Job Descriptions for Partner Teams

First Partnership Hire VP

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Average salary of Tech Partnerships, Vice President according to Glassdoor: $180,095

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We are looking for an experienced partnership executive with a demonstrable record of success to launch and grow our partner program. The VP of Partnerships will be responsible for finding and managing partners, defining objectives and timelines, establishing repeatable, data-driven practices, and overseeing a program that drives meaningful revenue and retention.

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This is an opportunity to join a quickly growing team. You will make a significant impact from day one and will report directly to the CEO.

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Responsibilities:

*To develop, enable and monetize an expanding set and ecosystem of partners including ISVs, Resellers, VARs, SIs, MSPs and OEMs

*Work with our partners and internal teams (sales, customer success, marketing, legal, product, and engineering) to optimize joint selling and marketing strategies for driving revenue through the partner ecosystem

*Develop, monitor and adjust the strategy, ideal partner profiles and practices to continuously improve results

*Strategic planning and reporting to the board

*Establish clearly defined goals for each partner relationship, and update and maintain proper reporting metrics and funnel management

*Perform quarterly partner reviews of established goals

*Enable partners through assets and relationship management

*Oversee co-marketing campaigns, including the production of collateral, webinars, and events

*Be accountable for sourced and influenced revenue, partner success KPIs, and retention and integration adoption

*Take ownership for building the entire partnership function, including hiring a team and clearly communicating the value to other departments and leadership

*Be willing to perform hands-on work while team is growing

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Requirements:

*8+ years of SaaS business development experience, with a demonstrable ability to drive revenue and show results

*Proven track record of building partnerships program from its inception

*Industry experience

*Strategic and analytical thinker who understands technology and business strategy

*Clear communicator with an ability to inspire internal and external stakeholders

*Strong executive presence with proven ability to present and manage a wide variety of relationships

*Proven record of achieving targets and driving revenue in a high-growth, rapidly evolving organization

*Passionate about technology and relationships

*Experience hiring and managing a team

*Willing to travel 

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First Partnership Hire: Director or Manager

Average salary of Partnerships Director and Manager according to Glassdoor: $153,735 (Director) and $95,754 (Manager)

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We are looking for a partnership manager with a record of successfully managing SaaS partnerships.  As our first partnership hire, you will report to the VP of Sales and be responsible for helping to develop our initial partnership strategy. You will reach out to potential partners, form agreements, and manage the success of those relationships.

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This is an opportunity to join a quickly growing team. You will make a significant impact from day one and have the impact to accelerate our channel and integration strategy.

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Responsibilities:

*Form a deep understanding of our ecosystem, and identify what good channel and integration partners look like

*Create outbound strategies and marketing materials to attract new partners

*Work closely with marketing and product to optimize results from partner relationships

*Develop, monitor and adjust the strategy, ideal partner profiles and engagement tactics to continuously improve results

*Put in processes to track partner engagement, revenue, and integration adoption

*Work with product to ensure integrations are built on schedule and partners have the resources they need to build

*Create standardized partner training and go-to-market materials with marketing

*Be flexible and willing to do a variety of tasks while team is growing

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Requirements:

*5 years of SaaS business development or sales experience, 2+ years of SaaS partnership experience

*Proven record of building successful partnership relationships that drive real results

*Industry experience

*Passionate about technology and business strategy

*Clear communicator with an ability to inspire internal and external stakeholders

*Ability to successfully and efficiently manage a wide variety of relationships

*History of driving revenue and manage projects in a high-growth, rapidly evolving organization

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Technology Partnerships Manager

Average salary of Technology Partnerships Manager according to Glassdoor: $127,266

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We are looking for a Technology Partnerships Manager to help manage and scale our tech partner ecosystem. Our ecosystem partners are important to customer acquisition and retention, as well as increasing our brand presence and driving new sales. In this role, you will own and manage relationships with existing tech partners as well as form new ones. In addition, you will define and execute joint solution development and go-to-market initiatives with these partners. You will have the opportunity to identify, prioritize, and establish new types of tech partnerships.

