Partner Development Manager

About the Role

We're seeking an exceptional Partner Development Manager to captain the execution and operationalization of our partnerships program at HG Insights. This is a high-impact role where you'll be the engine that powers our strategic partnerships ecosystem—working alongside category leads to ensure our partnerships with Global Systems Integrators (GSIs), Consultancies, and Technology Platform partners are executing flawlessly and driving measurable business outcomes.

As the Partner Development Manager, you'll be the critical execution layer that turns partnership strategy into reality. You'll ensure all the pieces are in place—co-marketing campaigns, enablement programs, sales plays, cross-functional coordination—so that category leads can drive revenue and our partners can successfully deliver value to customers. Think of yourself as the operator who builds the machine and keeps it humming, enabling others to win. This role is perfect for a self-starter who loves getting hands-on, thrives in cross-functional collaboration, and gets energized by being the "make it happen" person who turns potential into results.

What You'll Do

Partnership Execution & Operationalization

• Own the end-to-end execution of our partnerships with GSIs, Consultancies, and Technology Platform partners
• Translate partnership strategies into actionable plans, ensuring we're operationalizing these relationships effectively
• Build and implement scalable partnership processes, systems, and technologies that enable growth
• Serve as the primary point of contact for partners, ensuring seamless communication and rapid issue resolution
• Create and maintain comprehensive relationship maps across partner organizations

Revenue Enablement & Growth Support

• Support account/category leads in driving direct partner account revenue by ensuring all partnership execution elements are firing on all cylinders
• Enable revenue growth through strategic co-marketing, co-selling enablement, and partner success initiatives that drive consumption and expansion
• Ensure partners are successfully leveraging HG Insights within their technology platforms (driving additional usage) or consulting engagements (increasing scope and value)
• Create the operational foundation that empowers category leads to close deals by removing friction and ensuring partners are ready to sell
• Drive sourced and influenced revenue by connecting partners with our direct sales team and orchestrating collaboration on overlapping accounts
• Develop and execute joint business plans with category leads that outline clear growth strategies and mutual success metrics
• Build compelling sales plays, enablement materials, and processes that make it easy for category leads and sales teams to win with partners
• Conduct quarterly business reviews with partners to assess performance, celebrate wins, identify expansion opportunities, and course-correct as needed
• Maintain a healthy partnership pipeline and track leading indicators that predict revenue success

Co-Selling & Sales Enablement

• Identify and develop co-selling opportunities with overlapping accounts
• Connect our sales teams with partners to create powerful synergistic relationships applied to deals
• Build sales plays and enablement materials that make it easy for both partner and HG Insights teams to sell together
• Orchestrate resources across teams (sales, technical, marketing) to execute on partner opportunities
• Participate in RFPs and develop compelling proposals that showcase joint value

Co-Marketing & Joint GTM

• Execute co-marketing initiatives including joint webinars, industry events, case studies, and thought leadership
• Develop and implement strategic marketing campaigns with partners to amplify reach and generate pipeline
• Create custom sales materials, presentations, and success stories that demonstrate joint value
• Coordinate partner participation in industry conferences and speaking opportunities

Partner Enablement & Education

• Conduct partner enablement sessions ensuring partners are fully trained on HG Insights products, value propositions, and use cases
• Provide ongoing technical and GTM training to partner teams
• Educate internal teams on partner capabilities, GTM strategies, and how to effectively engage with each partner
• Develop certification programs and training materials for partners
• Ensure partners have the tools, resources, and knowledge to successfully position and sell HG Insights solutions

Cross-Functional Collaboration

• Work in lockstep with category leads to align on priorities, strategies, and execution plans
• Collaborate with Sales, Product, Marketing, Customer Success, and Operations teams to drive partnership success
• Ensure cross-functional operations are working smoothly across teams
• Align partnership initiatives to company goals across revenue, retention, and product development
• Serve as an internal evangelist for the partnerships program, building excitement and buy-in across the organization

Program Management & Metrics

• Implement partnership technologies and systems to track performance, execution quality, and enable scalability
• Monitor and report on key performance metrics including partner engagement, enablement completion, co-selling activity, pipeline development, and revenue impact
• Track leading indicators of partnership health: partner training completion, joint marketing activities, co-selling opportunities created, and partner satisfaction
• Analyze partnership data to identify trends, execution gaps, and opportunities for improvement
• Establish governance mechanisms and regular check-ins to ensure smooth cross-functional operations
• Make data-driven recommendations to optimize partnership program execution and effectiveness
• Provide category leads with insights and reporting that help them maximize partner-driven revenue

What We're Looking For

Required Experience

• 5-7 years of proven experience in partner operations, partner enablement, partner development, or channel programs in the B2B SaaS/technology industry
• Demonstrated track record of building and executing partnership programs that enabled significant revenue growth
• Experience managing end-to-end partner relationship execution including onboarding, enablement, program management, and success measurement
• Proven success operationalizing partnerships with GSIs (e.g., Bain, BCG, EY, Deloitte) and/or major Technology Platform partners in the space
• Experience executing co-selling programs and enablement that drove sourced/influenced revenue through partners
• Background supporting complex sales processes in matrixed environments with enterprise software or data solutions
• Track record of being the "execution engine" that enables account managers, sales teams, or category leads to succeed with partners

Technical & Industry Knowledge

• Deep understanding of sales processes, pipeline management, and revenue operations in the tech industry
• Familiarity with data, analytics, and intelligence solutions or similar complex B2B offerings
• Experience with partnership technology stacks and CRM systems (Salesforce, Crossbeam, partner portals, etc.)
• Understanding of cloud technologies, SaaS business models, and modern GTM strategies
• Knowledge of partnership economics including deal structures, incentives, and mutual value creation

Skills & Competencies

• Highly Organized: Exceptional project management skills with ability to juggle multiple partners, initiatives, and deadlines simultaneously
• Data-Driven: Strong analytical capabilities with ability to translate data into insights and actionable strategies
• Strategic & Tactical: Can think big picture while rolling up sleeves to execute on details
• Relationship Builder: Ability to build trusted advisor relationships with C-level executives and practitioners alike
• Excellent Communicator: Outstanding written and verbal communication skills; comfortable presenting to senior audiences
• Resourceful & Scrappy: Self-starter who finds creative solutions and doesn't wait to be told what to do
• Collaborative: Thrives working cross-functionally and building consensus across diverse teams
• Initiative Taker: Proactive approach to identifying problems and implementing solutions
• Adaptable: Comfortable in fast-paced, rapidly changing environments

Desired Qualifications

• Experience building partnership programs from early stage through scale
• Background working with data/intelligence platforms or similar complex solutions
• Proven track record of developing world-class partner enablement programs
• Experience with consultative selling and value-based selling methodologies
• Understanding of partner profitability models and customer lifetime value
• Previous experience in a startup or high-growth environment
• Knowledge of partner ecosystem trends including nearbound strategies and ecosystem-led growth