Partner Development Manager

Role Overview

Own The Role: The Partner Development Manager is responsible for initiating, expanding and managing strategic technology partnerships that drive revenue growth and market expansion for SP6. This role focuses on:

• Identification of key stakeholders in select technology organizations targeted for partnerships.
• Performing high level business development across multiple departments within each technology partner: Sales, Professional Services, Partner Management and more.
• Grow revenue, with responsibility to meet and exceed revenue targets, with key vendors such as Microsoft, Google, Dynatrace, and other strategic technology providers.

How You'll Drive Success:

• Perform business development via the identification of key executives at targeted partnerships, including:
• Professional Services leadership
• Sales leadership
• Partner Program leadership
• Develop and manage relationships with strategic vendors including Microsoft, Google, Dynatrace, and other enterprise technology providers
• Develop Go-to-Market (GTM) plans that outline how revenue will be generated through each partnership.
• Collaborate with vendor channel teams to secure incentives, rebates, marketing funds, and joint go-to-market initiatives
• Drive revenue growth through partner programs, certifications, and co-selling opportunities
• Maintain vendor compliance requirements, certifications, and partnership tiers
• Coordinate joint marketing campaigns, webinars, and events with strategic partners
• Work cross-functionally with sales, technical, and marketing teams to align vendor offerings with customer needs
• Developing Sales and Services Go-To-Markets that align with company and technology partners strategic revenue goals
• Track partner performance metrics, pipeline influence, and revenue attribution
• Negotiate partnership agreements, pricing structures, and program participation
• Stay current on vendor product updates, licensing models, and competitive positioning
• Represent the company at vendor summits, conferences, and partner advisory councils

Requirements

To Be Successful:

• The ideal candidate will have experience with initiating and developing new strategic relationships at various levels within partner organizations. This experience should specifically be in technology Value-Added Reseller (VAR), MSP, or technology services organizations.
• 3–7 years of experience in business development, partner development, channel sales, and partner management.
• Experience building and executing on Go-to-Market plans which expand existing consulting and/or software sales in indirect models.
• Strong understanding of how to drive revenue through software vendor channel programs (both software license and services), vendor incentives, and more.
• Proven ability to grow consistent, scalable revenue through partnerships
• Excellent negotiation and relationship-management skills.
• Proficiency with CRM and pipeline management tools.
• Strong written and verbal communication skills.

Preferred Qualifications:

• Experience managing partnerships with major technology vendors (Microsoft, Google, Cloud Service Providers (CSPs) specifically in the cybersecurity and/or Observability domains)
• Knowledge of licensing, Cloud Marketplaces, or subscription-based revenue models
• Vendor certifications or partner program experience
• Familiarity with enterprise IT solutions, SaaS, or cloud infrastructure

Tech Stack

• Cloud
• Cyber Security
• Go

Benefits

Why SP6?

• Recognized as one of North America’s top professional service partners.
• The chance to be part of a winning team and a premier Splunk partner.
• Competitive salary and OTE.
• Comprehensive medical, dental, and vision plans.
• 401(k) with company match.
• 30 days of annual paid time off (4 weeks Paid Time Off + Holidays)
• Significant Training and Development and Certification attainment.
• Opportunity for long-term career advancement.
• Your contributions are felt and recognized by our growing company.