Nextiva is seeking a Strategic Partner Manager in California to join our organization. Strategic Partner Manager to specific TSB/D partners to profile, recruit, enable, and manage downstream channel relationships in strong partnership with Nextiva Partner Managers, aligning to the respective territory capacity needs.

This role is responsible for building and owning the capacity plan that maps to achieving new transactional capacity and revenue growth for TSB/D. The Strategic Partner Manager will be well versed in the hosted communication and collaboration market and will be fluent in their understanding of the company’s portfolio of solutions and services, to help position newly activated partners WIN WITH NEXTIVA.

Key Responsibilities

• Identify and prospect new potential partners with an appetite to lead Nextiva for their UCaaS/CCaaS and Collaboration solution needs.
• Jointly recruit and sign new partners under assigned TSB/D that map to the coverage objectives to their assigned TSB/D Partner to meet or exceed quarterly capacity plan.
• Establish expectations accordingly for the partner role and how Nextiva will support.
• Build a business plan with TSB/D partner detailing mutually agreed upon partnership expectations, including how to promote Nextiva products and services to accelerate time to transaction.
• Work closely with all internal teams including but not limited to: Field Marketing, Sales Engineering, Training, In-Region Partner Managers, Partner Development Managers and Product teams to ensure all support is outlined to drive maximum revenue.
• Ultimate owner of quarterly partner business plan.
• Tightly align with the Channel Sales organization to ensure necessary pipeline growth weekly, monthly, and quarterly forecasts are on track to meet and exceed territory revenue targets set in the quarterly sales objective.
• Ownership of partner management meeting cadence, delivering effective relationship management RoB’s (rhythm of business) connections which ensure partnership alignment and if necessary, opportunities to pivot, which will ensure a positive partner experience.

Qualifications

• Bachelor’s degree in a relevant discipline
• 2+ years of channel sales experience
• Travel: approximately 50%
• Demonstrated track record of recruiting, training, coaching, motivating, growing, and retaining a successful group of channel partners
• Reference-able success of driving partner business and marketing strategy
• Ability to identify and prioritize opportunities and accurately forecast commitments
• Ability to communicate effectively and present to all organizational levels in small and large groups
• UCaaS/SaaS Product Portfolio and market knowledge
• Intermediate understanding of company financial measures, telecommunications industry, and indirect sales model
• Quickly establish internal and external productive working relationships and promote effective teamwork
• Successful indirect sales experience with Channel go-to-market motions
• Ability to adapt quickly to changes in roles and responsibilities
• Must be a high-energy, motivated self-starter
• Strong organizational and time management skills
• Analytical thinker with proven ability to metric and govern

Compensation, Rewards & Benefits:

The salary or hourly wage offered by Nextiva to external candidates considers a wide range of factors, including but not limited to skills sets, experience, training, licensure and certifications, etc. Our compensation decisions are dependent on the facts and circumstances of each case. For this sales role, our estimate of the expected hiring range for the position as posted is $180,000 - $240,000; this includes annualized base salary and annualized target sales incentive. Some sales roles are paid on an hourly basis and eligible for overtime. A different level in the job hierarchy apply to a specific candidate resulting in a different hiring range.

Nextiva provides a comprehensive employee benefits package that includes medical (including supplemental plans for accident, hospitalization and critical illness), telemedicine, dental, vision, disability, life insurance, legal assistance, an Employee Assistance Plan, paid parental bonding leave, PTO for hourly employees and Flexible Time Off (FTO) for salaried employees, an employee long-term savings plan (401k) through Fidelity with Nextiva matching, comprehensive employee wellness programs and loads of learning and development opportunities which are coupled with career paths to last a lifetime.

Interested in joining our amazing team at Nextiva HQ? Apply today as we launch the future of business conversations!????

To check out what’s going on at Nextiva, check us out on Instagram, Instagram (MX), YouTube, LinkedIn, and the Nextiva blog. 

In 2022, Nextiva has been recognized by Comparably as the ‘Best Place to Work’ in the following categories: Best Company Leadership, Best CEO for Women, Best Global Culture, and Best Places to Work in Phoenix.

Additional workplace awards include 2021 LinkedIn Talent Employee Engagement Champion, Comparably’s Best CEO 2021, Best Company Culture 2021 and 2018, Best Company Compensation 2022, 2021 and 2019, and Glassdoor’s 2020 Best Places to Work.

