Partner Development Team Manager, India

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Hub Spot is a leading customer relationship management (CRM) platform designed to help companies scale and grow. Our mission is to empower tens of thousands of customers worldwide by providing them with the marketing, sales, and customer success software they need to not just grow, but to grow better.

Our culture is built on a shared passion for our mission and is driven by amazing, growth-minded people. At Hub Spot, we live by our HEART values:
Humble, Empathetic, Adaptable, Remarkable, and Transparent. We are committed to creating an environment where our team members feel empowered to do their best work, wherever they are.

We are seeking a Partner Development Team Manager to lead our dynamic team in India. This is a crucial leadership role within an expanding region, offering a unique opportunity to shape the foundations of our Partner Development organization.

As the PDM Manager, you will be instrumental in developing and evolving our partner ecosystem, with a strategic focus on the Upmarket space and driving partner-sourced business. You will be responsible for hiring, coaching, and leading a team of Partner Development Managers (PDMs) in a fast-paced environment. We are looking for a passionate and experienced leader who can build a high-performing team, foster a culture of continuous learning, and inspire both your team and our partners towards a collective vision.

This role is based in our Bangalore office area, with the expectation of coming into the office on a regular basis.

As the Partner Development Team Manager, you will:

• Lead and Inspire:
  Guide and manage the Partner Development team to exceed quarterly MBOs and monthly milestones, focusing on driving partner-sourced revenue, increasing revenue retention, and improving the selling rate.
• Coach and Develop:
  Build trust with your team and provide continuous developmental feedback. You will coach team members to enhance their holistic partner development skills.
• Build and Recruit:
  Take responsibility for maintaining headcount by actively recruiting, selecting, and training new Partner Development Managers to attract and retain top talent.
• Drive Strategic Growth:
  Utilize your business acumen to guide your team in strategic partner growth conversations and planning, with a focus on partner-led demand generation.
• Engage with Partners:
  As a key channel leader for the region, you will regularly engage with partners to build executive relationships and address any escalations.
• Collaborate Across the Business:
  Work proactively with direct sales managers, directors, and executives to foster business growth and support cross‑functional projects.
• Leverage Data:
  Employ an analytical mindset to identify trends, pinpoint gaps, and use data to inform strategy and drive team performance.

We are looking for a candidate with a proven track record in partner leadership and team management. Key qualifications include:

To be considered for this role, you'll need a significant background in leadership and the tech industry. The key experience requirements are:

• Partner Leadership: You must have over five years of experience in a partner leadership position where you have demonstrably built and expanded a partner ecosystem (5+ years)
• Management: Previous management experience is a mandatory requirement for this position (2+ years)
• Tech Background: Experience working in the technology sector is highly desirable.
• Sales Environment: You should have experience either managing or being managed within a structured sales environment.

The role demands a combination of strong interpersonal and analytical abilities to effectively lead the team and drive results. Essential skills include:

• Language: Professional fluency in English is…