As a Strategic Partner Development Manager (PDM), you will lead and manage partnerships with HubSpot’s most strategic marketing agencies, consultants and systems integrators. The PDM is the pivotal role in the relationships that HubSpot builds with partner companies. They are responsible for engaging at the executive level to build trust by sharing insights about how companies can capitalize on market opportunities by partnering with HubSpot. You'll define the solution strategy with our most strategic partners, build cross-functional teams, foster critical relationships at the C-level, and showcase HubSpot’s technology to our potential customers. You will also work closely with HubSpot’s sales leaders across all markets to ensure productive sales engagement and partner management across the globe. Additionally, you will partner with Product, Legal, Compliance, and Enablement teams to ensure success of the partnership.
In this role, you will act as a trusted advisor to the partner in the entire journey of building strategic plans, identifying new opportunities, developing capabilities, solutions and service offerings, go-to-market engagement, landing wins, and delivering customer success. You will be responsible for driving top line revenue growth and overall end customer adoption across all market segments. You will possess a business background that enables you to engage at the CXO level and ideally a sales background that enables you to easily interact with end customers and sales/field reps. Ideal candidates will demonstrate the ability to think strategically about business, product, and technical challenges, and to build and convey compelling customer value propositions around the value of HubSpot's software.
In this role, you’ll get to:
- Manage 5-15 partner relationships and build a sales pipeline by working with your partners to exceed sales goals
- Develop well thought out business plans with a clear set of priorities, joint initiatives and specific goals for pipeline development, opportunity management, and sustainable business (retention)
- Develop a mentor-based and industry insights providing relationship with partners to establish strategic alignment and drive growth
- Create compelling offerings and go-to-market initiatives with the partner by quantifying opportunities and making a business case for investments into their HubSpot practice
- Engage C-level stakeholders, foster relationships between HubSpot leaders and partner executives across sales, CS and product/engineering
- Work with the program, marketing and sales teams on the execution of partner programs, events, sales engagement, building playbooks and collateral to enable partners to sell into customers effectively
- Develop and drive business and technical enablement plans with partners to facilitate the implementation and operations of HubSpot products
- Promote top partners to HubSpot customers and sellers
- Drive promotions, contests and incentives as appropriate
- Gather, organize, and report back partner feedback (both technical and business) to help improve the customer and partner experience
- Be the partner evangelist within the HubSpot sales organization
- Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future
We are looking for someone who:
- Has 8+ years of experience in sales, partner channel development, business development, or alliance management in the technology industry
- 5+ years of experience with technology platforms and solutions with a reasonable level of technical proficiency
- Ideally has experience in the software (SaaS) industry and therefore has a deep understanding of SaaS go-to-market models
- Excellent channels sales acumen with demonstrated success managing large, global partnerships
- Excellent communication and presentation skills with a high degree of comfort
- Proven ability to translate data and trends into strategies, compelling messages, leadership, and persuasion skills
- Ability to identify required resources and gather requirements, drive a sense of common purpose and shared goals/vision, and deliver results as an outcome of ongoing or time-bound work
- Thrives in a fast-paced working environment, can work autonomously and pivot quickly to changing business needs
- Can take an ambiguous problem, make sense of it, and propose a path forward.
- Cares deeply about customer-centricity and HubSpot’s mission of helping millions of organizations grow better.
We know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.
If you need accommodations or assistance due to a disability, please reach out to us using this form. This information will be treated as confidential and used only for the purpose of determining an appropriate accommodation for the interview process.
At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee, or work from the Office, we want you to start your journey here by building strong connections with your team and peers.
If you are joining our Engineering team in a full-time role, you will be required to attend a regional HubSpot office for in-person onboarding. If you join our broader Product team, you’ll also attend other in-person events such as HubSpot’s annual PEER week, your Product Group Summit, and other in-person gatherings to continue building on those connections.
If you require an accommodation due to travel limitations or other reasons, please inform your recruiter during the hiring process. We are committed to supporting candidates who may need alternative arrangements.
Germany Applicants: (m/f/d) - link to HubSpot's Career Diversity page here.
India Applicants: link to HubSpot India's equal opportunity policy here.
About HubSpot
HubSpot (NYSE: HUBS) is a leading customer relationship management (CRM) platform that provides software and support to help businesses grow better. We build marketing, sales, service, and website management products that start free and scale to meet our customers’ needs at any stage of growth. We’re also building a company culture that empowers people to do their best work. If that sounds like something you’d like to be part of, we’d love to hear from you.
You can find out more about our company culture in the HubSpot Culture Code, which has more than 5M views, and learn about our commitment to creating a diverse and inclusive workplace, too. Thanks to the work of every employee globally, HubSpot was named the #2 Best Place to Work on Glassdoor in 2022 and has been recognized for its award-winning culture by Great Place to Work, Comparably, Fortune, Entrepreneur, Inc., and more.
Headquartered in Cambridge, Massachusetts, HubSpot was founded in 2006. Today, thousands of employees across the globe work remotely and in HubSpot offices. Visit our careers website to learn more about the culture and opportunities at HubSpot.
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