Partner Business Development Manager (Professional Services) Details

Partner Business Development Manager (Professional Services)

Outreach - Raleigh, NC

Employment Type : Full-Time

The Role
Outreach understands the value of partnerships - a SaaS organization can’t be successful without them! In this role, the Partner Business Development Manager (Professional Services, Delivery/Implementation) will be responsible for developing and nurturing a portfolio of third party, consulting partners across the global partner ecosystem. The Partner Development Manager is a pivotal member of our partnership team, responsible for recruiting, developing and managing all activities related to acquiring new partnerships. This role requires a creative combination of skills including channel go-to-market strategy, communications, data analytics as well as developing marketing strategies and helping to further our entire partner ecosystem. This individual will work alongside the Sales, PS, Success and Marketing organizations to grow sales and services revenue, acquire net-new accounts, and promote PS/Consulting offerings. The ideal candidate comes from a strong background in SaaS, sales, and/or partnership development. As the successful candidate, you will have a strong business development and “builder” mindset - someone that will build partnerships and programs, deploy marketing strategies and drive joint sales.
The Partner Business Development Manager will work with Marketing, Success, Enablement, Presales (Sales Engineering), and Post Sales (Professional Services, Customer Support, Training) to build joint GTM and partner marketing strategies in order to secure and scale the global service partner ecosystem.

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  This role can be remote within Eastern Time Zone

About The Team
The Professional Services organization is the delivery/implementation engine within the post-sales world here at Outreach. Within Professional Services, the Partnerships team is a core component of what makes Outreach the unicorn company that it is today! It’s vital that our partners operate as an extension of who Outreach is to the market, and our Partner team ensures that this happens everyday. We focus on driving scalability and reliability through these global service partners, by enabling and educating them on the Outreach product. Even more importantly, however, we align them to the Outreach vision. Our customers depend on our partners to implement our solution and services with top notch expertise, education, empathy, and execution - with every engagement. We can’t grow without partners and this is proven everyday - our partners' mission becomes our purpose when it drives our vision. Your Daily Adventures Will Include:

• Own and develop the sales, partnership and marketing relationships with Consulting partners, including developing and executing joint business plans, defining and driving success metrics and serving as subject-matter expert on GTM topics
• Build and execute partner GTM programs with partners, such as sales funding and incentives and marketing programs
• Own the sales execution with Consulting partnerships, including training our respective sales teams, driving joint lead generation from end to end - from lead identification to deal closure, and expanding our customer footprint with Consulting partnerships
• Manage recruitment and business development efforts to identify and establish relationships with new consulting partners
• Build and optimize partner recruiting processes, strategies and develop best practices
• Perform marketing activities to promote the partner programs across ecosystem
• Develop and own strategic marketing partnership roadmap to continue to scale and accelerate the consulting partners line of business
• Monitor, analyze, and report out on conversion funnels and new logo acquisition performance on a weekly/monthly basis
• Work with Partner Managers to establish whiteglove onboarding experience and strategic re-engagement plan
• Assist in new vertical GTM strategy by owning new partner acquisition
• Work cross-functionally to drive success with internal team – Sales, PS, Success, Legal, and Marketing
• Proven track record of taking ownership and collaborating across teams to achieve outcomes
• Create a systematic, process-driven approach to partner outreach and relationship management
• Champion and manage new projects to create stronger partnerships
• Deliver a great experience to our partners when working with our organization - you will represent our brand and be our partners’ liaison internally
• Negotiate and finalize partnerships in accordance with company’s contract guidelines and policies
• Conduct timely partner QBR to ensure quality of the relationship
• Contribute to defining and refining the initiatives, methodologies, assets, and programs within Partnership Ecosystem

Basic Qualifications:

• 5+ years of partner, sales and/or business development experience in technology or Saas services organizations
• Successful track record of developing and growing strategic partnerships and/or sales relationships
• Demonstrated ability to negotiate partnership and sales deals, positively influencing the outcome
• Strong operations and process skills
• Strong written and verbal communication skills
• Sound business judgment, proven ability to influence others, strong analytical skills
• Willingness to travel; travel could eventually be up to 25% of the time
• Excellent organizational and time management skills, and the ability to manage a high volume of partnership (15-20 at a time) and aligning them to internal business outcomes
• Experience building trust and developing partner relationships while being remote
• Ability to maintain a positive attitude, especially in escalated circumstances
• Proven self-starter and able to come up to speed on complex, difficult concepts with minimal assistance
• You embody our core values. We are hungry craftspeople, we have grit, we are honest, we take ownership, we have each other’s back no matter what, we’re one with our customers, and we find strength in diversity and inclusion