Senior Partner Development Manager, Pendo

• This role is scoped for experienced, high performing individuals who are entrepreneurial, highly collaborative, thoughtful and accountable for producing results
• 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 recurring revenue goals
• 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 partner’s performance
• Proficiency in relevant technology stack, such as CRM systems and BI/Analytics solutions
• Willingness to travel as needed to attend partner 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 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!
• 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
• 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
• 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
• 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
• 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