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This role requires relationship-building skills, business acumen, and technical understanding. You must be able to work across numerous teams, including sales, marketing, product, and engineering.

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Responsibilities:

*Evaluate and manage tech partnerships and alliances

*Maintain existing partners and improve outcomes, while also finding new partners

*Work with each partner to clearly define desired outcomes and committed investment

*Motivate partners to invest in GTM and product

*Improve partner engagement, nurture relationships that lead to strategic and long-term opportunities

*Improve referrals and enable sales from our company and partner sales teams

*Share our product with the developer community, customer webinars, and events

*Address partner issues with support or the platform

*Track and report outcome from partners

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Requirements:

*4+ years of experience in SaaS partnerships or business development, with a demonstrated record of technical understanding

*Knowledgeable about our ecosystem

*Prior experience building and scaling partnership programs and ecosystems

*Able to achieve outcomes in a high-growth, rapidly evolving organization

*History of motivating partners and developing strategic relationships

*Skilled communicator of technical information to a wide variety of audiences, including executives, sales, marketing, product and engineering

*Ability to work effectively when multiple stakeholders are involved in driving outcomes

*Data-driven and capable of tracking and presenting results

*Able to motivate developers and GTM teams

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Technology Partnerships, VP

Average salary of Technology Partnerships, Vice President according to Glassdoor: $154,418

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We are looking for a Technology Partnerships VP to help further scale our tech partner ecosystem. Our ecosystem partners are important to customer acquisition and retention, as well as increasing our brand presence and driving new sales. In this role, you will own and manage our tech partner program, and be responsible for partner engagement, influenced revenue, sourced revenue, and retention and upsells due to integrations. You will be running a team that is in charge of sourcing new partners, responding to inbound partner demand, overseeing integration development and developer relationships, and go-to-market initiatives with our tech partners. With over 80 active tech partners, you will need to assess our current program and identify what is working and what can be improved, as well as determine which partners are the strongest. 

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This role requires excellent leadership skills, relationship-building, business acumen, and technical understanding. You must be able to work with and motivate partners, as well as numerous internal teams, including sales, marketing, product, and engineering. You will report to the Chief Product Officer and align your program's goals and initiatives with the CMO and CRO.

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Responsibilities:

*Evaluate our tech partner program and team structure to see where it can be improved and refined

*Oversee a team with partner managers, developer relations, engineers, product managers, and marketers

*Implement GTM motions with partners that optimize results and ensure integrations are built quickly and correctly

*Ensure the program is enabling partners to successfully sell and market our product as well as build integrations

*Determine strategic goals with the executive team and understand our multi-attribution model for tracking results

*Successfully work with other executives to accomplish cross-department goals, and communicate your team's work and value

*Continually refine program to increase revenue, retention, and upsells while operating more efficiently

*Share and report results internally

*Publicly advocate for our product and our tech ecosystem

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Requirements:

*10+ years of experience in SaaS technology partnerships

*Successful track record overseeing a tech partner program with more than 50 partners

*Prior experience scaling a tech partner program, with clear increase in revenue and retention

*Able to achieve outcomes in a high-growth organization

*History of motivating partners at scale, while identifying and developing the right partners for strategic relationships

*Skilled communicator of technical information to a wide variety of audiences, including executives, sales, marketing, product, and engineering 

*Ability to work effectively when multiple stakeholders are involved in driving outcomes

*Data-driven and capable of tracking and presenting results

*Able to motivate developers and GTM teams

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Developer Relations

Average salary of Developer Relations Manager according to Glassdoor: $103,537

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We’re looking for a Developer Relations manager to work with and grow our developer community. We currently have hundreds of third party companies and customers building into our product, and it would be your job to engage with and help these third party developers to get the most out of our product.

