Director, Partner GTM & Activation

Director, Partner GTM & Activation US Overview About the Role & Team Own the activation and monetization of partnerships post-signing. This role converts partnerships into pipeline, product adoption, and revenue, through disciplined execution across co-sell and IDC-led sales motions. Core Mandate (What success looks like) Time-to-activation: Minimize lag from signature to first pipeline or deal Pipeline creation: Drive both partner-influenced (co-sell) and IDC-owned pipeline Revenue realization: Accelerate IDC-recognized revenue from integrations and GTM partnerships Sales adoption: Ensure internal sales actively use partners as part of deal strategy Partner depth: Build multi-threaded relationships across partner organizations Scope of Partnerships Strategic Partnerships (Co-Sell Motion) Platform & Integration Partnerships (IDC-Sell Motion) GTM / Commercial Partnerships (IDC-Sell Motion) What You’ll Do Activation Execution Engine Build and execute 30/60/90-day activation plans post-signing Establish joint operating cadence Drive joint outputs (campaigns, events, launches) tied to pipeline—not activity Sales & Pipeline Orchestration For Strategic Partnerships (Co-Sell): Stand up account mapping and joint pipeline reviews Define co-sell plays (when and how partners are used in deals) Align both sales teams on target accounts and value proposition For Integration & GTM Partnerships (IDC-Sell): Drive internal sales adoption of partner-enabled offerings Ensure partners show up in pipeline, not just positioning Track and manage pipeline progression and conversion Joint Marketing & Demand Generation Orchestrate and execute co-branded campaigns, events, and thought leadership Align with Product Marketing on clear, sellable use cases Ensure all marketing activity is tied to qualified pipeline creation Commercial Model Execution (GTM Partnerships) Operationalize white-label and reseller motions Track performance against revenue and margin targets Relationship Management (Multi-threaded) Build relationships across executive, sales, product, and marketing stakeholders Act as the single point of accountability for activation success Proactively manage risk and re-anchor stalled partnerships Partner Intelligence & Reporting Track pipeline contribution Partner-sourced revenue Engagement health Activation velocity KPIs / Success Metrics Time from signature to first pipeline / deal Partner-influenced pipeline (co-sell) OR IDC-owned pipeline and revenue Win rates on partner-involved deals Internal sales adoption of partner motions Partner engagement depth (multi-threading) What You Bring Core Capabilities Strong operator mindset with a bias for execution and outcomes Ability to drive alignment across sales, product, and marketing without authority Proven ability to turn ambiguity into structured, repeatable playbooks Deep understanding of enterprise sales motions (co-sell + direct sell) Experience 8-12+ years (Sr. Manager) / 10-15+ years (Director) Background in B2B SaaS, platforms, or ecosystem-driven businesses Experience with: Co-sell and partner GTM motions Integration-driven products Revenue ownership or pipeline accountability Track record of driving pipeline and revenue (not just partnership activity) Leadership (Director-level) Owns performance across a portfolio of partnerships Establishes activation playbooks and operating rhythms Influences executive-level partner strategy and prioritization Coaches team members and drives organizational accountability Why This Role Stands Out At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high-caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions. Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day. It is meaningful work, backed by a culture that supports growth, collaboration, and long-term career development with a globally respected brand. What We Offer 15 vacation days (prorated based on start date) 12 company-paid holidays 6 paid sick days (prorated based on start date; may vary by state) Medical, dental, and vision coverage 2 floating holidays (prorated based on start date) 1 volunteer day 401(k) company match (IDC matches 3% on the first 6% of employee contributions) Company-paid short-term disability Company-paid life insurance Company-paid parental leave Compensation Transparency At IDC, we are committed to fair and equitable pay practices. Employees are compensated equitably for their work, aligned with their skills and experience. Salary and incentive structures are determined through a rigorous process that considers experience, education, certifications, role-specific requirements, internal equity, and verified US market data from an independent third-party partner. The expected total annual compensation, depending on location and experience, is between 180,000-250,000, inclusive of base salary and variable compensation. Equal Opportunity Employer IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify. IDC is currently able to employ remote workers in the following states: Arizona, California, Colorado, Connecticut, Washington DC, Florida, Georgia, Illinois, Indiana, Kansas, Massachusetts, Maryland, Maine, Michigan, Minnesota, Missouri, Mississippi, North Carolina, New Hampshire, New Jersey, New York, Ohio, Oregon, Pennsylvania, Rhode Island, South Carolina, Tennessee, Texas, Utah, Virginia, Vermont, Washington, and Wisconsin.

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