Nextiva is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.Nextiva participates in the E-Verify Program where and as required by law. For additional information about E-Verify visit USCIS. 

#LI-SP1  #LI-Remote

Overview

About the Role - 

As we continue our fast growth, we are preparing to add to our Business Development team. We are currently interviewing Strategic Partner Manager candidates for our Retail side to manage retailers who have signed on to join the platform. In this role, you will have responsibilities including, but not limited to, driving key business insights and recommending scalable growth strategies, implementing new operational processes, managing client needs, project and program managing key internal and external stakeholders and selling new offerings and opportunities.

About the Team - 

The Verticals Partner Management  team manages our key Grocery plus accounts (traditional, non-grocery retail), offering a diverse assortment of retail partners including office supply, home improvement, beauty, pet, drug, dollar, home goods, general merchandise, and other retailers. 

About the Job 

• Launch new partners, and manage relationships with existing Instacart retail (non-grocery) partners
• Establish a deep understanding of Instacart's business operations, including internal processes, functional group strategies, and competitive context
• Develop strategic plans to meet retail partners’ needs
• Work with cross-functional teams to guide implementation of strategic plans and accomplish goals on tight deadlines
• Lead launch process for new partners joining the Instacart marketplace, overseeing catalog setup, marketing and PR, and operations
• Perform data analysis to drive key business insights, scalable growth strategies, and detailed execution plans
• Establish processes and reporting to help streamline the team’s operations and add value to retailer relationships
• Devise strategies to help retail partners grow their business on Instacart
• Engage, educate, collaborate, and problem solve with external partners at all levels of the organization

About You

Minimum Qualifications

• 5-7 years previous experience; MBA preferred, but not required
• Excellent communication skills with the ability to distill complex issues
• Experience with large data sets and ability to extract business insights from analysis 
• Strong analytical skills
• Comfort with ambiguity and a rapidly evolving business landscape
• Solid stakeholder management skills, both for internal and external stakeholders
• Quick communication response times
• Ability to manage across functions and present to leadership
• Creative and structured problem-solver

Preferred Qualifications

• Experience in negotiating sophisticated deals with retail, CPG or other commerce based partnerships to drive revenue
• High level of overall business acumen and understanding of a variety of partner business models.
• Inventive self-starter and creative problem solver who can manage multiple time-sensitive projects simultaneously and hit deliverables with minimal direction
• Outstanding deck and presentation skills and ability to create succinct and structured presentations capable of engaging executive-level stakeholders.
• Excellent project management, communication, and analytical skills
• Thrives in ambiguity and can chart a course with limited direction

#LI-Remote

About OpenSesame

OpenSesame's mission is to help develop the world's most productive and admired workforces. We deliver a comprehensive catalog of eLearning courses from the world's top publishers. We add value to customers through their entire learning journey. While it appears to most people that we just sell training courses (over 20,000 of them), what we really offer is the opportunity for companies to upgrade the skills of each of their employees.

We are at a pivotal time in our growth as we diversify the ways we drive revenue. We've expanded our product offering dramatically, and have a growing network of partners that is developing into a vibrant channel. Our customer base has high satisfaction ratings and there is room to grow our retention even more.

www.opensesame.com/about

The Team

The Partner Team is an entrepreneurial group focused on amplifying company growth via partnerships. We are often faced with new situations that require creative thinking and problem-solving. We know how to listen to partners to figure out how to build approaches and solutions that benefit everyone. We are also adept at working across departments in the company, such as Marketing, Product, Sales, and Curation. 

Position Overview 

There are very few “typical” days as a Strategic Partner Manager. If you require routine, this is not the job for you. For example, you will find yourself working to build relationships both inside and outside the company, finding new opportunities, creating and executing on strategic plans, and helping to enable partner employees. 

The Strategic Partner Manager develops, maintains, and expands relationships with named strategic partners. Several partners will be assigned with specific revenue and lead generation targets.  

The Strategic Partner Manager reports to the Director of Partnerships.