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You will assist third party developers in building on our product, and keep them up to date on our product and API. This requires excellent written, oral, and in-person communication, and you should be able to communicate with highly technical developers and non-technical partners. Cultivating a community and building excitement about our product and API is an important part of this position.

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Your will be the voice of our community of developers internally, deeply understanding their needs and communicating their feedback to our product and engineering teams. This key information will play a critical role in helping us to refine our product and API roadmap.

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Responsibilities:

*Grow our developer community and get third-party developers excited to build to our product

*Share product and API information with developers, and answer any questions

*Communicate third-party developers' needs and requests to product and engineering

*Be vocal in the community, writing blogs, answering questions in forums, holding events, crafting code samples, and improving documentation

*Deep understanding of our product and API, and what customers are hoping to accomplish

*Improve the quality of third-party integrations and extensions through education

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Requirements:

*2 years of developer relations experience

*Excellent communication skills for the deeply technical and when sharing technical concepts with non-technical audiences

*Familiarity with coding languages most often used in APIs and SaaS integrations

*Strong knowledge of API design, best practices, and different styles

*Comfortable speaking publicly and engaging large communities

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Product Manager, Integrations/Platform/Tech Partnerships

Average salary of a Product Manager in Tech according to Glassdoor: $125,030

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We are looking for a Product Manager, Integrations, to own the roadmap for our public APIs and our first- and third-party integrations. This  role requires excellent cross-department and external communication skills, as well as technical knowledge. You will work closely with third-party developers and partners, engineering, design, sales, product marketing, customer experience and product leadership to ensure the growth, product, and customer satisfaction goals are met.

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Responsibilities:

*Define the vision, strategy, and roadmap for our APIs and first-party and third-party integrations

*Understand and provide materials for our developer community

*Maintain up to date knowledge of our different customers, their systems, and how they want to use our product

*Define and measure relevant KPIs and ensure the API and integration roadmap evolves to meet those objectives

*Work with product and partnership teams to achieve joint planning and execution

*Conduct user research and review product analytics to inform development

*Staying abreast of key partner API and product changes and how they impact our product experience

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Requirements:

*6 years of SaaS product management experience

*Previous experience building SaaS product integrations

*History of working with developers and business development to joint plan and achieve objectives

*Excellent communicator to a wide variety of stakeholders

*Successfully shipped software products with tight deadlines

*Willing to take ownership over deliverables, good UX skills, and able multitasker

*Demonstrated understanding of API design and best practices for SaaS product integrations

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Channel Partnerships, VP

Average salary of Partnerships, Vice President in tech according to Glassdoor: $99,703

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We’re looking for a Channel Partnerships VP to oversee our channel partner program and scale it to the next level. You will manage all our relationships with channel partners, as well as find new channel opportunities. Reporting to the CRO, you will work closely with sales to ensure channel partners drive more revenue for the organization.

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Responsibilities:

*Lead our development of a national channel partner program that delivers referral revenue across numerous partner categories

*Implement practices that identify, onboard, and engage partners to invest in our success

*Conduct market and product research to discover new avenues to leverage

*Set short- and long-term channel strategies and goals

*Oversee a joint partner planning process that develops mutual performance objectives and financial targets

*Collaborate with marketing to develop joint messaging, and execute campaigns and events to drive channel leads, pipeline, and deal progression

*Create partner incentive programs that drive loyalty and increase volume of sales in key partner accounts

*Ensure program meets or exceeds revenue goals, and works collaboratively with sales and partners to avoid channel conflict and motivate participation

*Clearly communicate with executives, sales, marketing, customer support, and partners with respect to goals and results

*Continuously evaluate and improve effectiveness of partner programs

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Required:

*8 years of experience achieving quota in SaaS; 5 years in a channel role

*Previously led a channel partner program, meeting revenue objectives

*Understands how companies and external providers work together, and what motivates all parties

*Successful leader and manager of teams, capable of motivating employees, fellow departments, and partners

*Excellent written and oral communication for a variety of audiences, including executives and sales teams

