Principal Strategic Partnerships Manager

What's the opportunity? 

Intercom is seeking an experienced and results-driven Principal Strategic Partner Manager to join our growing Partnerships team. In this role, you will be responsible for developing and managing our relationships with our Enterprise focused strategic partners.

Your mission will be to turn these relationships into a powerful engine for Intercom's growth, driving new revenue, expanding our market reach, and embedding our platform as a core component of our partners' service offerings. You'll be the primary driver of joint go-to-market strategies, sales enablement, and executive alignment, ensuring our partners are a force multiplier for Intercom.

What will I be doing? 

• Own the Partnership: Develop and execute comprehensive business plans for a portfolio of strategic partners, with a focus on GSIs and cloud providers.
• Drive Revenue: Identify and build joint sales motions and co-selling opportunities, working closely with Intercom’s Enterprise and Mid-Market sales teams to drive pipeline and revenue.
• Go-to-Market (GTM) Strategy: Create and lead joint GTM initiatives, including co-marketing campaigns, webinars, and partner-led sales enablement programs.
• Relationship Management: Cultivate and maintain strong relationships with key stakeholders at all levels within our partner organizations, from executive leadership to product managers and sales teams.
• Enablement: Equip our partners with the knowledge, tools, and training they need to effectively sell, implement, and support Intercom’s platform, with a special focus on our AI-first solutions.
• Analyze and Optimize: Track and report on partnership performance, using data to identify new opportunities and optimize existing programs.
• Cross-Functional Collaboration: Serve as the internal voice of the partner, collaborating with Intercom teams in product, engineering, sales, and marketing to ensure partner needs are met and new opportunities are fully leveraged.

What skills do I need? 

• 8+ years of experience in a strategic partnerships or channel sales role at a SaaS company, with a proven track record of managing and growing relationships with GSIs (e.g., Slalom, Deloitte, Accenture) and/or cloud providers (e.g., AWS, Azure).
• Expertise in the enterprise software ecosystem, with a deep understanding of how complex partnerships drive value for all parties.
• Strong business acumen and sales skills, with the ability to build a pipeline, negotiate complex deals, and drive revenue through partners.
• Excellent communication and presentation skills, with the ability to articulate a clear vision and build consensus with both internal and external stakeholders.
• Strategic and analytical mindset, with a data-driven approach to identifying opportunities and measuring success.
• High degree of autonomy and proactive leadership, with the ability to thrive in a fast-paced, dynamic environment.
• Experience with AI, customer service, or CRM technologies is a plus.

Benefits 

We are a well-treated bunch with awesome benefits! If there’s something important to you that’s not on this list, talk to us! 

• Competitive salary and meaningful equity
• Comprehensive medical, dental, and vision coverage
• Regular compensation reviews - great work is rewarded!
• Flexible paid time off policy
• Paid Parental Leave Program
• 401k plan & match
• In-office bicycle storage
• Fun events for Intercomrades, friends, and family!

*Proof of eligibility to work in the United States is required.

The OTE salary range for candidates within the San Francisco Bay Area is $258,700 - $300,700. Actual OTE and base pay will depend on a variety of factors such as education, skills, experience, location, etc. The OTE pay range is subject to change and may be modified in the future. All regular employees may also be eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).