Partner Development Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify and prioritize key strategic partners, spearhead outreach efforts, and negotiate agreements.

• Manage a portfolio of strategic integration partnerships, which includes creating plans, relationship maps, milestones, and desired outcomes.

• Evaluate opportunities based on customer demand, strategic alignment, revenue potential, market reach, technical feasibility, and partner commitment.

• Mobilize partner sellers and account teams to pursue shared opportunities and enhance partner-sourced and partner-influenced pipelines.

• Facilitate collaboration between partner and internal teams from the discovery phase and solution design through to agreement, development, testing, launch, and post-launch optimization.

• Develop and implement mutual business plans that encompass value propositions, target customers, integration roadmaps, go-to-market strategies, ownership, timelines, dependencies, and success metrics.

• Cultivate partner relationships across product, engineering, alliances, sales, marketplace, and executive teams.

• Work together with Marketing and go-to-market teams on positioning, launch strategies, enablement initiatives, marketplace listings, sales plays, and materials for customers.

• Monitor integration usage, customer adoption, pipeline, and revenue; maintain partner plans and reporting; prepare business reviews and executive updates.

• Initiate successful integrations, drive measurable partner-sourced growth, enhance customer adoption and retention, forge lasting relationships, and elevate execution quality.

• Report to the Strategic Partnership Lead, translating partner strategies into results at the portfolio level.

⛳️ Requirements

• Proven experience in business development, partnerships, alliances, or product partnerships in the B2B SaaS sector.

• A successful track record in sourcing, negotiating, and finalizing partner agreements.

• Preferred background in security, identity, infrastructure, or enterprise software.

• History of advancing technology or integration partnerships from initial discussions to signed agreements, launches, and commercial activation.

• Capability to develop credible business cases and structure mutually beneficial agreements.

• Experience in driving co-selling, marketplace initiatives, referrals, or OEM/embedded motions.

• Ability to link partner activities to pipeline and revenue generation.

• Technical proficiency with APIs, integrations, solution design, and understanding technical trade-offs.

• Strong program management skills encompassing owners, milestones, dependencies, risks, and decision-making.

• Exceptional written and verbal communication skills, including succinct executive updates.

• Ability to influence cross-functional teams without direct authority.

• Comfortable working in a fast-paced startup environment where priorities may shift.

• Quick to understand complex technical and business concepts.

🏝️ Benefits

• Remote-first: Work from anywhere in the US.

• Regular quarterly in-person off-sites.

• Flexible schedules; work in your own time zone.

• Competitive salary.

• Meaningful equity ownership.

• Comprehensive health benefits (medical, dental, vision).

• Flexible paid time off.

• Quarterly team off-sites and travel support.

• New computer hardware and equipment.

• Inclusive environment where your voice matters and your work contributes to impactful change.