We are seeking a driven and experienced Senior Partnership Development Manager to join our team and play a pivotal role in building and managing strategic partnerships with Independent Software Vendors (ISVs) and Application Modernization System Integrators (App Mod SIs). In this exciting hybrid role that blends sales and partnership expertise, you will be responsible for the full partner lifecycle, from recruitment and development to driving profitable sales. Success requires a deep understanding of ISVs, DevOps methodologies, and cloud migration trends.

What You'll Be Doing:

Recruit and Develop Partners:

• Proactively identify and source high-growth ISVs and App Mod SIs aligned with our business goals.
• Develop strong relationships with partner executives and technical teams.
• Onboard and enable partners with product training, sales tools, and marketing collateral.

Go-to-Market (GTM) Strategy:

• Collaborate with partners to define and execute joint GTM plans that drive mutual success.
• Develop co-marketing campaigns to generate leads and pipeline.
• Identify and participate in partner-led events and activities.

Sell Together & Pipeline Development:

• Work closely with internal sales teams to develop and pursue joint sales opportunities.
• Participate in customer briefings and demos to showcase the combined value proposition.
• Develop and manage a robust pipeline of partner-sourced deals.

Deal Management & Closure:

• Partner with internal sales teams to navigate the sales cycle, address objections, and close deals.
• Ensure timely and accurate deal registration and forecasting.
• Manage post-sales handoff and partner satisfaction.

What You'll Add to DigitalOcean:

• Proven experience in B2B sales, preferably in the technology sector.
• A deep understanding of the ISV and App Mod SI partner landscape.
• Experience in developing and managing successful partner programs.
• Strong understanding of DevOps principles and cloud migration trends.
• Excellent communication, collaboration, and presentation skills.
• Ability to build and maintain strong relationships at all levels.
• A results-oriented mindset with a track record of exceeding sales goals.

Bonus Points

• Experience selling into the cloud industry.
• Experience with IaaS and PaaS cloud-based solutions.
• Proven ability to develop and execute GTM strategies.

This is a unique opportunity to join a growing company and play a key role in shaping our partner ecosystem. You will have the chance to work with cutting-edge technologies, develop meaningful relationships, and directly impact our business success. We offer a competitive compensation package, a collaborative work environment, and the chance to make a real difference.

Why You’ll Like Working for DigitalOcean:

• We reward our employees. The base salary range for this position is between $150,000-$180,000 based on relevant years of experience and skills. The salary range for this role is specific to candidates located within the U.S. and will vary for candidates outside the U.S.. Employees may qualify for a bonus in addition to base salary; bonus amounts are determined based on company and individual performance. We also provide equity compensation to eligible employees including grants of equity upon hire and the option to participate in our Employee Stock Purchase Program.
• We value development. You will work with some of the smartest and most interesting people in the industry. We are a high-performance organization that is always challenging our teams and employees to continuously grow. We maintain a growth mindset in everything we do and invest deeply in employee development through formalized mentorship and other internal programs. We provide all employees with reimbursement for relevant conferences, training, and education.
• We care about your well-being. In addition to cash and equity compensation, we also offer employees a competitive array of benefits. In the United States, these include health insurance, flexible vacation, retirement benefits, a generous parental leave program, and additional resources to support employees' overall well-being. While the philosophy around our benefits is the same worldwide, specific benefits may vary in other countries due to local regulations and preferences.
• We value diversity and inclusivity. We are an equal opportunity employer and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

*This is a remote role

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