Partner Development Manager

At the company, we have found our people. We’re a genuinely approachable, exceptionally kind, and intensely passionate crew. We seek to ignite that passion by setting high standards, championing teamwork, and creating work-life harmony as we collectively navigate rapid growth on a global scale while striving for greater equity and opportunity – inside and outside our organization. To flourish here, you must be prepared to set a high bar for yourself and those around you. There is always a way to contribute: Acting with autonomy, having accountability and being open to new perspectives are essential to our continued success. Our deep curiosity to learn and our eagerness to share diverse passions with others gives us balance and injects a one-of-a-kind vibrancy into our culture. If you are driven to solve exhilarating challenges and have a bias toward action in the face of change, you will be empowered to make a real impact here, with a sharp and passionate team at your back. If the company sounds like a place where you can thrive, we can’t wait to meet you. About the Role The Partner Development Manager's (PDM) will play a pivotal role in accelerating the company’s commercial growth through our Global Strategic Technology Partners (GSPs). This role focuses on executing regional go-to-market strategies with the GSP Tech portfolio, AWS, Google, Snowflake Databricks, and Shopify, ensuring the company maximizes pipeline health, marketplace growth, and joint customer integrations. PDMs work in close collaboration with GSP Tech Leads and Commercial Partnership Leads (CPLs) to translate global partnership strategy into regional execution and revenue impact. Location: AMER, EMEAReports to: VP, Strategic Technology Partners What You’ll DoEnablement & Evangelism Act as a regional champion for the company within partner field organizations - Partnerships, Sales, and Industry teams, specifically.* Educate partner field teams (Partnerships, Sales, Industries, etc.): *“Why the company – what’s in it for me?”* Support CPLs with regional enablement to the company Sales: *“Why Cloud Marketplace for my deal?”* Marketplace Growth Evolve the company’s marketplace engagement fromreactive → proactive. Use Propensity-to-Buy (P2B) scoring and Tackle.io Cloudographic data in Salesforce to identify high-value opportunities for CPLs to drive with the company Sales Drive increased new business distribution via AWS, Google Cloud, and Snowflake (eventual) marketplaces (in addition to renewals business). Pipeline Management Work with CPLs to ensure accurate, up-to-date regional pipeline data in Salesforce and partner systems (i.e., AWS ACE) Maximize partner incentive programs (i.e., AWS MPOPP) via pipeline data hygiene Account Engagement Support CPLs as needed on joint account pursuits with the company Account Executives and partner Field Sales Reps. Guide teams through marketplace-specific funding and incentive programs, as needed. Help CPLs engage GSP Tech partners earlier in deal cycles to accelerate velocity and increase win rates. Commercial Programs & Operations Drive adoption of partner field programs (e.g., AWS Tri-Party Initiative, PAP). Work with CPLs to support internal Marketplace Deal Support requests in Salesforce. Partner with GSP Tech Leads to ensure alignment on strategy, executive engagement, and co-innovation opportunities (Account Reviews, QBRs, events, etc.) What Success Looks Like Pipeline: Growing PQLs, sourced, and influenced closed-won business. Marketplace Impact: Increased ACV/TCV and transaction volume through AWS, Google, and Snowflake (eventual) marketplaces and field sales programs. Regional Growth: Consistent QoQ/YoY commercial growth across assigned GSPs. Field Engagement: Strong adoption of marketplace motions by the company AEs, CPLs, and partner Field Sales Reps. Operational Excellence: Clean, accurate partner pipeline data and improved partner referral flow. What We’re Looking For 3–5 years of experience in Partnerships, Business Development, or Cloud Sales within SaaS. Proven track record of working with hyperscaler/cloud marketplaces (AWS, Google Cloud, Azure, Snowflake). Experience managing pipeline, forecasts, and sales motions in Salesforce. Strong ability to build trust and execute joint GTM plays with partner field teams. Skilled in enablement, pipeline management, and navigating complex incentive programs. Comfortable working cross-functionally with Sales, Marketing, Operations, and Product teams. Excellent communication, presentation, and stakeholder management skills. Why Join the company At the company, we’re building the customer engagement platform of the future. Our GSP ecosystem with AWS, Google, Snowflake, Databricks, and Shopify represents a critical growth engine for the company. As a Partner Development Manager, you’ll be on the front lines of driving this growth, shaping how we engage with partners regionally, and ensuring that marketplace and field sales motions are a consistent source ofnew revenue, influence, and scale. For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $101,000 and $158,000/year, with an expected On Target Earnings (OTE) between $135,000 and $211,000/year (including bonus or commission).Your exact offer may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. In addition to cash compensation, this role qualifies for a comprehensive Total Rewards package that includes equity grants of restricted stock (RSUs) so that you will own a piece of our company. #LI-Hybrid **WHAT WE OFFER** *the company benefits vary by location, and we encourage you to review our specific benefits offerings for each country here . More details on benefits plans will be provided if you receive an offer of employment.* Competitive compensation that may include equity Retirement and Employee Stock Purchase Plans Flexible paid time off Comprehensive benefit plans covering medical, dental, vision, life, and disability Family services that include fertility benefits and equal paid parental leave Professional development supported by formal career pathing, learning platforms, and a yearly learning stipend A curated in-office employee experience, designed to foster community, team connections, and innovation Opportunities to give back to your community, including an annual company-wide Volunteer Week and donation matching Employee Resource Groups that provide supportive communities within the company Collaborative, transparent, and fun culture recognized #J-18808-Ljbffr