• Establishes productive, professional relationships with key personnel across the partner organization in each assigned partner account. 
• Coordinates the involvement of company personnel, including Sales, Customer Succession, Support, Services, and management resources, to meet partner performance objectives and partners’ expectations.
• Meets assigned targets for revenue and lead generation for assigned partners. 
• Develops and executes training and enablement plans for each assigned partner.
• Coordinates the co-selling motion between partner and OpenSesame Sales resources 
• Manages potential channel conflict by fostering excellent internal and external communication and strict adherence to channel rules of engagement.
• Collaborates with Product to lead solution development efforts that best address end-user needs while coordinating the involvement of all necessary company and partner personnel.
• Ensures optimal partner agreements are in place to ensure both growth and compliance.
• Regularly reports on the performance of assigned partners to goal.
• Drives adoption of company programs among assigned partners.

Performance Based Objectives

• In your first 30 days, you will complete OpenSesame partner onboarding, learn how OpenSesame goes to market, understand the OpenSesame partner models and programs, and be assigned a portfolio of partners to manage.
• In your first 30 days, you will have developed a business plan for your partner portfolio, including strategies and tactics to achieve your partner bookings goal.
• Within 60 days of hire, the SPM will have developed partner business plans designed to meet revenue targets for assigned partners.
• At the end of 60 days, you will have had introductory calls with each partner in your portfolio and will have scheduled recurring meetings and QBRs with each partner
• At the end of 60 days, you will maintain a partner portfolio dashboard tracking the progress of your partners to the goal.
• Within your first 90-120 days, you will be meeting the goals outlined in your business plan, working on developing and honing your partner management skills as well as training internally to become OpenSesame Qualified.
• Within your first 90-120 days, you will have developed a solid understanding of your partner portfolio, will have identified and created relationships with key employees at each partner and will present a report to the partner team on what is working well, key challenges and recommended adjustments to your business plan going forward. 

You might notice we don’t have the requirements, qualifications, and minutia of typical job descriptions. We don’t care about that as we do not hire based on specific buzzwords, technologies, or popular acronyms on your resume. 

We are looking for specific examples from your previous experience that proves you can do this job successfully. We want you to advance your career and are looking for someone who will be excited by this challenge, knowing they can lean on the leadership team around them for growth.

Compensation:  At OpenSesame, we offer a comprehensive benefits package to employees upon hire, including professional development, ISOs, health insurance, 401(k) matching, and paid time off. We carefully consider a wide range of compensation factors, relying on market data to determine compensation and consider your specific job family, background, skills, and experience. We prioritize pay transparency, fairness, and equity to create a positive and inclusive work environment, regularly reviewing our compensation practices to align with our values and goals.

Location: Location: This position can be based anywhere in the U.S. All positions will require up to 30 days of travel per year for company-wide events (typically January, May, and September). Senior Management and Leadership Team members will require up to 35 days of travel.

Performance Driven: We're looking for self-starters with a track record of delivering excellent results, but we're highly selective about who we hire. We don't focus on typical job requirements, instead, we're interested in specific examples from your past experiences. All positions can be based anywhere in the US, and require up to 15 days of travel per year, with senior management and leadership teams requiring up to 35 days.

Equal Employment Opportunity: OpenSesame is an Equal Employment Opportunity and Affirmative Action employer that values and welcomes diversity. We do not discriminate on the basis of various legally protected characteristics, including criminal history, and strive to provide reasonable accommodations to qualified individuals with disabilities. We prioritize safety and security and may use your information accordingly, and you can contact us for assistance or accommodations during the job application process. For more information on our Diversity, Equity, and Inclusion initiatives, click here.

CPRA (California Candidates): When you submit your application, OpenSesame may collect and use your personal information in accordance with our privacy policy and the CPRA. This may include personal details and employment history, and will only be used for employment-related purposes. We may share this information with third-party service providers, but we will not sell it to third parties. If you have any questions or concerns, please contact us, and for more information on your rights under the CPRA, refer to our privacy policy or the California Attorney General's website.

About Pantheon

Pantheon is the WebOps platform for websites that deliver extraordinary results. We believe in putting the magic of the internet in everyone’s hands. That’s why we’re so passionate about helping developers, IT, and marketing develop, test, and release website changes faster and more reliably so they can build and maintain websites that create value for their organizations. Our cloud-native software makes it easy to securely manage a single website or thousands of websites across multiple teams in one platform.

