Partner Development Manager

Partner Development Manager (PDM)

About DoiT:

• For many companies, the journey to cloud transformation can be more like a tangled web of complexity. DoiT International is a global organization that helps teams successfully evaluate, test, migrate, and optimize on the public cloud.

• As Google Cloud’s top partner and a strategic partner of Amazon Web Services, our mission is to enable customers to harness the power of the public cloud at peak efficiency so they can focus on building the best products for their own customers.
• Beyond just a helping hand, we’re building a suite of products to help our customers to optimize every facet of their cloud deployments. As a testament to our deep engineering expertise, over 1,000 tech-savvy companies such as Outbrain, JFrog, and Redislabs trust DoiT International’s Cloud Management Platform as their copilot in the cloud.
• Having raised $100 million from Charlesbank Capital Partners, we’re scaling all aspects of our company — especially around product innovation. DoiT’s Cloud Management Platform is a gamechanger in the industry that helps the developers at tech-savvy companies improve cloud operations, maintain security, control cost, and ensure governance of its growing cloud estate.

Our Core Values guide us in crafting a unique and stellar employee experience for all of our team members.

Target Locations: We’ve created a remote first culture that thrives in a virtual environment so you have the resources you need to connect with talented people around the world.

About the Role:

• Our North America sales team is expanding! We are seeking a Partner Development Manager, responsible for building, developing, channel relationships that will generate referral business for DoiT.
• Reporting to the VP Sales North America, this position will focus primarily on driving new routes to market for US and Canada regions. In some cases, we may identify and develop international partnerships that will also work closely with our EMEA and APAC regions as well. 
• As DoiT expands to address customer needs, we aspire to build meaningful partnerships, and this role will be relied on to establish new referral business for DoiT. 
• The Partner Development Manager will begin by helping to design and develop a formal channel program. Once established, key priorities will include identifying and assessing potential channel partners aligned with DoiT’s ideal customer profile, pitching DoiT’s value proposition as a partner, executing channel agreements, and building joint go-to-market plans that both parties will execute on. 
• This position will also need to coordinate between internal departments at DoiT to enable streamlined processes, sales enablement, and program execution and scale.
• The successful candidate will be experienced building, maintaining, and growing strategic business channel relationships and fostering referral motions. Partnerships can involve multiple functions and expertise (sales, account management, product, engineering, marketing, etc.), so it is important that you have experience managing cross-functional initiatives that can span time zones and regions.
• This is an outstanding opportunity to help play a pivotal part in the growth of partnerships at DoiT, and to join a dynamic, high-growth organization. In this role, you will work towards hitting DoiT’s channel KPIs (referral leads, pipeline contribution, sales bookings targets, revenue growth, revenue retention, and strong full funnel conversion metrics to name a few).

Responsibilities:

• Become the primary DoiT evangelist for channel referral partners
• Fully develop and own the relationships between DoiT and channel partners
• Prove out KPIs metrics for the role, and build long-term success metrics
• Maintain direct relationships with channel partners, proactively resolving issues and creating win-win scenarios to ensure growth
• Assist with day-to-day management of partner relationships, improving business processes, joint go-to-market plans, and operating procedures.
• Support in all areas of partner enablement and growth: strategic and business assessment of partner candidates, and managing ongoing processes and efficiency.
• Collaborate with marketing to build collateral to present to channel partners
• Manage internal processes related to lead hand-offs and deal funnel.
• Create reports for success metrics and other important partner data and statistics.
• Collaborate with other DoiT departments (Sales, Account Management, Marketing, Product, Engineering, Legal), acting as the go-to liaison between partner goals/objectives and DoiT’s goals/objectives.
• Lead internal education session to ensure all DoiT teams are up to date on partner product releases, differentiators, and capabilities of partners.

Qualifications:

• Minimum 2-5 years of experience selling to, with, and through channel partners
• Deep understanding of partner roles and responsibilities
• Strong understanding of the public cloud market and ecosystem
• Detail-oriented with strong project management skills, and a bias for action and ownership
• Positive outlook, and coachable with an upbeat personality
• Outstanding relationship management skills with the ability to build and manage relationships with senior business leaders, internally and externally
• Ability to own and execute multiple ongoing projects on a daily basis
• Ability to take initiative to develop new strategies and outside-the-box ideas
• Self-starter with the ability to work independently and within a team
• Willingness to travel up to 25% of the time (as needed grow our channel program, attend partner events, etc.)
• Experience working in a fast-paced environment with demonstrated ability to lead and manage multiple projects with a broad range of internal and external constituents

Benefits and Perks

• Health Insurance including Medical, Dental, and Vision plans from top carriers
• Professional Development, including certifications
• 401k matching / Pension Plan with employer contribution
• Employee Stock Option Plan
• Uncapped PTO
• Parental Leave
• Flexible working options
• Home Office Allowance
• Work-life balance

#LI-Remote