance of the partner
Support practices in partner-enablement for both sales and technical certifications
Create and maintain project plans, budgets, and timelines for partner initiatives
Increase Blackbaud’s brand awareness with our top partners through networking, marketing campaigns and partner events, supported by marketing
Serve as Blackbaud brand ambassador to identify opportunities to present, sponsor or co-market partner events
Coordinate to align key partner marketing strategies to the overall Blackbaud marketing strategy