Principal Partner Development Manager

Strategic Partner Manager

Location:

Remote, United States. Work Arrangement:
Remote (SF Bay Area preferred)

• Define and lead Hyland's global partner strategy aligned to company growth priorities and long-term ecosystem positioning – identify, secure, and scale high-impact ISV and cloud partnerships to expand market reach and revenue, including developing multi-year strategic plans and business cases with clear investment and return models.
• Shape Hyland's overall ecosystem strategy, including partner segmentation, coverage models, and engagement frameworks, influencing executive stakeholders to align on priorities and strategic direction.
• Lead joint go-to-market strategies with partners and Hyland sales teams across regions, establishing scalable co-sell motions, sales plays, and partner-led demand generation programs that drive pipeline creation, deal velocity, and win rates.
• Partner with Sales leadership to embed ecosystem motions into core revenue strategy, building and scaling partner sales motions across cloud marketplaces and ecosystem channels while ensuring partners are effectively positioned to accelerate active opportunities and drive customer adoption.
• Establish governance models, operating frameworks, and best practices for strategic partner engagement, driving internal alignment and accountability across teams supporting partner initiatives.
• Build and maintain executive-level relationships that influence joint investment and GTM priorities, serving as a trusted advisor to partner executives and representing Hyland in executive briefings, industry events, and partner leadership forums.

• Bachelor's degree or equivalent practical experience.
• 10+ years of experience in technology partnerships, channel sales, business development, or ecosystem strategy within a B2B software or cloud environment.
• Demonstrated ability to define and execute global partner strategies aligned to company growth priorities and long-term ecosystem positioning.
• Proven ability to influence and align executive stakeholders internally and externally across complex, multi-party partnership environments.
• Experience engaging technical stakeholders and executive leaders in complex enterprise environments to drive joint outcomes.

• Experience building strategic partnerships with enterprise ISVs or major cloud providers.
• Track record of creating scalable co-sell motions and partner sales programs that drive measurable pipeline and revenue outcomes.
• Experience selling enterprise solutions through cloud marketplaces or ecosystem channels.
• Proven ability to manage complex sales cycles with multiple stakeholders across regions and partner types.
• Demonstrated ability to collaborate with technical decision-makers to identify, structure, and accelerate joint opportunities.

Hyland is an equal opportunity employer. We value diversity and are committed to providing an inclusive workplace for all employees and applicants. Employment decisions are made without regard to any characteristic protected by applicable laws and regulations. Information collected during the hiring process is used solely to assess qualifications, verify identity, and comply with legal requirements.