Provider Development Manager

Provider Development Manager, NAM

HubSpot's Provider Partner Program is in its 8th successful year, and we're looking for a new team member in NAM to help us accelerate growth in 2024.  2023 and 2024 have been very high growth for us so far –we grew revenue and our provider community substantially and launched operations in Japan (in addition to our existing teams in (LATAM, NAM, EMEA, and APAC) – but we're still in the early innings and are looking for a team member to build the program further in NAM.  

In this role, you'll be part of a team transforming HubSpot's down-market partnership strategies. This is the first step in moving towards a truly digital-first program. We will target businesses that have an appetite for recommending and building services around HubSpot's professional+ products but need more time to make the leap to the full partnership. 

A part of this role will be highly transactional, requiring you to manage a high volume of applications, leads, and opportunities - nice "problem" to have! Your business background will be instrumental in developing the consultative aspect of your portfolio, leading to the closure of larger, more complex deals. To manage hundreds of providers and close up to 50+ deals per month, we're looking for a highly organized, focused, innovative, and fast-paced individual.

Candidates should also know that we rely heavily on a touchless acquisition, activation, and reselling model.  Therefore, providers accepted into the program often need immediate coaching to sell to their client and prospect base (within the first 1 to 2 weeks). This program operates in an Overlay Model, meaning we do not directly retire quota. Everything our providers close is retired by the appropriate territory rep, and we get paid on influenced MRR. Our job is to aid in that closed business with the provider and facilitate collaboration with the sales org. The ideal candidate for this role will also be capable of consulting partners on how to grow their business through selling HubSpot and their services and have experience coaching prospects and customers on HubSpot tools.

In this role, you'll get to:

• Evaluate all incoming applications while being a trusted partnership coach to your top providers and nurturing the rest of your book (~750) through one-to-many strategies
• Position the value in developing services around professional+ HS products
• Build business development plans with providers (100+)
• Work with providers to source and close channel deals through an overlay sales model 
• Collaborate closely with the global Provider PDM team
• Develop relationships cross-functionally
• Identify providers who should upgrade to the full partnership
• Work in a fast-paced, high-volume environment
• Create your own playbooks and strategies

We are looking for people who: 

• Have the desire and commitment to do what it takes to be successful in partner sales
• Have an entrepreneurial spirit and are comfortable building out a new program and operating without a playbook
• Have a positive outlook and a growth mindset 
• Motivated by a  team quota
• Have a sharp focus on their goals and a strong ability to take responsibility for their successes and failures
• Superior communication skills, both written and verbal, including a strong attention to detail
• Strong time management skills

About HubSpot

HubSpot helps millions of organizations grow better, and we’d love to grow better with you. Our business  builds the software and systems that power the world’s small to medium-sized businesses. Our company culture builds connections, careers, and employee growth. How? By creating a workplace that values flexibility, autonomy, and transparency. If that sounds like something you’d like to be part of, we’d love to hear from you.

You can find out more about our company culture in the HubSpot Culture Code, which has more than 4M views, and learn about our commitment to creating a diverse and inclusive workplace, too. Thanks to the work of every HubSpotter globally who has helped build our remarkable culture, HubSpot has been named a top workplace by Glassdoor, Fortune, Entrepreneur, and more.

HubSpot was founded in 2006. We’re headquartered in Cambridge, Massachusetts, and we have offices in Dublin (Ireland), Sydney (Australia), New Hampshire, Singapore, Tokyo (Japan), Berlin (Germany), and Bogotá (Colombia).

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