Director Solution Partners
Director Solution Partners
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$ 284000 - 355000
1 Vacancy
Job Description
Team Description
Pendo is actively investing in our Partner Ecosystem. In order to accelerate our growth we are looking for a highly motivated leader responsible for executing against a comprehensive strategic plan focused on Pendos solution partnerships specifically channel sales with GSIs Advisory/Consulting firms Tier 2 SIs MSPs BPOs Dev Shops and Agencies.
The Pendo Partner team is a group of dynamic individuals who are passionate about the Pendo Platform People (Pendozers) and their Partners! This role is scoped for high performing individuals who are entrepreneurial highly collaborative thoughtful and accountable for producing results.
Role Responsibilities
This individual will: build and maintain strong relationships with its primary stakeholders and crossorg collaborators; hire and manage exceptional PDMs; engage acquire enable and activate highperforming channel sales and implementation partners to increase monthovermonth revenue contribution; and oversee the successful onboarding and enablement of a Pendo bench of consultants to expand our services & delivery reach. This person will be responsible for developing and executing against joint business plans with established objectives and key results for each partner which includes qualitative metrics (joint sales collateral GTM campaigns Case Studies) and quantitative metrics such as pipeline revenue and bench of certified consultants.
Partner Identification and Acquisition:
- Research identify and engage with prospective channel partners
- Evaluate the strategic fit compatibility and business potential of prospective partners to align with Pendos Ideal Partner Profile (IPP)
- Conduct due diligence and negotiate partnership agreements that protect the companys interests while fostering collaborative high performing relationships.
Partner Management & Relationship Building:
- Manage and nurture relationships with partners serving as the primary point of contact and advocating for their interests within the organization.
- Facilitate regular communication coordinate joint activities and ensure alignment on shared goals and objectives.
- Collaborate with internal stakeholders including sales marketing and services teams to ensure executive sponsorship engagement enablement models and joint GTM opportunities are realized
- Drive peertopeer mapping and collaboration across our respective organizations to optimize engagement and results
Joint GotoMarket Strategy and :
- Develop and execute joint gotomarket strategies with partners including comarketing campaigns sales enablement programs and joint customer engagements with applicable internal stakeholders
- Collaborate with partners to identify and pursue new business opportunities (better together initiatives) leveraging each others strengths and capabilities.
- Drive channel sales and comarketing initiatives with partners to build pipeline and influenced revenue.
Partner Performance Management:
- Establish and monitor key performance indicators (KPIs) to measure the success of partner relationships and joint initiatives including channel sales revenue and pipeline metrics.
- Analyze partnership performance data identify areas for improvement and implement corrective actions or adjustments as needed.
- Provide regular updates and reports to internal stakeholders on partner performance and strategic activities.
- Accountable for tracking and monitoring potential churn risk and engage all internal and external stakeholders to mitigate and retain potentially expand) our mutual clients
Growth Strategies and Revenue Generation:
- Identify and pursue revenuegenerating opportunities through strategic partnerships such as enabling partners to assume CAC driving comarketing opportunities and supporting partnerbuild of their bench.
- Collaborate with the sales team to drive partnerinfluenced pipeline and revenue growth.
- Represent the company at relevant industry events conferences and partner meetings to promote channel partners and foster new relationships.
Minimum Qualifications
- Bachelors degree in related field
- Minimum of 10 years experience in channel sales leadership roles
- Proven track record in establishing managing and exceeding quota with a successful channel sales program to drive pipeline growth and annual recurring revenue goals.
- Demonstrated leadership in building and managing a team of highperforming channel sales managers as well as contributing to Pendos growth as a rollup your sleeves IC
- Excellent communication negotiation and interpersonal skills with the ability to establish and maintain strong relationships with partners and internal stakeholders.
- Entrepreneurial mindset and experience in identifying and capitalizing on growth strategies
- Strong analytical skills and the ability to interpret and present the key metrics associated with your partners performance
- Proficiency in relevant technology stack such as CRM systems and BI/Analytics solutions.
- Willingness to travel as needed to attend internal meetings partner meetings industry events and conferences.
Preferred Qualifications
- Prior managerial experience driving successful results with Solution Partners supporting Digital Transformation Workforce Experience Strategy & Analytics Organizational Transformation Enterprise Technology & Performance Emerging Technology and/or Managed Services Practice
- Prior experience with Pendo is a plus yet not required
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 societys experience with software.
Come join one of the fastestgrowing startups supported by bestinclass 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 Pendos future. Our culture is passionate dynamic and fun.
EEOC
We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds experiences abilities and perspectives.
Accessibility
Pendo is committed to working with and providing access and reasonable accommodation to applicants with mental and/or physical disabilities. If you think you may require accommodation(s) for any part of the recruitment process please send a request to: All requests for accommodations are treated discreetly and confidentially as practical and permitted by law.
Compensation
Our salary ranges are based on paying competitively for our size and industry and are one part of many compensation benefits and other reward opportunities we provide.
The expected OTE salary range for this role in the following locations is:
(OTE with a Split of 65/35
San Francisco Bay Area CA $284000 $355000
New York City NY $284000 $355000
Raleigh NC $284000 $355000
Individual pay rate decisions including offers made within and over the expected salary range are based on a number of factors including qualifications for the role experience level skillset and balancing internal equity relative to peers at the company.
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Required Experience:
Director
Employment Type
Full Time
