Strategic Partner Development Manager – System Integrators

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Take ownership and drive the implementation of specified elements of the Global Partnerships strategy with Global and Regional System Integrators.

• Develop partner delivery capabilities and collaborative go-to-market strategies to enhance Hyland's presence in enterprise accounts.

• Manage Joint Business Plans with designated SI partners, establishing objectives for go-to-market, practice development, and influenced bookings.

• Oversee and coordinate joint go-to-market initiatives alongside strategic partners.

• Ensure alignment at the senior level across partner and Hyland teams regarding priorities, accounts, and opportunities.

• Conduct Quarterly Business Reviews (QBRs) to monitor progress against established plans.

• Cultivate relationships with partner stakeholders and foster ongoing engagement.

• Facilitate partner meetings and ensure alignment among teams.

• Manage communication and follow-ups with partner organizations.

• Collaborate with Partner Sales Managers to stimulate pipeline development efforts.

• Identify opportunities for Hyland within SI-led transformation initiatives.

• Align SI account teams with Hyland account executives in key verticals.

• Monitor, analyze, and enhance partner-influenced opportunities and engagement.

• Coordinate partner participation in deals.

• Work alongside Sales, Product, Professional Services, and Marketing to promote partner initiatives.

• Define engagement models, oversee joint programs, ensure stakeholder alignment, and escalate any execution challenges.

• Enhance partner engagement models and contribute to standards, documentation, and scalable practices.

• Advance partners through the SI maturity model and scale repeatable partner activities.

⛳️ Requirements

• Over 10 years of experience in partnerships, alliances, business development, or similar roles.

• Required experience in managing System Integrator or consulting partner relationships.

• Strong knowledge of enterprise sales and go-to-market processes.

• Proven track record of leading and managing joint go-to-market initiatives with strategic partners.

• Understanding of the SI business model, including practice economics, utilization, and monetization of software ecosystems.

• Excellent organizational and stakeholder management abilities.

• Capability to collaborate across teams and navigate a matrixed environment with ease.

• Strong communication skills.

• Proven experience in tracking, analyzing, and enhancing partner-influenced opportunities and engagement.

• Experience in defining and implementing improvements to partner engagement models.

• Demonstrated success in supporting co-sell initiatives and partner participation in enterprise transactions.

• Experience contributing to documentation and process enhancements that support scalable partner activities.

• Proven ability to translate partner plans into integrated, cross-functional activities with measurable outcomes.

• Experience in building or scaling a software delivery practice at a Global SI or through partnerships with one.

🏝️ Benefits

• Career development resources.

• Wellbeing programs.

• Innovation practices.

• Inclusive workplace culture.

• Employee initiatives and giving campaigns and programs.