Sr. Partner Development Manager, Strategic Alliance (Salesforce)

JOB 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 developing and executing against a comprehensive strategic plan focused on Pendo’s strategic alliance with Salesforce and their powerful ecosystem  (i.e. Consulting/SI portfolio within the Salesforce Ecosystem).

This individual will build and maintain strong relationships with its primary stakeholders, as well as cross-org collaborators, oversee the successful implementation of mutually beneficial joint GTM strategies, such as:  differentiated solutions and co-innovation offerings, compelling value proposition and co-marketing campaigns; as well as co-sell motions and referrals to consistently influence increased revenue contribution, month-over-month. This person will be responsible for developing a joint business plan and executing on key objectives established for the partnership – which includes qualitative metrics (solutions, collateral, GTM campaigns) and quantitative, such as pipeline and revenue metrics from directly sourced, referred, and co-sold revenue from our partners.

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

Role Responsibilities:

Partner Identification and Acquisition:

• Research, identify and engage with well-aligned prospective channel partners within the strategic alliance’s ecosystem
• 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 partnership agreements that protect the company's interests while fostering collaborative, high performing relationships. 

Partner Management & Relationship Building:

• Manage and nurture relationships with partners, 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 product management, sales, marketing, and engineering teams, to ensure partner integration and co-innovation opportunities are realized
• Drive peer-to-peer collaboration across our respective organizations to optimize sales engagement and results

Joint Go-to-Market Strategy and Execution:

• Develop and execute joint go-to-market strategies with partners, including co-marketing campaigns, sales enablement programs, and joint customer engagements with applicable internal stakeholders 
• Collaborate with partners to identify and pursue new business opportunities (“better together” initiatives), leveraging each other's strengths and capabilities. 
• Drive co-building, co-selling, and co-marketing initiatives with partners to build pipeline and generate co-sell revenue. 

Partner Performance Management:

• Establish and monitor key performance indicators (KPIs) to measure the success of partner relationships and joint initiatives, including co-sell revenue and pipeline metrics. 
• Analyze partnership performance data, identify areas for improvement, and implement corrective actions or adjustments as needed. 
• Provide regular updates and reports to internal stakeholders on partner performance and strategic alliance 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 through strategic partnerships, such as joint selling, co-marketing, and co-development initiatives. 
• Collaborate with the sales team to drive partner-influenced pipeline and revenue growth. 
• Represent the company at relevant industry events, conferences, and partner meetings to promote strategic alliances and foster new relationships. 

 

Minimum Qualifications: 

• Bachelor's degree in related field
• Minimum of 8 years experience in strategic alliances, partner management, channel management or business development roles                                               
• Proven track record in establishing and managing successful strategic alliances and channel partners and joint go-to-market initiatives, including co-innovation, co-selling, and co-marketing initiatives to drive SQLs and annual recur