Pantheon’s core values are Trust, Teamwork, Passion, and Customers First. At Pantheon, we work hard and play harder, valuing individuality, humor, and balance. We're enthusiastic participants in several open-source communities and have real relationships with many of our most active customers. If all of this sounds interesting to you, read on!

The Role

As a Senior Agency Partner Manager, you'll be at the forefront of executing Pantheon’s growth strategy by developing and nurturing meaningful relationships with a portfolio of digital agencies in the partner ecosystem. 

In this role, you'll partner with various stakeholders within both the digital agencies and the Pantheon internal teams to support lead generation and drive joint revenue goals. You will play a key role in enabling the agencies in your book with value-driven initiatives, including  joint go-to-market strategy creation, training and events, co-branding & selling, to ensure that all your agencies and their clients are getting the most out of the platform and hitting their success metrics. 

What you need to Succeed 

• 8+ years of experience in a Channel or Partner Management function in a SaaS company
• Proven track record of achieving revenue targets
• Experience in driving sales and revenue growth through partner relationships.
• Strong analytical and critical thinking skills and hands-on approach to identifying business opportunities and penetrating new accounts
• Excellent customer service skills with a creative approach to solve issues with out-of-the-box solutions
• Proven success in developing effective execution strategies within book of business to drive mutually beneficial partnerships between agency accounts and the company
• Efficient Time Management:  Ability to prioritize tasks and reprioritize as needed.
• Dynamic Presentation Skills: adept at presenting to individuals and groups including C level executives, whether in person or virtually
• Excellent interpersonal and communication skills to effectively collaborate with internal and external teams.
• Ecosystem Familiarity: experienced with technologies like  Sitecore, Drupal, Acquia, Adobe DXP, or preferably Wordpress/Drupal is a plus 
• Ability to grasp technical concepts and communicate them effectively to both technical and non-technical audiences.
• Willingness and ability to travel 15-20% of the time. 
• Adaptable to new technologies, industry trends, and changes in the competitive landscape.

What you Will be doing: 

• Drive sales through partner channels with Digital Agencies, identifying new opportunities for revenue generation.
• Monitor and report on sales performance and adjust strategies as needed.
• Take ownership of all aspects of agency accountmanagement. This includes cultivating relationships, implementing go-to-market (GTM) strategies, escalating technical emergencies, conducting business reviews. 
• Monitor account health and manage retention risks
• Identify, recruit, and onboard partners who align with our growth strategy and that will benefit from WebOps.
• Provide training and support to partners to enhance their understanding of the company's products, services, and value propositions.
• Collaborate on marketing and sales enablement programs for partners.
• Attend and support trade shows, sponsorships, and partner events to drive lead generation and increase brand visibility.
• Collaborate cross functionally with internal and external teams including Marketing, Sales, Developers, and Executive Leadership
• Gather feedback from partners to improve products, services, and the overall partnership experience.
• Advocate for partner needs within the company.
• Stay informed about industry trends, competitor activities, and market developments.
• Use market insights to refine partnership strategies.
• Ensure that partners adhere to agreed-upon standards and compliance requirements.
• Seek ways to enhance the overall partner ecosystem.

What We Offer

We have all the usual perks and benefits but what we can really offer you is a fantastic work environment powered by an amazing team.

• Industry competitive compensation and equity plan
• Flexible time off, sick days, and 13 paid holidays
• Comprehensive medical insurance including Health, Dental and Vision
• Paid parental leave (plus fertility, adoption and other family planning benefits)
• Monthly allowance for wellness, reading and access to LinkedIn Learning for continued development
• Events and activities both team-based and company wide that inspire, educate and cultivate

Pantheon is an equal opportunity employer and we welcome applications from all backgrounds regardless of race, color, religion, sex, national origin, ancestry, age, marital status, sexual orientation, gender identity, veteran status, disability, or any other classification protected by law. Pantheon complies with federal and local disability laws and makes reasonable accommodations for applicants and employees with disabilities. If you need a reasonable accommodation due to a disability for any part of the interview process, please contact talent@pantheon.io. Pursuant to local and federal regulations, Pantheon will consider qualified applicants with arrest and conviction records for employment. After an offer is made and accepted, E-verify will be utilized to establish your identity and employment eligibility as required by the U.S. Department of Homeland Security.

To review the Employee and Applicant's Privacy Policy, click here.

Visa Sponsorship is not available at this time.