*Understands the KPIs and key drivers of different internal departments, and is capable of managing across departments to meet strategic objectives

*Can create and maintain strong partner and client relationships

*Travel to key clients and partners and events

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Affiliate Partner Manager

Average salary of Affiliate Partner Manager according to Glassdoor: $88,266

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We’re looking for an Affiliate Partner Manager. In this role, you will identify, create, and scale customer acquisition campaigns across several new and established affiliate partnerships. You will communicate with affiliates, develop advertising campaigns, help produce creative assets, and own a marketing budget to achieve your goals. You will identify key opportunities, negotiate agreements with affiliate partners, maintain relationships, and monitor performance to exceed CTR, incremental revenue, and ROI. You will report to the Head of Growth.

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Responsibilities:

*Own affiliate acquisition campaigns, including creative assets

*Measure and analyze performance, and identify new opportunities

*Develop strategic marketing plans for affiliate acquisition

*Use our affiliate marketing software to create daily, weekly, and monthly reporting

*Assess and develop new digital advertising opportunities

*Implement and continually test new creative messaging, landing pages, campaigns, and tools

*Foster positive relationships with affiliates and determine what incentivizes optimal results

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Requirements:

*5 years experience in growth marketing, with at least 2 years experience running affiliate marketing campaigns that had a strong ROI

*Knowledgable about PPC and large ad platforms

*Experience developing and executing influencer marketing strategies and campaigns

*Proven track record of successful online marketing campaigns and experiments

*Own campaign performance and adjust tactics to meet goals

*Excellent analytical and quantitative skills, and the ability to use insights and creative assets to improve results 

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Strategic Partnerships Manager

Average salary of Strategic Partnerships Manager according to Glassdoor: $118,992

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We’re looking for a Strategic Partnerships Manager with a demonstrable record of success in finding and managing key partnerships to drive more brand presence, leads, and new customers. You will be responsible for expanding existing partnerships, and finding, onboarding, and managing new strategic relationships to drive substantial revenue and demand. You will report to the VP of Partnerships, and work closely with sales, marketing, and product in order to meet your objectives and drive partner engagement.

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Responsibilities:

*Enable, expand, and further monetize an existing set of strategic partners

*Conduct market research and develop strategies to find and manage new partnerships

*Work with partners and internal teams (marketing, sales, customer success, legal, and product) to identify and execute joint selling and marketing strategies for driving the most revenue

*Establish and communicate objectives and reporting for each partner relationship to relevant stakeholders, externally and internally

*Perform monthly and quarterly partner reviews of goals and refine forecasts

*Enable and engage partners through the creation of marketing and product assets, and through virtual and in-person meetings and trainings

*Work with marketing and product to ensure assets motivate partners and drive demand

*Own objectives for sourced and influenced revenue, partner success, and customer retention

*Continually identify ways to improve results and partner engagement

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Requirements:

*8 years of SaaS business development experience, 2+ years in strategic partnerships

*Record of finding and managing strategic partnerships that deliver revenue and meet other KPIs

*Experience in and knowledge of our ecosystem

*Strategic thinker who excels at relationship building and can inspire internal and external stakeholders

*Strongly capable of effectively communicating value propositions to all stakeholders

*Understanding of relevant technical concepts and ability to communicate with technical stakeholders

*Data-driven with the ability to prioritize in a fast-paced organization and constantly identify the highest value partners and activities 

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Strategic Partnerships, VP

Average salary of Partnerships, Vice President in Tech according to Glassdoor: $99,703

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We’re looking for a Strategic Partnerships VP with a demonstrable record of running a strategic partner program that finds, manages and expands key partnerships to drive more brand presence, leads, and new customers. You will be responsible for running a team of strategic partner managers to expand our existing partnerships and implement processes and technology that improve how we find, onboard, and manage strategic relationships to drive substantial revenue and demand. You will report to the CRO, and work closely with leadership to meet your objectives and drive more partner-sourced and influenced revenue.

