Partner Development Manager, Solution Partners & Affiliates

Team Description

Pendo is actively investing in our Partner Ecosystem.  In order to accelerate our growth, we are looking for a highly motivated, self-starter responsible for executing against a comprehensive strategic plan focused on Pendo’s solution partnerships, specifically channel sales partnerships with GSIs, Advisory/Consulting firms, Tier 2 SIs, MSPs, BPOs, Dev Shops and Agencies and our Affiliate Program, concentrating on Private Equity and Venture Capital investment firms, to drive growth opportunities within their respective portfolio companies.

This individual will:  build and maintain strong relationships with its primary stakeholders and cross-org collaborators;  engage, acquire, enable and activate high-performing channel sales and implementation partners + investor relations to increase month-over-month revenue contribution. This person will be responsible for developing and executing against joint business plans, with established objectives and key results for each partner & investment firm – which includes qualitative metrics (joint sales collateral, GTM campaigns, Case Studies) and quantitative metrics, such as pipeline, revenue and a bench of highly-qualified, certified consultants.

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 

Partner & Affiliate Identification and Acquisition:

• Research, identify and engage with prospective solution partners and Private Equity/Venture Capital firms
• Evaluate the strategic fit, compatibility, and business potential of prospective partners to align with Pendo’s Ideal Partner Profile (IPP)
• Conduct due diligence and negotiate optimal arrangements that protect Pendo's interests while fostering collaborative, high performing relationships. 

Partner & Affiliate Management and Relationship Building:

• Manage and nurture relationships with solution partners and affiliates, 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 peer-to-peer mapping and collaboration across our respective organizations to optimize engagement and results

Joint Go-to-Market Strategy and Execution:

• Develop and execute joint go-to-market strategies, including co-marketing campaigns, sales enablement programs, and joint customer engagements with applicable internal stakeholders 
• Collaborate with solution partners and affiliates to identify and pursue new business opportunities 
• Drive channel sales and co-marketing initiatives with solution partners and PE/VC firms to build pipeline and influence direct sales revenue. 

Partner & Affiliate Performance Management:

• Establish and monitor key performance indicators (KPIs) to measure the success of partner and investment community relationships and joint initiatives, including channel sales revenue and pipeline metrics. 
• Analyze performance data, identify areas for improvement, and implement corrective actions or adjustments as needed. 
• Provide regular updates and reports to internal stakeholders on solution partner & affiliate 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 revenue-generating opportunities, such as enabling partners and investor community to influence direct sales opportunities, drive co-marketing initiatives, and support partner-build out of their bench. 
• Represent the company at relevant industry events, conferences, and partner meetings to promote channel partners and foster new relationships. 

Minimum Qualifications 

• Bachelor's degree in related field
• Minimum of 4 - 7 years experience in channel sales, PE/VC relations, strategic alliances, partner management, and/or growth strategy roles                                               
• Proven track record in exceeding successful channel sales performance - driving pipeline growth and annual recurring revenue goals 
• Prior experience and engagement with Private Equity and Venture Capital firms
• 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 portfolio’s performance
• Proficiency in relevant technology stack, such as CRM systems and BI/Analytics solutions 
• Willingness to travel as needed to attend internal meetings, partner/investor firm meetings, industry events, and conferences. 

Preferred Qualifications                                                                                      

• Established relationships with Private Equity and Venture Capital firms is a plus.
• 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 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.

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: [email protected]. 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 - $212K-$300K

New York City, NY -$212K-$300K

Raleigh, NC - $212K-$300K

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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