Partner Development Manager

The Partner Development Manager is responsible for developing and scaling i2's North American partner ecosystem to accelerate market reach, expand delivery capacity, increase customer value, and drive revenue growth.
This is a remote position - United States and Canada
This is a strategic business development role focuses on recruiting, onboarding, enabling, and growing high-value partners across the United States and Canada. The successful candidate will build a repeatable partner program that creates organizational leverage and enables the business to scale without proportional increases in internal headcount.
Working closely with Sales, Marketing, Product Management, Professional Services, Customer Success, and Executive Leadership, the role will establish the framework, relationships, and operating model required to maximize partner-generated business impact. This aligns directly with North America's ecosystem-led growth strategy.
Key Responsibilities
Partner Recruitment & Ecosystem Expansion (25%)
Develop and expand a strategic partner ecosystem across North America.
Responsibilities:

Identify, recruit, and activate new strategic partners

Build relationships with system integrators, consulting firms, VARs, technology alliances, and referral partners

Create and maintain a partner recruitment pipeline

Evaluate geographic, industry, and capability coverage gaps

Execute partner recruitment plans aligned with corporate growth objectives

Success Measures:

New partners recruited

Strategic partner agreements executed

Ecosystem coverage expansion

Active partner growth

Partner Onboarding & Enablement (25%)
Accelerate partner readiness and productivity through structured onboarding and enablement.
Responsibilities:

Develop and execute partner onboarding programs

Coordinate training and certification initiatives

Create partner enablement content and resources

Ensure partner understanding of i2 solutions, value propositions, and target markets

Establish partner success milestones

Success Measures:

Partner activation rates

Certifications achieved

Time-to-productivity

Partner readiness metrics

Partner-Sourced Pipeline Development (25%)
Generate qualified sales opportunities through joint go-to-market activities.
Responsibilities:

Develop joint business plans with strategic partners

Execute co-sell initiatives with sales teams

Drive partner-led demand generation activities

Support account planning and deal registration programs

Assist partners in identifying and qualifying opportunities

Success Measures:

Partner-sourced pipeline

Qualified opportunities created

Joint account plans executed

Opportunity progression rates

Partner-Influenced Revenue & Engagement (25%)
Increase partner participation throughout the customer lifecycle.
Responsibilities:

Conduct regular Partner Business Reviews

Build partner growth plans

Increase partner involvement in customer success initiatives

Support retention and expansion strategies

Monitor partner performance and optimize engagement

Success Measures:

Partner-influenced revenue

Partner-assisted renewals

Expansion opportunities generated

Partner engagement and health scores

Qualifications
Required

5+ years of experience in Partner Development, Channel Sales, Alliances, Business Development, or Ecosystem Growth

Proven success recruiting and developing strategic partners

Experience building partner programs, onboarding frameworks, or enablement initiatives

Demonstrated ability to influence executive-level stakeholders

Strong relationship-building, presentation, and communication skills

Ability to work cross-functionally across Sales, Marketing, Product, Professional Services, and Customer Success

Preferred

Enterprise software or SaaS experience

Public safety, intelligence, investigative analytics, cybersecurity, or government technology experience

Experience working with system integrators, consulting firms, and strategic alliances

Experience building partner programs from the ground up

Travel

Approximately 25%-40% travel throughout the United States and Canada

Attendance at partner meetings, industry conferences, customer engagements, and internal planning sessions

Compensation
Base Salary Range: $125,000 - $135,000
Target OTE: $175,000 - $200,000+
Originally posted on Himalayas