Partner Development Manager, Solution Partners & Affiliates

Team Description

Pendo is actively investing in our Partner Ecosystem.  In order to accelerate our growth, we are looking for a highly motivated, self-starter responsible for executing against a comprehensive strategic plan focused on Pendo’s solution partnerships, specifically channel sales partnerships with GSIs, Advisory/Consulting firms, Tier 2 SIs, MSPs, BPOs, Dev Shops and Agencies and our Affiliate Program, concentrating on Private Equity and Venture Capital investment firms, to drive growth opportunities within their respective portfolio companies.

This individual will:  build and maintain strong relationships with its primary stakeholders and cross-org collaborators;  engage, acquire, enable and activate high-performing channel sales and implementation partners + investor relations to increase month-over-month revenue contribution. This person will be responsible for developing and executing against joint business plans, with established objectives and key results for each partner & investment firm – which includes qualitative metrics (joint sales collateral, GTM campaigns, Case Studies) and quantitative metrics, such as pipeline, revenue and a bench of highly-qualified, certified consultants.

The Pendo Partner team is a group of dynamic individuals who are passionate about the Pendo Platform, People (Pendozers) and their Partners!   This role is scoped for high performing individuals who are  entrepreneurial, highly collaborative, thoughtful and accountable for producing results. 

Role Responsibilities 

Partner & Affiliate Identification and Acquisition:

• Research, identify and engage with prospective solution partners and Private Equity/Venture Capital firms
• Evaluate the strategic fit, compatibility, and business potential of prospective partners to align with Pendo’s Ideal Partner Profile (IPP)
• Conduct due diligence and negotiate optimal arrangements that protect Pendo's interests while fostering collaborative, high performing relationships. 

 

Partner & Affiliate Management and Relationship Building:

• Manage and nurture relationships with solution partners and affiliates, serving as the primary point of contact and advocating for their interests within the organization. 
• Facilitate regular communication, coordinate joint activities, and ensure alignment on shared goals and objectives. 
• Collaborate with internal stakeholders, including sales, marketing, and services teams, to ensure executive sponsorship, engagement + enablement models and joint GTM opportunities are realized
• Drive peer-to-peer mapping and collaboration across our respective organizations to optimize engagement and results

 

Joint Go-to-Market Strategy and Execution:

• Develop and execute joint go-to-market strategies, including co-marketing campaigns, sales enablement programs, and joint customer engagements with applicable internal stakeholders 
• Collaborate with solution partners and affiliates to identify and pursue new business opportunities 
• Drive channel sales and co-marketing initiatives with solution partners and PE/VC firms to build pipeline and influence direct sales revenue. 

 

Partner & Affiliate Performance Management:

• Establish and monitor key performance indicators (KPIs) to measure the success of partner and investment community relationships and joint initiatives, including channel sales revenue and pipeline metrics. 
• Analyze performance data, identify areas for improvement, and implement corrective actions or adjustments as needed. 
• Provide regular updates and reports to internal stakeholders on solution partner & affiliate performance and strategic activities. 
• Accountable for tracking and monitoring potential churn risk and engage all internal and external stakeholders to mitigate and retain (+ potentially expand) our mutual clients

 

Growth Strategies and Revenue Generation:

• Identify and pursue revenue-generating opportunities, such as enabling partners and investor community to influence direct sales opportunities, drive co-marketing initiatives, and support partner-build out of their bench. 
• Represent the company at relevant industry events, conferences, and partner meetings to promote channel partners and foster new relationships. 

 

Minimum Qualifications 

 

• Bachelor's degree in related field
• Minimum of 4 - 7 years experience in channel sales, PE/VC relations, strategic alliances, partner management, and/or growth strategy roles                                               
• Proven track record in exceeding successful channel sales performance - driving pipeline growth and annual recurring revenue go