Enterprise Commercial Partner Development Manager

Job Title

Strategic ISV & Digital Native Partner Development Manager

Role Overview

The Strategic ISV & Digital Native Partner Development Manager is responsible for identifying recruiting developing and scaling high-potential Independent Software Vendors (ISVs) and Digital Native (DN) partners aligned to AI priorities Solution Area plays and industry strategies.

This role accelerates partner innovation drives successful Marketplace launches of transactable solutions and activates co-sell motions that generate measurable pipeline Marketplace Billed Sales (MBS) ACR and MACC growth. The role spans partner pursuit solution development and go-to-market execution graduating partners into scalable Marketplace and co-sell motions.

Scope of the Role (FY25–FY26)

• Identify and attract non-MPL and Strategic ISVs aligned to Cloud Solution Areas AI priorities and industry plays
• Measurably accelerate Digital Native performance by enabling partners to:
  • Launch new products
  • Reach new markets
  • Grow their customer base
• Own the end-to-end partner lifecycle from recruitment through Marketplace activation and co-sell scale
• Work cross-functionally with Sales Engineering Marketing and Marketplace teams to deliver joint success

Key Responsibilities

1. Identify & Recruit (Strategic Planner)

• Build and maintain a prioritized target list of ISV and Digital Native partners using:
  • VC/PE and industry ecosystem insights
  • Solution Area and industry feedback
  • Enterprise account team input
• Quantify and prioritize partner and customer influencers
• Identify competitive engagements and displacement opportunities
• Drive targeted recruitment aligned to:
  • AI priorities
  • Solution Area plays
  • ISV industry priorities
• Engage up to 20 partners going deep with 10 priority partners per fiscal year
• Ensure partner compliance and foundation:
  • Partner ID in MCPP
  • Partner record in GPS CRM
  • Partners flagged correctly in CRM/RPL
• Establish a consistent rhythm of business (RoB) with partners

2. Nurture & Develop (Innovation Leader)

• Secure partner commitment to build and grow on client's platforms
• Create and document a Partner Business Plan (PBP) and Solution Build Plan
• Lead partner onboarding to Client's ecosystem and Marketplace
• Drive solution development through:
  • Architecture design and aligned timelines
  • Product development workshops
  • Well-Architected Framework (WAF) reviews
• Identify and mobilize resources:
  • PDM-R CSA SE SSP AE CE Deal Desk
  • Partner Marketing and Go-to-Market Managers
• Leverage funding and incentive programs (ECIF DWR BGI etc.)
• Secure executive sponsorship on both sides
• Achieve first reference customer wins

3. Launch & Grow (Sales Leader)

• Lead Marketplace activation and transactable solution launches
• Drive Marketplace GTM strategies including:
  • Marketplace listings
  • Web and social promotion
  • Partner solution marketing benefits
• Evaluate and execute:
  • Private offers
  • CSP partner-to-partner co-sell opportunities
  • New geography and segment expansion
• Enable partners with:
  • Marketplace value benefits and enablement pitch
  • Master Marketplace training
• Initiate co-sell motions generate pipeline and pursue first deals
• Align mature partners to co-sell organizations and graduate from recruit motions to scalable engagement
• Leverage Copilot and AI tools to improve execution efficiency

Key Outcomes & Measures of Success

Partner Recruitment & Engagement

• Engage 20 partners with 10 deep strategic engagements per FY
• 100% of recruited partners:
  • Have Partner ID and CRM presence
  • Are actively engaged with documented plans

Solution Development & Innovation

• Fully documented Solution Build Plan and timeline
• Completion of WAF reviews for all solutions
• Successful Marketplace onboarding and first transactable solution launch
• Initial reference customer acquisition

Marketplace & Sales Performance

• Drive measurable partner activation for Marketplace and co-sell
• Graduate partners to MPL or Assisted Growth
• In collaboration with DN DS&I and ATU sales teams:
  • Secure partner commits tied to MACC ACR and MBS growth

Target Performance Metrics (portfolio dependent):

• $5M MACC commitments
• 100% Marketplace Billed Sales growth exceeding $5M
• $1M Annualized Net New ACR
• $2M FY26 actual ACR
• 50 deals and $5M MBS pipeline in Partner Center

Foundation & Ecosystem Impact

• Engage 100% of Digital Native referred accounts
• Deliver:
  • 15 Strategic Value Assessments
  • 10 Partner Design Sessions
  • 3 ILX engagements
• Graduate 100% of qualifying accounts to GPS coverage
• Onboard and activate net new Digital Natives into client's partnership motions (Partner ID Marketplace co-sell)

Core Skills & Competencies

• Strategic partner recruitment and ecosystem development
• ISV solution architecture and cloud innovation
• Marketplace and co-sell execution
• Executive stakeholder management
• Cross-functional leadership and influence
• Data-driven GTM and pipeline execution
• Strong understanding of AI cloud platforms and SaaS business models