Sr. Partner Development Manager

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 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. 

Preferred Qualifications 

• Prior experience managing and driving successful results with a strategic alliance partner, such as Salesforce
• Prior experience in business development, strategic partnerships, channel relations with Salesforce’s Ecosystem

Pendo Description:

Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success.  Our mission is to improve society's experience with software.

Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun.

EEOC

We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.

Accessibility

Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require accommodation(s) for any part of the recruitment process, please send a request to: [email protected]. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

Compensation 

Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

The expected OTE salary range for this role in the following locations is:

(OTE with a Split of 65/35) 

San Francisco Bay Area, CA - $260K-$300K

Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.

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