Principal Partner Development Manager

Hyland•,

4d•$270,000 - $324,000•Remote

About The Position

The Strategic Partner Manager is a senior enterprise-level partner leader responsible for defining and executing Hyland's global partner strategy across key Independent Software Vendors (ISVs), cloud platforms, and strategic technology partners. Operating as a strategic advisor both internally and externally, this role shapes Hyland's ecosystem strategy, influences executive decision-making, and drives long-term market expansion. The Strategic Partner Manager is accountable for building high-impact partnerships that accelerate co-sell revenue, expand market presence, and deliver measurable customer outcomes.

Requirements

Bachelor's degree or equivalent practical experience
10+ years of experience in technology partnerships, channel sales, business development, or ecosystem strategy within a B2B software or cloud environment
Demonstrated ability to define and execute global partner strategies aligned to company growth priorities and long-term ecosystem positioning
Proven ability to influence and align executive stakeholders internally and externally across complex, multi-party partnership environments
Experience engaging technical stakeholders and executive leaders in complex enterprise environments to drive joint outcomes

Nice To Haves

Experience building strategic partnerships with enterprise ISVs or major cloud providers
A track record of creating scalable co-sell motions and partner sales programs that drive measurable pipeline and revenue outcomes
Experience selling enterprise solutions through cloud marketplaces or ecosystem channels
Proven ability to manage complex sales cycles with multiple stakeholders across regions and partner types
Demonstrated ability to collaborate with technical decision-makers to identify, structure, and accelerate joint opportunities

Responsibilities

Define and lead Hyland's global partner strategy aligned to company growth priorities and long-term ecosystem positioning — identifying, securing, and scaling high-impact ISV and cloud partnerships that expand market reach and revenue, including developing multi-year strategic plans and business cases with clear investment and return models.
Shape Hyland's overall ecosystem strategy including partner segmentation, coverage models, and engagement frameworks — influencing executive stakeholders internally and externally to align on priorities and strategic direction.
Lead joint go-to-market strategies with partners and Hyland sales teams across regions, establishing scalable co-sell motions, sales plays, and partner-led demand generation programs that drive pipeline creation, deal velocity, and win rates.
Partner with Sales leadership to embed ecosystem motions into core revenue strategy, building and scaling partner sales motions across cloud marketplaces and ecosystem channels while ensuring partners are effectively positioned to accelerate active opportunities and drive customer adoption.
Establish governance models, operating frameworks, and best practices for strategic partner engagement — driving internal alignment and accountability across teams supporting partner initiatives.
Build and maintain executive-level relationships that influence joint investment and GTM priorities, serving as a trusted advisor to partner executives and representing Hyland in executive briefings, industry events, and partner leadership forums.