We are seeking an experienced Partner Business Development professional to manage and grow a portfolio of strategic technology and systems integration partners.
This role will focus on converting partner relationships into partner-sourced pipeline, revenue growth, and customer opportunities through structured go-to-market strategies, joint campaigns, solution plays, and scalable co-selling initiatives.
The ideal candidate will have a strong background in partner/channel sales, business development, technology/SaaS, cloud, data & AI, or systems integration, with a proven ability to move partners from delivery-focused relationships toward proactive demand generation.
Role: Business Development Contractor
Location: Remote
Contract: 7+ Months
Key Responsibilities
- Own the business development motion across a defined portfolio of strategic partners.
- Develop and execute joint go-to-market plans designed to increase partner-sourced pipeline, consumption, and partner revenue.
- Build structured quarterly partner campaigns aligned with business and GTM priorities.
- Identify opportunities for joint account engagement, solution plays, and co-selling initiatives.
- Translate partner solution capabilities into compelling customer-facing use cases and industry-specific GTM plays.
- Develop partner sales capabilities through enablement programs, sales masterclasses, certifications, and partner champion development.
- Establish governance processes covering joint business plans, opportunity registration, pipeline tracking, partner performance, and CRM hygiene.
- Track KPIs/OKRs including sourced pipeline, conversion, campaign attribution, partner engagement, and revenue impact.
- Manage co-marketing investments and demand-generation activities with a strong focus on ROI.
- Collaborate closely with partner sales, solution architecture, marketing, field sales, and pre-sales teams.
- Help partners develop outcome-focused value propositions for C-suite and line-of-business stakeholders.
- Analyze partner and pipeline data to identify growth opportunities and improve GTM performance.
- Use AI and analytics tools to improve productivity, market analysis, campaign planning, and business development execution.
- Act as a strategic point of contact for partners generating new opportunities and expanding customer relationships.
Required Qualifications
- 10+ years of experience in partner management, channel sales, strategic partnerships, or business development.
- Experience working for a technology, SaaS, cloud, data/AI, consulting, or other market-leading organization.
- Demonstrated success generating partner-sourced or partner-initiated pipeline, beyond simply supporting co-selling activities.
- Experience designing and executing structured joint GTM campaigns with strategic partners.
- Proven experience managing a portfolio of regional or national systems integrators, consulting firms, or technology partners.
- Experience developing Joint Business Plans and measurable partner growth strategies.
- Strong understanding of pipeline management, opportunity attribution, KPIs/OKRs, CRM governance, and partner operations.
- Experience working cross-functionally with sales, pre-sales, solutions architecture, marketing, and partner teams.
- Strong value-selling and executive communication skills.
- Understanding of partner business models, including SI economics, services revenue, margins, and partner investment decisions.
- Knowledge of the data, AI, cloud, and enterprise technology ecosystem, including major hyperscaler dynamics.
- Comfortable operating in a fast-paced, high-growth environment with evolving processes and priorities.
- Strong analytical, strategic planning, communication, and execution skills.
What Success Looks Like
Success in this role means transforming strategic partners from reactive delivery organizations into proactive demand-generation engines, resulting in measurable growth in partner-sourced pipeline, customer opportunities, consumption, and partner revenue.
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