Channel Partnerships Manager

3 weeks ago

New York, United States Pendo.io Full time

Responsibilities

 

As a Channel Partnerships Manager, you will be responsible for building the plan that will support your partner’s revenue growth goals. You will serve as the primary contact for your assigned partners and have the responsibility for driving revenue share programs with your partners. We look for team members who are intellectually curious and self-starters, with the confidence to establish strategic frameworks and build out sales enablement for their partners’ sales orgs. You will be surrounded by a smart team of inspiring individuals and will enjoy the support of the C-suite. We also want to learn from you, and if you have an entrepreneurial mindset, then this is a great opportunity for you.

 

  • Building, managing and executing strategic go to market and sales plans with your named partners that include business case justification
  • Learning and demonstrating the value of the Pendo product line for partners and for partner end customers 
  • Uncovering and solving complex partner org challenges, influencing those orgs to change and proactively seeking solutions 
  • Pipeline management and reporting in relevant CRM system
  • Working closely with our Partnership Enablement Manager team to grow partnerships into top tier relationships that drive more than millions in ARR per year
  • Building deep, long-term and cross-org relationships with your partners, including: executives, partner teams, sales teams, marketing teams, and product teams to drive revenue for the partner and for Pendo 
  • Build revenue sharing models and negotiate contracts and renewals that are beneficial to all parties
  • Evaluating prospective partners for a fit against our Ideal Partner Profile and working partnership deal cycles from demo to close 

 

Minimum Qualifications  

  • 7 years or more of channel partner experience preferably in Saas
  • Demonstrated consistent track record achieving or exceeding goals and quotas.
  • Possess an understanding of SaaS financial metrics.
  • Strong affinity for learning new technology and the ability to clearly articulate the business value proposition of Pendo’s products
  • Aptitude to educate revenue organizations and experience with building and delivering return on investment presentations

 

Preferred Qualifications  

  • Proven success structuring complex OEM partnerships or experience in new partner development 
  • Partnership experience
  • Entrepreneurial background / experience running a business
  • Executive-level gravitas & experience brokering executive-level relationships

 

Pendo Description

Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success.  Our mission is to improve society's experience with software.

Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun.

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