Principal Partner Manager - Technology Alliances

the company Principal Partner Manager - Technology Alliances

As a Principal Partner Manager, Global Technology Alliances, you will grow high-priority ISV go-to-market (GTM) partnerships globally in close partnership with the the company Product team. In this role, you will be responsible for driving joint GTM initiatives, developing and executing GTM partner plans, and maximizing revenue opportunities through sales motions. This position requires a highly strategic and execution-focused leader with a deep understanding of the ISV ecosystem, cloud technologies, and GTM strategy.

• Own & scale strategic ISV GTM partnerships: lead the company’s GTM strategy with the ISV partners, managing key partner alliance and field relationships.
• Product team alignment: work closely with the company Product on their co-build / co-innovation priorities and then own driving revenue for net new solutions, helping them land successfully in the sales field.
• Build and drive the GTM plan. Work closely with the company Channels & Alliances team members globally to drive an effective global but local plan.
• Drive Revenue Growth:
  Identify and execute joint business opportunities, including Power of 3 campaigns with reseller/SI partners.
• Ensure the company fully leverages ISV GTM partner programs and GTM funding opportunities.
• Create new routes to market, including joint product listings on Cloud Marketplaces.
• Develop Sales Playbooks and messaging with internal Product and Marketing teams.
• Field & Partner Enablement:
  Train and support the company’s global Channels & Alliances and field sales teams on partnership benefits, co-sell motions, and offerings.
• Measure & Optimize: track partnership GTM performance using key metrics (pipeline, revenue, incentives), present to leadership regularly, and continuously refine strategy to maximize impact.

• Experienced in 10+ years of partner-facing business development, strategic alliances, or channel sales at a software as a service or cloud organization.
• Experience in global role, working with local internal teams
• Skilled in driving sales, partner sourced and partner influenced opportunities.
• Experienced in working with Product organizations in complex technology areas (ie AI, security).
• Able to quickly understand technical concepts and explain them to others verbally and in writing.
• Experience working with Technology, Cloud, and/or ISV Alliances a plus.

• High income earning opportunities based on performance
• New hire stock equity (RSU) and employee stock purchase plan (ESPP)
• Continuous professional development, product training, and career pathing
• Intra-departmental mentor and buddy program for in-house networking
• An inclusive company culture, opportunity to join our Community Guilds
• Generous global benefits

the company is proud to offer equal employment opportunity to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, and other characteristics protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Here are our Candidate Legal Notices for your reference.