Partner Development Manager

Introduction

We are seeking a highly motivated and dynamic Partner Development Manager to oversee a segment of the Optimizely partner channel. In this role, you will be pivotal in building sales
capabilities within assigned partners, driving business development strategies, and delivering tailored sessions to enable effective partner sales teams. This role combines strategic relationship management, business development, and sales enablement to achieve mutual success for Optimizely and its partners. By fostering strong partnerships, you will play a key role in expanding Optimizely’s market reach and delivering exceptional value to our ecosystem

Job Responsibilities

Internal Collaboration:

• Champion the value and capabilities of alliances within the organization by continuously educating and inspiring teams about the significance of partnerships.
• Act as a liaison between internal teams and partners, ensuring seamless communication and alignment on objectives.
• Educate internal teams on the resources and benefits available through the partner network to maximize utilization and efficiency.
• Advocate for the value partners bring to Optimizely’s ecosystem by highlighting success stories and demonstrating their contributions to strategic goals.
• Share key updates, wins, and milestones related to partnerships to maintain transparency and build momentum within internal teams.
• Facilitate introductions to partners for sales teams, ensuring alignment with client needs and business objectives.
• Coordinate joint marketing initiatives to promote the partner ecosystem and enhance brand visibility.
• Manage a portfolio of digital agencies and systems integrators (SIs), building strong, long-lasting relationships.
• Monitor and achieve partner-sourced revenue targets, ensuring consistent growth and performance.

Partner Engagement:

• Demonstrate the value of the Optimizely platform to partner teams through tailored presentations and workshops.
• Educate partners on Optimizely’s capabilities and benefits, empowering them to effectively promote and sell the platform.
• Maintain and enhance Optimizely’s status within the partner organization by fostering trust and alignment.
• Develop and distribute sales collateral tailored for partner sales teams, enabling them to communicate Optimizely’s value proposition effectively.
• Represent Optimizely at partner events, trade shows, and webinars, or arrange appropriate internal representation to showcase capabilities.
• Translate Optimizely’s capabilities into partner-specific business language to ensure relevance and impact
• Share key wins, milestones, and updates about Optimizely’s offerings with partners to maintain engagement and enthusiasm.
• Drive demand generation activities and manage a pipeline of partnership-driven opportunities, ensuring a steady flow of potential business.
• Coordinate partner enablement initiatives, including both sales support and delivery capability, in collaboration with internal teams and the Partner Enablement Manager.

Client Support:

• Serve as a subject matter expert on the services provided by the partnership or alliance, offering guidance and expertise when needed.
• Support partners in client engagements by representing the Optimizely platform, ensuring alignment with client goals and delivering impactful presentations.
• Collaborate with partners to identify client needs and propose tailored solutions that leverage Optimizely’s capabilities

Knowledge and Experience

• Proven track record in business development, relationship management, and strategic alliances with a focus on achieving measurable outcomes.
• Strong market knowledge with the ability to identify potential solutions and create compelling business cases that drive value.
• Experience designing and executing demand generation initiatives and marketing programs to support partner success.
• Exceptional relationship-building skills to foster alliances that achieve revenue objectives and strengthen partnerships.
• Ability to work independently as a self-motivated and proactive team player with a strong drive to lead initiatives across the organization.
• Skilled in managing competing priorities and navigating complex relationships to achieve strategic goals.

Preferred Qualifications:

• Extensive experience in managing a diverse portfolio of partners, including digital agencies and systems integrators, with demonstrated success.
• Proven ability to deliver impactful presentations at partner events and to internal teams, showcasing Optimizely’s capabilities and fostering engagement.
• Strong aptitude for developing and executing collaborative marketing and sales strategies that align with partner goals.
• Results-driven mindset with a focus on achieving and exceeding partner-sourced revenue targets.
• Demonstrated success in achieving assigned quotas, particularly in the mid-market segment, by leveraging partner relationships and driving strategic initiatives.
• Familiarity with Optimizely’s platform and its unique value proposition within the digital experience and content management space.

Join us to drive impactful partnerships and alliances that empower our partners and clients to succeed with the Optimizely platform! This is your opportunity to make a lasting impact by shaping the future of our partner ecosystem and delivering measurable success.

Education

Bachelor's degree preferred.

Competencies