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Responsibilities:

*Evaluate and update our processes for finding, managing and monetizing strategic partners

*Identify new types of strategic partners, and find and onboard these partners

*Collaborate with other department leaders (marketing, sales, customer success, and product) to understand and refine our joint objectives, attribution models, and internal structure

*Refine joint selling and marketing strategies

*Establish and communicate objectives and reporting for each partner relationship to relevant stakeholders, externally and internally

*Perform monthly and quarterly partner reviews of goals and refine forecasts

*Define team incentives and commissions to optimize results

*Enable and engage partners through the creation of marketing and product assets, and through virtual and in-person meetings and trainings

*Work with marketing and product to ensure assets motivate partners and drive demand

*Own the numbers on partner-sourced and influenced revenue, partner success, and customer retention

*Continually identify ways to improve results and partner engagement

*Evaluate partner contracts, and identify areas for improvement and potential risks, and communicates effectively to legal and leadership

*Present strategy and quarterly results to leadership and, when relevant, partners

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Requirements:

*10 years of SaaS business development experience, 5 years in strategic partnerships

*Proven record of overseeing a strategic partner team at a high growth company, and successfully improving sourced and influenced revenue and partner engagement

*Extensive experience in and knowledge of our ecosystem with an existing network of relationships

*Strategic thinker who excels at relationship building and can inspire internal and external stakeholders

*Strongly capable of effectively communicating value propositions to all stakeholders in a way that gets them excited to invest more

*Understanding of relevant technical concepts and ability to communicate with technical stakeholders

*Data-driven with the ability to prioritize in a fast-paced organization and constantly identify the highest value partners and activities

*Capable of hiring, nurturing and motivating a strategic partner team 

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Partner Marketing Manager

Average salary of Partner Marketing Manager in tech according to Glassdoor: $104,294

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We’re looking for a Partner Marketing Manager to support our channel and tech partners. You will report to the VP of Partnerships and work closely with Marketing to develop and execute marketing plans with our partners. This role includes ensuring partners understand and are excited about our value proposition, implementing demand generation campaigns, enabling partner marketing and sales teams, and tracking results and ROI on different initiatives.

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Responsibilities:

*Create integrated co-marketing campaigns including content creation, email, social, field and virtual events, and webinars

*Establish KPIs internally and with partners, and analyze and track results

*Oversee the strategy and implementation of partner marketing initiatives, working with relevant teams internally, including sales, business development, demand generation, and product marketing

*Drive partner engagement by understanding each partner type's motivation and goals, and finding scalable ways to regularly engage and excite partners

*Create exciting virtual and in-person events for partners

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Requirements:

*5 years experience in SaaS marketing, 2 years in partner marketing

*Proven track record in building successful co-marketing initiatives with partners that produce compelling ROI

*Excellent communicator who can excite multiple different audiences, from developers to sales teams

*Able to prioritize and work effectively across multiple internal departments

*Confident in defining, owning, and reporting results on marketing initiatives

*Good at relationship building and motivating stakeholders to invest above and beyond 

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Partnerships Manager

Average salary of Partnerships Manager according to Glassdoor: $90,105

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We’re looking for a Partner Manager to grow relationships with channel and technology partners, finding, signing, and engaging these partners so that these relationships are mutually successful. As an early member of the partnership team, you'll help to create structure and processes for our partnership program, and identify our ideal partner profiles as well as set timelines and expectations. You will report to the VP of Partnerships, and work closely with them to ensure our partnerships are driving more revenue.

