SI Senior Partner Development Manager, LaunchDarkly
AMER
$199-322k
OTE
Salary is dependent on location
Feature management for software teams
Be an early applicant
Feature management for software teams
501-1000 employees
Be an early applicant
$199-322k
OTE
Salary is dependent on location
501-1000 employees
Company mission
To empower all teams to deliver and control their software.
Role
Who you are
- Builder: You get energy from coming in and building from scratch. You are excited about an open playing field and like moving within a world that may feel ambiguous at times
- Product-minded, Revenue-focused : This role is responsible for diving deep with product teams and leading the way for revenue teams
- Startup Mentality: You thrive in a fast-paced, high-intensity environment where you balance multiple projects and can prioritize your work both short and long term
- Driven: You want to win and you are excited about joining a team that strives for high performance
- Interesting and Interested: You are joining a growing team that likes to lean in, be curious, work hard, and have fun. You like learning from your peers and collaborating with them on partnerships
- Work Hard, Play Hard: You bring your full self to teams and enjoy finding moments to celebrate in both individual and collective success
- 8+ years of experience in partnerships, alliances, or business development, with a focus on enterprise software and systems integrator partnerships
- Deep understanding of SI business models, sales cycles, and global delivery capabilities
- Demonstrated success leading global or regional strategic partnerships with multi-million-dollar impact
- Exceptional ability to influence across internal functions (Sales, Marketing, Product) and build executive-level relationships externally
- Strategic, data-driven mindset with experience in defining and tracking KPIs that drive decision-making and continuous improvement
- Excellent communication and presentation skills; ability to adapt messaging for technical, business, and executive audiences
- Proven experience operating independently and leading cross-functional initiatives with high complexity and visibility
- Strong alignment with LaunchDarkly’s culture of innovation, teamwork, and customer-first thinking
What the job involves
- LaunchDarkly is seeking a highly experienced Partner Development Manager to lead our strategic partnerships with Global System Integrators (GSIs), National System Integrators, and Boutique SIs across the Americas, with an extended influence on our global partner strategy
- This expert-level individual contributor will serve as a subject matter expert in SI and GSI partnerships, applying deep domain knowledge and leadership to drive partner engagement, enablement, and joint go-to-market initiatives
- You will be responsible for building and executing partnership strategies that align with company-wide objectives, drive substantial revenue impact, and establish LaunchDarkly as a key player within the GSI and AMER SI ecosystem
- This role calls for an independent and strategic thinker with proven experience managing global partnerships, influencing cross-functional stakeholders, and shaping programs that scale across regions and partner types
- You will collaborate closely with Sales, Product, Marketing, and Customer Success to develop and execute joint initiatives that expand LaunchDarkly’s reach through world-class service delivery by our GSI partners
- Serve as LaunchDarkly’s primary liaison for SIs in the Americas, with strategic oversight and performance specifically within the region
- Lead the development and execution of global partnership strategies with top-tier GSIs (e.g., Accenture, Deloitte, Cognizant, etc.), ensuring alignment with LaunchDarkly’s business objectives and customer success goals
- Act as a trusted advisor to executive stakeholders within SI organizations, building long-term relationships and joint value propositions across our product suite
- Develop tri-party solutions around other strategic partnerships such as Amazon Web Services and Snowflake
- Partner with internal teams to define global standards for SI engagement, enablement, and performance measurement
- Influence the evolution of LaunchDarkly’s partner program, ensuring scalability for global partnerships and adaptability for SI-specific needs
- Collaborate with regional counterparts to share best practices, align priorities, and support consistent partner experiences worldwide
- Drive partner-sourced and partner-influenced revenue by co-developing business plans with GSIs that include pipeline generation, joint marketing, and co-sell motions
- Set performance targets and lead regular reviews to ensure accountability for both partner and internal stakeholders
- Leverage your strategic insight to guide internal GTM teams on how to maximize the value of GSI partnerships in enterprise deals
- Represent LaunchDarkly at industry events, partner forums, and executive briefings, positioning the company as a preferred technology partner for global service delivery
- Stay ahead of trends in cloud adoption, DevOps, and digital transformation to ensure our GSI strategy remains differentiated and relevant
- Contribute to the definition of corporate goals related to SI partnerships and GTM alliances; serve as a strategic voice in quarterly and annual planning
- Sample KPIs
- Enabled and Active Partners
- Win Rates with Partners
- Sales Cycle Length with Partners
- Average Deal Size with Partners
- Partner-Sourced Pipeline
Our take
Feature flags are a powerful software development tool, allowing teams to modify system behavior without changing code, therefore minimizing risk. If a business has a new feature they want to test, they can then roll it out to a small set of users before letting it go live. These companies can, for example, get quick feedback on the new feature and fix any bugs, or roll back any changes.
LaunchDarkly allows companies to run tests like this by activating the new code for only a small set of users prior to launch. Typically running these tests requires lots of developer time - a daunting and expensive prospect for most rapidly growing businesses - and can risk disruption to the user experience if testing takes place on the live product.
The platform is used by more than 1,500 customers, including the likes of IBM, Intuit and Atlassian. Signalling a change in strategy, the company shook up its management in 2023 and is now aiming to scale its already strong growth under the leadership of Dan Rogers, a product and marketing specialist with an impressive track record at Rubrik, AWS and Microsoft. It is now well poised to develop into a leading business in the feature management space.
Freddie
Company Specialist at Welcome to the Jungle
Insights
0% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Aug 2021
$200m
SERIES D
Jan 2020
$54m
LATE VC
Total funding: $330.3m
Company benefits
- Full Vision
- Full Dental
- Full Medical
- Flexible Schedule
- Healthy Lunches & Snacks
- Conference & Meetup Access
- Education Stipend
- Personalized Work Station
- Close to Public Transportation
- Bike Parking
- Team Activities
- Unlimited paid time off policy
- Work from home opportunities
- Health insurance
Company HQ
Lakeside, Oakland, CA
Leadership
Edith Harbaugh
(Executive Chair)Worked as a Product Manager at Vignette, Monster Worldwide, and PlantSense. Previously Product Director at TripIt.
John Kodumal
(CTO)Prior to co-founding LaunchDarkly was Software Development Manager at Atlassian and Bytecode Anaylsis Architect for Coverity.
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