 About Us

Simon Data was founded in 2015 by a team of successful serial entrepreneurs with a passion for transforming data to drive real-world results. We are building a best-in-class enterprise Customer Data Platform that empowers marketers to create personalized data-driven experiences for the customers. We’re scrappy problem solvers who believe in tackling big challenges with disruptive thinking and giving our customers the support they need to deliver great next-generation experiences at scale.

At Simon, we firmly believe that business success starts and ends with people. We all do our best work when we are surrounded by other friendly top performers who want to succeed together. This attitude is core to our values. When you trust your team, invest in their development, and give them ownership, great things happen.

The Role

The Simon Partner Team is looking for someone who has worked with technology partners and can navigate sales and partner conversations effortlessly. This person needs to be oriented around action, not perfection.  The ideal candidate will be a self-starter who is willing to test and iterate concepts or ideas.

This partner manager will be able to pitch our offering to new partners to gain buy-in, construct bundled outcomes between Simon and Technology partners, and gain internal buy-in to support tech management initiatives.

Responsibilities include:

• Work with strategic technology partners to develop a joint go-to-market business plan focused on developing, co-selling, sourcing revenue, and developing differentiated solutions.
• Manage and grow the relationship with Simon Data’s strategic agencies and SIs. These service partners provide critical capabilities to our clients and prospects.
• Develop solutions with Simon Data and technology partners that meet client and prospect needs.
• Work cross-functionally to gain buy-in, educate, and nurture relationships with key stakeholders within Marketing, Sales, and Customer Success

Who you are:

• You are well-versed in SaaS Partner Management with a focus on technology relationship development
• Demonstrate proof of producing measurable results of sourced pipeline from technology partners
• You've developed new programs, gaining cross functional support and executing on plans.
• Ability to effectively manage up and across a start-up organization to accomplish goals
• Strong executive presence to lead and manage key relationships with executives, advisors, and highly strategic advisors.
• Ability to thrive in an ambiguous environment and maintain an execution-focused mindset.
• Collaborative and assertive personality that pushes cross-functional team members to strive for greatness.

Partnerships often require a delicate dance of deciding when to partner or compete with specific players in the space. We need a strategic thinker that can decide when to play the appropriate card to drive business together. As a Customer Data Platform provider, this person needs to effectively present our ecosystem story to customers, prospects, and partners. This is a learned skill that comes with partner management experience and therefore a requirement for this role.

Extra bonus would be someone who has a general understanding of integration points between complementary tools in the market. A candidate with some technical knowledge (eg basic SQL skills) would be a positive addition to the team.

What We Offer

• 100% coverage of medical premiums for employee AND family
• Flexible PTO 
• Generous Maternity and Paternity Leave
• Remote work, quarterly wellness, and client support stipends
• Professional Development stipend

In compliance with the state and city salary transparency requirements, the potential base salary for this position is from $130,000 to $160,000 which represents a range commensurate with experience.

Visa sponsorship for this role is currently not available.

Diversity

We’re proud to be an equal opportunity employer open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, Veteran status, or any other legally protected status.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

At Webflow, our mission is to bring development superpowers to everyone. Webflow is the leading visual development platform for building powerful websites without writing code. By combining modern web development technologies into one platform, Webflow enables people to build websites visually, saving engineering time, while clean code seamlessly generates in the background. From independent designers and creative agencies to Fortune 500 companies, millions worldwide use Webflow to be more nimble, creative, and collaborative. It’s the web, made better. 

We’re looking for a Senior Strategic Partner Manager for Global Agencies and Integrators to create mutually beneficial partnerships with the top service providers in the world to bring Webflow, No Code and Visual Development into every major enterprise scale company.

About the role 

• Location: Remote-first (England/Ireland) 
• Full-time
• Exempt status
• Reporting to the Head of Global Agencies and System Integrators based in London 

As a Senior Strategic Partner Manager, you’ll … 

• Recruit top tier global service providers to establish a mutually beneficial partnerships
• Onboard to build technical and business development excellence to articulate and deliver the value of Webflow, Visual development and No Code 
• Managethe ongoing relationships that will drive Sourced deals for Webflow, and Service revenue for the service provider

In addition to the responsibilities outlined above, at Webflow we will support you in identifying where your interests and development opportunities lie and we'll help you incorporate them into your role.

