Partner Development Manager, Solution Partners & Affiliates

As a Partner Development Manager at Pendo, your main responsibilities include identifying and acquiring solution partners and affiliates, managing existing relationships, and executing joint go-to-market strategies. You will be deeply involved in evaluating the strategic fit of prospective partners and ensuring alignment with Pendo’s objectives, while also analyzing performance metrics to drive effective collaboration and revenue generation.

To succeed as a Partner Development Manager at Pendo, candidates should have a bachelor’s degree and a minimum of 4-7 years of experience in channel sales, strategic alliances, or partner management. A proven track record in exceeding sales performance and strong interpersonal skills are essential, as you'll be building relationships with both internal teams and external partners.

Pendo actively supports its partners by providing comprehensive resources and tools to its Partner Development Managers. This includes collaborative marketing campaigns, sales enablement programs, and ongoing performance analysis. Your role will involve equipping partners with the resources they need to succeed and fostering a collaborative environment to drive mutual success.

Career growth for a Partner Development Manager at Pendo is robust, as the company values innovation and leadership. High-performing individuals can expect opportunities to advance into senior roles, manage larger partnerships, or branch into other strategic functions within the company as they enhance their skills and contribute to Pendo’s growth.

The work culture at Pendo is passionate, dynamic, and focused on collaboration. As a Partner Development Manager, you’ll join a diverse team that values creativity, supports your career aspirations, and encourages you to bring your unique perspective. With ongoing learning opportunities and a strong sense of community, you’ll thrive and make a meaningful impact.

When approaching partner relationship management, I focus on building trust and open lines of communication. Regular check-ins and feedback sessions help ensure alignment on goals. I also emphasize understanding each partner's needs and adjusting our strategies to foster a mutually beneficial relationship.

My experience with channel sales involves successfully developing and executing sales strategies that increased our partnerships' revenue. I understand the importance of nurturing partner relationships and aligning our sales goals to drive collective success, which aligns seamlessly with Pendo’s objectives.

To identify potential partners, I conduct thorough market research to evaluate their compatibility with Pendo’s vision. I also leverage networks from personal connections and industry events, utilizing approaches that encompass both quantitative metrics and qualitative assessments to ensure strategic fit.

Handling conflict involves open communication to understand the partner's perspective. I would prioritize listening and finding a resolution that aligns both parties’ interests. It’s important to maintain a focus on our shared goals and to follow up to ensure the conflict doesn’t arise again.

Essential metrics for measuring partner performance include channel sales growth, joint marketing engagement success, and qualitative feedback on collaboration. Establishing clear KPIs helps track our goals and enables us to make data-informed decisions to enhance our partnerships.

Collaboration is crucial in my approach as it ensures every voice is heard and can lead to innovative solutions. I prioritize establishing strong relationships across departments, facilitating a cross-functional approach that leverages insights from sales, marketing, and services to reinforce our partnerships.

I have successfully engaged with Private Equity and Venture Capital firms by understanding their portfolio needs and how our solutions can deliver value. Building trust within these networks is essential, and I leverage data and case studies to present compelling arguments for partnership.

I use a combination of project management tools and regular check-ins with my team to track goals effectively. By aligning my objectives with Pendo’s larger business strategies, I ensure that our initiatives help drive company success while enabling partners to thrive.

I stay informed about trends by attending industry conferences, participating in webinars, and reading relevant publications. Engaging in networking opportunities and fostering relationships with industry leaders helps me keep my finger on the pulse of the partner ecosystem, which informs my strategies.

Measuring the success of a joint go-to-market strategy involves analyzing both quantitative and qualitative results. Key metrics include revenue growth, lead generation, and partner engagement levels. I also seek feedback from partners to gauge their satisfaction and areas for improvement, ensuring we’re both aligned for success.