Sr. Partner Development Manager, Strategic Alliance (Salesforce)

The Sr. Partner Development Manager, Strategic Alliance at Pendo is responsible for developing and executing strategic plans to foster partnerships within the Salesforce ecosystem. This includes managing relationships, facilitating communication, and driving joint go-to-market strategies that contribute to revenue growth. A key aspect of the role is ensuring alignment with both internal and external stakeholders to realize co-innovation opportunities and co-sell initiatives.

To qualify for the position of Sr. Partner Development Manager, candidates should have a Bachelor's degree and at least 8 years of experience in strategic alliances, partner management, or business development. A proven track record of managing successful partnerships and go-to-market initiatives is crucial, along with excellent communication skills and an entrepreneurial mindset to identify growth opportunities.

Pendo actively supports professional growth by fostering an engaging work environment that values collaboration and innovation. As a Sr. Partner Development Manager, you will have access to various resources to enhance your skills, including training programs, workshops, and opportunities to present at industry events. Working in a startup culture that encourages creative thinking will allow you to develop and implement effective partnership strategies.

The culture at Pendo is dynamic, passionate, and fun. We believe that success thrives in diverse teams where all individuals feel welcomed and valued. Our collaborative spirit encourages spontaneous brainstorming sessions and team activities, making it a great place for innovative minds like the Sr. Partner Development Manager to flourish while driving significant contributions to our strategic alliances.

While it is not strictly mandatory, having prior experience managing strategic alliances with Salesforce is highly beneficial for the Sr. Partner Development Manager role at Pendo. Familiarity with Salesforce's ecosystem provides valuable insights into navigating partnerships effectively and understanding the dynamics of co-selling and joint marketing efforts.

Building relationships with partners starts with understanding their business goals and aligning them with Pendo's offerings. I focus on open communication, ensuring regular check-ins and updates. This helps to foster a collaborative environment where both parties can identify mutually beneficial opportunities and deepen trust.

In a previous role, I orchestrated a co-marketing campaign with an ecosystem partner that highlighted our complementary strengths. We conducted joint webinars, shared case studies, and co-created content, which resulted in a 30% increase in lead generation and established our partnership as a thought leader in the market.

Key performance indicators I focus on include co-sell revenue, lead generation metrics, pipeline contributions from partners, and overall partner satisfaction scores. Tracking these indicators allows me to analyze performance, adapt strategies where necessary, and ensure alignment with business objectives.

Handling conflicts involves timely communication and active listening. I believe in addressing issues head-on and collaborating with partners to discuss potential solutions. By focusing on shared goals and maintaining transparency, we can often resolve conflicts constructively and strengthen our partnership.

I have worked closely with various cross-functional teams, including sales, marketing, and product management. This collaboration has enabled us to align on strategic goals, develop effective partner programs, and drive successful outcomes together. Engaging with these teams is essential for ensuring our partners receive the necessary support and resources.

In a previous position, I identified that one of our partners had a growing customer segment we hadn't tapped into. By suggesting tailored solutions and coordinating joint outreach efforts, we successfully penetrated this new market, resulting in a 40% increase in sales for both companies.

I prioritize partners based on strategic alignment, potential revenue impacts, and market reach. A thorough analysis of each partner's capabilities and our shared objectives helps to determine where to allocate resources effectively to maximize outcomes.

To retain partners and reduce churn, I ensure consistent engagement, provide valuable updates on performance metrics, and solicit feedback regularly. Implementing initiatives to address partner concerns and demonstrating our investment in their success can significantly enhance retention.

The key to a successful partnership is trust and alignment on shared objectives. Regular communication, mutual support, and a solid understanding of each partner’s business model and priorities create a foundation that allows both organizations to thrive together.

I stay informed about trends in the Salesforce ecosystem through continuous learning, attending industry conferences, participating in webinars, and connecting with other professionals in my network. This helps ensure that I can effectively adapt our partnership strategies to leverage emerging opportunities.