About you 

You’ll thrive as a Senior Strategic Partner Manager if you:

• Love to create and innovate with an entrepreneurial spirit
• Demonstrated experience building & scaling GSI relationships in a  technical SaaS environment,  ideally in the web development or visual development space.
• Get deep satisfaction in seeing your partners flourish with our technology
• Possess a strong executive presence, and an in-depth understanding of the processes, systems, and tools necessary to drive growth through a GSI partner strategy
• Are proactive & self motivated to assess gaps, make constructive recommendations  and provide innovative ways to scale initiatives.
• Already has many relationships in the following Global Service providers
• Accenture
• Capgemini
• Deloitte
• PwC
• EY
• KPMG
• Slalom
• WPP
• Publicis
• IPG
• Dentsu

Even if you don’t meet 100% of the above qualifications, you should still seriously consider applying. Research shows that you may still be considered for a role if you meet just half of the requirements.

Our Core Behaviors:

• Obsess over customer experience. We deeply understand what we’re building and who we’re building for and serving. We define the leading edge of what’s possible in our industry and deliver the future for our customers.
• Move with heartfelt urgency. We have a healthy relationship with impatience, channeling it thoughtfully to show up better and faster for our customers and for each other. Time is the most limited thing we have, and we make the most of every moment.
• Say the hard thing with care. Our best work often comes from intelligent debate, critique, and even difficult conversations. We speak our minds and don’t sugarcoat things — and we do so with respect, maturity, and care.
• Make your mark. We seek out new and unique ways to create meaningful impact, and we champion the same from our colleagues. We work as a team to get the job done, and we go out of our way to celebrate and reward those going above and beyond for our customers and our teammates.

Benefits & wellness

• Equity ownership (RSUs) in a growing, privately-owned company
• 100% employer-paid healthcare, vision, and dental insurance coverage for employees and dependents (US; full-time Canadian workers working 30+ hours per week), as well as Health Savings Account/Health Reimbursement Account, dependent on insurance plan selection. Employees also have voluntary insurance options, such as life, disability, hospital protection, accident, and critical illness
• 12 weeks of paid parental leave for both birthing and non-birthing caregivers, as well as an additional 6-8 weeks of pregnancy disability for birthing parents to be used before child bonding leave. Employees also have access to family planning care and reimbursement
• Flexible PTO with an mandatory annual minimum of 10 days paid time off, and sabbatical program
• Access to mental wellness coaching, therapy, and Employee Assistance Program
• Monthly stipends to support health and wellness, as well as smart work, and annual stipends to support professional growth
• Professional career coaching, internal learning & development programs
• 401k plan and financial wellness benefits, like CPA or financial advisor coverage
• Commuter benefits for in-office workers

Temporary employees are not eligible for paid holiday time off, accrued paid time off, paid leaves of absence, or company-sponsored perks.

Be you, with us

At Webflow, equality is a core tenet of our culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. Employment decisions are made on the basis of job-related criteria without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by applicable law.

Stay connected

Not ready to apply, but want to be part of the Webflow community? Consider following our story on our Webflow Blog, LinkedIn, Twitter, and/or Glassdoor. 

Please note:

If you are extended an offer, that offer may be contingent upon your successful completion of a background check, which will be conducted in accordance with applicable laws. We may obtain one or more background screening reports about you, solely for employment purposes.

Webflow Applicant Privacy Notice

About JW Player:

JWP is the game-changing video software and data insights platform that's revolutionizing the Digital Video Economy. With our cutting-edge technology, we give our customers unparalleled independence and control over their digital video content. We began over a decade ago as an open-source video player, but today, JWP is the driving force behind digital video for hundreds of thousands of businesses worldwide. And with over 1 billion viewers tuning in every month across 2.7 billion unique devices, there's no limit to what we can achieve. We're on the lookout for passionate and innovative candidates who are ready to join us on this journey of transforming the world of digital video.

The Partnership Team:

JW Player’s Global Partnerships team is responsible for driving revenue growth through a strong partner ecosystem. The team works across all departments on both tactical and strategic initiatives in close collaboration with our Executive team to develop the company's global partnership program for successful partner sales and distribution of JW Player's best-in-class video products and services. 

