Strategic Technology Partnerships Manager

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

📋 Description

• Take ownership of the overall strategy and roadmap for our existing Workday and NetSuite technology partnerships, covering integration, marketplace, and field go-to-market initiatives.

• Establish defined partner tiers, areas of focus, and success metrics (pipeline, influenced revenue, attach rates, integration adoption) for each platform.

• Develop multi-year joint business plans in collaboration with Workday and NetSuite that align product roadmaps, sales coverage, and marketing investments.

• Collaborate with Product and Engineering to pinpoint additional certified integrations and joint solutions that are attractive to CaptivateIQ customers.

• Ensure that current and future integrations fulfill both technical requirements and go-to-market readiness (documentation, enablement materials, positioning, and reference customers).

• Create feedback mechanisms from partners and customers back into the product roadmap to enhance ecosystem differentiation.

• Design and implement joint go-to-market strategies (co-sell initiatives, target account lists, campaigns) with Workday and NetSuite field teams and partner organizations.

• Generate sourced and influenced pipeline through account mapping, opportunity identification, and structured co-selling with our sales team and partner representatives.

• Work with Marketing to produce co-branded campaigns, events, and content that boost awareness and demand within the technology partner ecosystem.

• Act as the primary liaison for partner alliances teams, fostering robust relationships with sales, alliances, product, and marketing stakeholders.

• Conduct regular business reviews (QBRs/PBRs) to ensure alignment on pipeline, integration priorities, and shared success metrics.

• Navigate and address conflicts or ambiguities regarding rules of engagement, deal alignment, and roadmap expectations.

• Serve as the internal advocate for Workday and NetSuite, educating sales, solution consulting, partner success, and customer teams on how and when to involve these partners in deals.

• Create straightforward, repeatable playbooks and enablement resources for internal teams and partners (how to co-sell, when to engage, messaging, integration value propositions).

• Collaborate closely with Partner Operations to ensure partner processes (deal registration, lead sharing, reporting) are scalable and transparent, allowing you to monitor performance and ROI.

• Define and track KPIs for the Workday and NetSuite partnerships, including sourced and influenced pipeline, win rates, integration adoption, marketplace activity, and partner NPS where applicable.

• Provide clear, data-supported updates to leadership on performance, risks, and investment recommendations across the technology partner portfolio.

⛳️ Requirements

• 10+ years of experience in alliances, business development, or technology partnerships within B2B SaaS, with a proven track record of generating revenue through strategic ISV or platform partners.

• Direct experience with Workday and/or NetSuite in an alliances, sales, or technology partner role, including co-sell initiatives and certified integrations.

• Established relationships within Workday and/or NetSuite alliances and field organizations.

• Demonstrated capability to build from the ground up: comfortable operating in uncertain environments, designing new programs, and adapting quickly with limited historical context.

• Proven success in managing pipeline, revenue, and adoption goals linked to partner initiatives (sourced/influenced ARR, attach rates, integration usage, etc.).

• Strong executive presence and influencing abilities—you can gain trust and alignment with VP+ stakeholders internally and externally, even without direct authority.

• Excellent cross-functional collaborator, capable of effectively working with Sales, Product, Marketing, RevOps, and Customer teams to align on partner strategy and execution.

• Comfortable blending strategic thinking with hands-on execution—from developing multi-year alliance strategies to managing individual co-sell opportunities or events.

• Highly organized and data-driven, with experience in using CRM (e.g., Salesforce) and reporting tools to oversee partner performance and communicate results.

• Willingness to travel periodically for partner meetings, conferences, and internal planning (estimated 25%+ travel).

🏝️ Benefits

• (US-ONLY) Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all full-time employees, with approximately 75% coverage for dependents.

• Flexible Time Off: Flexible vacation days plus quarterly mental health days to provide you with the necessary time to recharge.

• Annual Stipends: Allocated funds for your professional development and caregiving needs.

• Work Anniversary Bonuses: Annual bonuses to commemorate your milestones and contributions to the CaptivateIQ team, which increase with your tenure.

• Retirement Savings (US-Only): A 401(k) plan to assist you in investing in and securing your future.

• Premium Tools: The latest Apple hardware to empower you to deliver your best work.

• Inclusive Community: Engaged Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI objectives by nurturing an environment where diverse talent flourishes.