Partner Development Manager, Pendo

Solution Partners & Affiliates

$212-300k

OTE

OTE with a Split of 65/35

Mid and Senior level
New York
San Francisco Bay Area
Pendo

Digital adoption and product experience solutions

Open for applications

Pendo

Digital adoption and product experience solutions

501-1000 employees

B2BInternal toolsSaaS

Open for applications

$212-300k

OTE

OTE with a Split of 65/35

Mid and Senior level
New York
San Francisco Bay Area

501-1000 employees

B2BInternal toolsSaaS

Company mission

To elevate the world's experiences with software.

Role

Who you are

  • 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

  • Established relationships with Private Equity and Venture Capital firms is a plus
  • Prior experience with Pendo is a plus, yet not required

What the job involves

  • 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

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Insights

Top investors

-19% employee growth in 12 months

Company

Company benefits

  • Happier workdays: Add a little fun to your work day with Pendo board game night, team karaoke, ping pong, weekly catered lunch, or a local brew on our rooftop deck
  • Health and wellness benefits: Generous health and wellness plans designed to meet the needs of you and your family, including medical, dental, vision, and mental health benefits
  • Paid parental leave: Up to 16 weeks of paid parental leave, and a flexible schedule upon your return to help you make the most of those special moments
  • Learning and development: In-house management development classes, guest speaker lunch and learns, and select conferences help keep talent sharp
  • Flexible work hours and PTO: Enjoy the benefits of a flexible time off policy, flexible work hours, and paid parental leave
  • Global offices: Work across the globe in the cities that we love: Raleigh, San Francisco, New York, Herzliya, Tokyo, Sydney, London, and Sheffield

Funding (last 2 of 9 rounds)

Nov 2021

$110m

GROWTH EQUITY VC

Jul 2021

$150m

SERIES F

Total funding: $468.3m

Our take

Developing a new software application is a complex process, often fraught with challenges such as bugs and user dissatisfaction, Without a standardized system for feedback, developers may struggle to identify and address issues effectively, relying solely on dissatisfied emails from customers.

Pendo offers a digital platform designed to analyze user experiences, gather bug reports, and engage with consumers to ensure customer retention. With a suite of tools including product journey analytics, surveys, and user feedback, Pendo empowers developers to enhance software usability and resolve issues efficiently.

Amidst a competitive software landscape, Pendo has demonstrated significant growth in 2022, boasting a 40% increase in customers paying over $100,000 annually and securing 17 new Fortune 500 clients. Despite navigating global economic uncertainty with a renewed focus on fiscal efficiency, Pendo remains steadfast in its goal of achieving an IPO in 2024.

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Freddie

Company Specialist at Welcome to the Jungle