The Opportunity:

As the Senior Partner Manager, you will work collaboratively with the VP of Global Partnerships to develop our partner ecosystem and identify, recruit, onboard, enable and optimize performance of our partners. Your expertise will be pivotal to the future success of JW Player's Global Partnerships, one of the company’s key growth areas, as you define the scalable processes, best practices and structures of how we work with our Partners. This role is critical to the success of the entire Partnerships group and to the broader company organization. 

As a Senior Partner Manager, you will:

• Work with the VP of Global Partnerships, to drive the rapid definition and acceleration of our global partner organization, provide leadership for a collaborative, high-performing alliances and partner sales organization; while pairing business and revenue objectives with appropriate growth initiatives.
• Work cross-functionally with leaders in the Sales & Account Management, Product & Engineering, Marketing, RevOps & Finance organizations to develop and implement win-win partner programs, sales processes, go-to-market plans, partner recruitment & marketing strategies, and business development initiatives that generate incremental revenue to the company’s Sales capability from the partner ecosystem. Specifically, this person must identify and develop partnerships and strategic alliances which are optimized for exceptional revenue growth across company offerings.
• Develop, enable and monetize an expanding ecosystem of partners including Resellers, VARs, SIs, MSPs, OEMs and ISVs with strategies and plans focused on reseller and referral relationships by segment and geography that includes compelling joint value propositions, clearly defined go-to-market initiatives with key sponsors, milestone and progress tracking metrics.
• Oversee partner recruitment, onboarding and enablement to ensure partners are properly onboarded, trained and motivated to sell and deliver company product and service offerings. Conduct business reviews and adjust practices, strategies and ideal partner profiles to optimize partner performance. Ensure standards for partner delivery excellence and customer satisfaction are maintained or exceeded.
• Develop key partner goals, best practices, and partner systems and infrastructure, including sufficient and scalable processes, forecasting, monitoring, reporting, KPI tracking, training, and operational initiatives designed for optimizing results.
• Work with marketing to recommend and help produce requisite and up-to-date assets and initiatives (collateral, webinars, events) and develop partner marketing campaigns that support overall alliance plans and objectives.

Requirements for the role:

• 5+ years’ prior global alliances leadership experience in Enterprise SaaS (preferably with OVP or other video technology products) driving partner revenue and growth with Agencies, key Systems Integrators and Technology ISV partners through an enterprise sales force.
• Team player who is goal-oriented and confident, with aptitude and desire to build high-performing partnership plans and strategies. 
• Demonstrate an ability to get things done, build consensus, resolve conflict, and solve tough business problems, working in concert with others.
• Demonstrated ability to grow and close large global accounts through partners, selling a combination of products and services.
• Outstanding track record of consistently meeting/exceeding individual revenue goals and corporate objectives.
• Excellent capabilities in building and executing partner recruitment and channel strategies by segment and geography, creating and presenting sales plans, setting milestones, measuring performance and being accountable for results to executive management.
• Leadership and influencing skills: the ability to obtain results in an organization that they do not control or to manage through ambiguity.
• Highly professional persona and polished demeanor. This will include exceptional communications, presentation, and interpersonal skills with a proficiency in Excel/Sheets and PowerPoint/Slides.
• Collaborative, self-directed leader with the ability to effectively build relationships, and display confidence in their intentions and those of the organization.
• Adaptable and flexible, able to work independently and thrive in an environment that is evolving and constantly changing.
• Data-driven, analytical thinker with experience with CRM and Business Intelligence tools like Salesforce and/or Looker.

Bonus Points:

• Advanced degree in Engineering.
• Experience and knowledge of SVOD, AVOD, OTT video & FAST technologies and solutions for broadcasters and video publishers.

Perks of being at JW Player, U.S.

When you join JW Player, our goal is to take care of you and ensure you will be successful in your new role. Your success is our success! 

As a full time employee, you are eligible for the following benefits:

• Private Medical, Vision and Dental Coverage for you and your family
• Unlimited Paid Time Off
• Stock Options Purchase Program
• Quarterly and Annual Team Events - because team building is important! 
• Professional Career Development Program and Career Development Progression
• New Employee Home Office Setup Stipend
• Monthly Connectivity Stipend
• Free and discounted perks through JW Player's benefit partners
• Bi-Annual Hack Weeks for those who are interested in using their coding knowledge
• Fireside chats with individuals throughout JW Player

*Benefits are subject to location and can change at the discretion of the Company.