What are the responsibilities and job description for the Partner Development Manager position at Ascera?
Own The Role:
The Partner Development Manager is responsible for initiating, expanding and managing strategic technology partnerships that drive revenue growth and market expansion for SP6. This role focuses on:
- Identification of key stakeholders in select technology organizations targeted for partnerships.
- Performing high level business development across multiple departments within each technology partner: Sales, Professional Services, Partner Management and more.
- Grow revenue, with responsibility to meet and exceed revenue targets, with key vendors such as Microsoft, Google, Dynatrace, and other strategic technology providers.
- Perform business development via the identification of key executives at targeted partnerships, including:
- Professional Services leadership
- Sales leadership
- Partner Program leadership
- Develop and manage relationships with strategic vendors including Microsoft, Google, Dynatrace, and other enterprise technology providers
- Develop Go-to-Market (GTM) plans that outline how revenue will be generated through each partnership.
- Collaborate with vendor channel teams to secure incentives, rebates, marketing funds, and joint go-to-market initiatives
- Drive revenue growth through partner programs, certifications, and co-selling opportunities
- Maintain vendor compliance requirements, certifications, and partnership tiers
- Coordinate joint marketing campaigns, webinars, and events with strategic partners
- Work cross-functionally with sales, technical, and marketing teams to align vendor offerings with customer needs
- Developing Sales and Services Go-To-Markets that align with company and technology partners strategic revenue goals
- Track partner performance metrics, pipeline influence, and revenue attribution
- Negotiate partnership agreements, pricing structures, and program participation
- Stay current on vendor product updates, licensing models, and competitive positioning
- Represent the company at vendor summits, conferences, and partner advisory councils
- The ideal candidate will have experience with initiating and developing new strategic relationships at various levels within partner organizations. This experience should specifically be in technology Value-Added Reseller (VAR), MSP, or technology services organizations.
- 3–7 years of experience in business development, partner development, channel sales, and partner management.
- Experience building and executing on Go-to-Market plans which expand existing consulting and/or software sales in indirect models.
- Strong understanding of how to drive revenue through software vendor channel programs (both software license and services), vendor incentives, and more.
- Proven ability to grow consistent, scalable revenue through partnerships
- Excellent negotiation and relationship-management skills.
- Proficiency with CRM and pipeline management tools.
- Strong written and verbal communication skills.
- Experience managing partnerships with major technology vendors (Microsoft, Google, Cloud Service Providers (CSPs) specifically in the cybersecurity and/or Observability domains)
- Knowledge of licensing, Cloud Marketplaces, or subscription-based revenue models
- Vendor certifications or partner program experience
- Familiarity with enterprise IT solutions, SaaS, or cloud infrastructure
- Recognized as one of North America’s top professional service partners.
- The chance to be part of a winning team and a premier Splunk partner.
- Competitive salary and OTE.
- Comprehensive medical, dental, and vision plans.
- 401(k) with company match.
- 30 days of annual paid time off.
- Significant Training and Development and Certification attainment.
- Opportunity for long-term career advancement.
- Your contributions are felt and recognized by our growing company.