Partner Development Manager, Pendo

• 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 goals
• Prior experience and engagement with Private Equity and Venture Capital firms
• Excellent communication, negotiation, and interpersonal skills, with the ability to establish and maintain strong relationships with partners and internal stakeholders
• Entrepreneurial mindset and experience in identifying and capitalizing on growth strategies
• Strong analytical skills and the ability to interpret and present the key metrics associated with your portfolio’s performance
• Proficiency in relevant technology stack, such as CRM systems and BI/Analytics solutions
• Willingness to travel as needed to attend internal meetings, partner/investor firm meetings, industry events, and conferences

Desirable

• 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
• 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
• 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
• 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
• 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
• 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