Role Description: 

We are seeking a Partner Manager to join our team. The Partnership Manager will oversee communication between our company and our strategic partners, ensuring that each business understands the needs, goals, and expectations of the other. The ideal candidate will manage the execution of ongoing work and build meaningful relationships. This role is not a sales position but focuses on managing delivery across internal and external teams to bring products to market while also unlocking new business and technical opportunities. This role is primarily focused on managing and nurturing partner relationships and  identifying joint go-to-market opportunities through those partners.

Responsibilities: 

• Act as the primary point of contact for ongoing initiatives with strategic partners.
• Manage and build on existing partner relationships
• Develop a scalable model for formalizing partnerships
• Identify, develop relationships, and negotiate deals with new partners
• Oversee the execution of ongoing work, ensuring that deliverables are met on time and within budget.
• Explore new product features and opportunities for collaboration with strategic partners.

• Collaborate with internal teams to develop strategies for expanding business and technical opportunities with partners.
• Manage communication between internal teams and external partners to ensure alignment and clarity on project goals and timelines.
• Relationship Management: Establish and maintain strong relationships with partners (e.g., resellers, integrators, OEMs).
• Partner Enablement: Provide partners with the necessary training, resources, and support to effectively sell and implement the company's capabilities.
• Sales Collaboration: Work closely with the sales team to ensure that partners are aligned with the company's sales strategies and goals.
• Performance Tracking: Monitor and analyze partner performance, setting goals and metrics to track success and identify areas for improvement.
• Contract Negotiations: Negotiate partnership agreements, including terms, conditions, and incentives.
• Conflict Resolution: Address and resolve any issues or conflicts that may arise between partners and the company.
• Market Analysis: Staying up-to-date with industry trends and competitor strategies to inform partnership approaches.
• Scouting for New Partners: Identifying and pursuing potential partners that align with the company’s vision and objectives.

Travel Expectations/Requirements: 20%-40%

The listed responsibilities are not exhaustive and additional responsibilities may be assigned based on the evolving needs of the organization. We are seeking a dynamic individual who is able to adapt and take on new responsibilities as they arise. 

Preferred Experience and Qualifications:

• Proven experience in partnership management or a similar role, preferably in the government contractor industry.
• Excellent communication and interpersonal skills.
• Strong organizational and project management skills.
• Ability to manage multiple projects and priorities simultaneously.
• Experience working with cross-functional teams.
• Knowledge of defense and security technology is a plus.
• Demonstrable track record of negotiating and closing partnership deals
• Experience building partner programs in a SaaS/Cloud environment
• Strong industry awareness with the ability to identify and develop opportunities
• Display a strong sense of self-sufficiency
• Experience managing complex mutually beneficial relationships