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Responsibilities:

*Refine our ideal partner profiles, and engage in market research to find additional partner types

*Collaborate with the sales team to design partner processes and programs, including finding, signing, supporting, and training partners

*Design effective partner co-marketing campaigns and materials with the help of marketing

*Work to define optimal referral commissions and a deal registration protocol

*Manage your own partnerships, ensuring you are driving substantial revenue from these relationships

*Participate in marketing activities aimed to share our product with potential partners

*Onboard, train and manage new channel partner team members

*Work with product and engineering to facilitate technology partnerships

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Requirements:

*5+ years of experience in a business development or channel sales role at a SaaS company

*Previously helped to implement and grow a SaaS partnerships program

*Knowledge of our ecosystem

*Track record of exceeding revenue goals for multiple quarters

*Experience working across different internal departments

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Growing Program: Partnerships, VP

Average salary of tech Partnerships, Vice President according to Glassdoor: $166,337

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We are looking for an experienced partnership executive with a demonstrable record of success to grow our channel and tech partner programs. The VP of Partnerships will be responsible for evaluating and improving our processes for finding and managing partners, and defining program objectives and timelines. You will be charged with establishing repeatable, data-driven practices, and overseeing a program that continually drives meaningful revenue and retention.

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You will have a significant impact on our growth and trajectory as a company, and you will report directly to the CEO.

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Responsibilities:

*Evaluate and improve our processes for finding, managing, and monetizing a wide variety of partners

*Have a deep understanding of our product, competitive landscape, different customers' needs, and the role of partners in driving success

*Collaborate with internal team leadership (sales, customer success, marketing, legal, product, and engineering) to optimize joint selling and marketing strategies for driving revenue through the partner ecosystem

*Develop, monitor and adjust the strategy, ideal partner profiles and practices to continuously improve results

*Strategic planning and reporting to the board

*Establish clearly defined goals for each partner relationship, and update and maintain proper reporting metrics and funnel management

*Perform monthly quarterly partner reviews of established goals

*Enable your team with the optimal commission and bonus structure

*Meet or exceed goals for sourced and influenced revenue, partner success KPIs, and retention and integration adoption

*Take ownership the entire partnership function, including hiring and clearly communicating the value to other departments and leadership

*Engage in public speaking and writing to enhance the brand of the partner program

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Requirements:

*15 years of SaaS business development experience, with 5+ years in partnerships

*Proven track record of overseeing a SaaS partnership program that drives substantial revenue

*Deep knowledge of our ecosystem with extensive personal networks in the ecosystem

*Strategic and analytical thinker who understands technology and business strategy

*Clear communicator with an ability to inspire internal and external stakeholders

*Strong executive presence with proven ability to report and explain objectives and results, and present to executives, board, and relevant strategic partners

*Proven record of achieving targets and driving revenue in a high-growth, rapidly evolving organization

*Passionate about technology and building relationships

*Highly capable leader with a track record of inspiring strong performers and low turnover

*Willing to travel

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Partner Operations Manager

Average salary of Revenue Operations Manager according to Glassdoor: $93,256

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We are looking for a Partner Operations Manager to oversee the optimization of all partner team processes and systems. You will need to understand the objectives of multiple internal departments and partner types so that you can ensure we are obtaining the highest quality data and the most efficient workflows while improving partner engagement. You will have a deep understanding of revenue-driving technology and be able to assemble an optimal tech stack for a rapidly growing partner program.

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Responsibilities:

*Be a power user of our CRM

*Evaluate and implement partner technology to support internal teams as well our partners

*Educate and enable all stakeholders on best practices and proper use of all systems

*Optimize reporting on partner engagement and integration adoption

*Manage, support and optimize utilization of all tools related to partner team and objectives

*Collaborate with revenue operations, sales, and marketing to maintain an aligned workflow across the entire sales process

*Track progress to pipeline goals and proactively re-forecast expectations

*Provide and present monthly partner analytics

*Own internal process around board and leadership reporting

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Requirements:

*5 years of SaaS business development experience, 2+ years in revenue operations or related role

*Proven record of evaluating, implementing, and optimizing new tools to improve data, business outcomes, and efficiencies

*Skilled at promoting best practices and training users on new tools

*Strong understanding of analytics and data and how they connect to organizational objectives

*Able to communicate effectively with internal and external stakeholders, including leadership

*Comfortable working independently and communicating your conclusions to different departments, leadership, and partner teams

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