Partnership Development Manager

At Infobip, we dream big. We value creativity, persistence, and innovation, passionately believing that it is through teamwork that we can all reach greater heights.

Since 2006, we have been innovating at the edge of technological possibilities and are now shaping global communications of the future. Through 75+ offices on six continents, Infobip’s platform is used by almost 80% of the population, making it the largest network of its kind and the only full-stack cloud communication platform globally.

Join us on our mission to create life-changing interactions between humans and online services with new and unseen solutions.

Why is this role important at Infobip?

As a Partnership Development Manager (PDM), you will contribute to the growth of our North America region by reaching top-tier customers through all available go-to-market (GTM) strategies, focusing on new and existing partnerships.

The main goal as a PDM will be to act as a primary contact for strategic partnerships in order to extend Infobip’s reach in our region – exposure, increase number of use cases, and accelerate GTM – while enriching our Partner’s capabilities.  You will also take a lead role in cross-functional project teams, share best practices, and lend insight/knowledge internally among teams.

You’ll be in close communication and contact with our Global Strategic Partnerships team, Pre Sales and Partnership Operations, as well as our Product and Marketing teams to create a value proposition for our customers and partners.

More about what you’ll be doing:  Sales Strategy & Implementation

• Achieve assigned sales goals, successfully manage projects of significant regional partnerships, help improve gross profit and increase positioning/recognition in the market. Success is measured by how many end users were acquired via partnerships.

• Ensure a seamless transition of customer responsibility to the appropriate squad members following successful implementation. 

• Work closely with business leaders to coordinate regional strategies, ensuring the voice of regional markets.

Acquisition & Growth

• Lead the process of acquiring new partners (global or local/regional) in alignment with HQ and regional sales management. Sign new platform integration partnerships and actively manages existing partnerships with a goal to grow, monetize, and expand them according to defined revenue/GP goals. Meet and/or exceed assigned targets for growth through existing Partnerships in your portfolio. 

• Acquire new customers via Partnership management and collaborate with our Account Executives in all the relevant markets where our Partner operates.

Partnership Relationships

• Work with Global Strategic Partnerships team to define a list of regional partnerships to network and grow. Develop and implement effective strategies to provide focus and maximize revenue growth.

• Proactively lead a joint partnership planning process that develops mutual performance objectives, hits financial targets, and achieves critical milestones that enhances a productive partner relationship.

• Develop relationships with local Partners and incorporate other internal team members when needed. Establish productive, professional relationships with key personnel in assigned partner accounts. Develop high value relationships at the executive level with customers and partners.

• Organize Partnership related events and drive similar initiatives/activities that improve our relationship with the partners.

Planning & Forecasting

• Forecast business growth, track and analyze existing relationships with our Partners as well as identify further areas of opportunity for growth. 

• Manage the entire sales cycle and acquire new customers from an assigned set of named prospects via direct sales.

Market Awareness

• Demonstrate market expertise and a deep understanding of customer’s organization to drive customer decisions toward our solutions and products. Provide a consultative, expert approach -- leading with market insight -- providing significant value within the sales engagement process.

• Generate brand/market awareness and development opportunities by delivering subject matter expertise and thought leadership to the market via forums, conferences, panels, and PR activities.

• Provide input to the Partnership Operations and Marketing teams about the vertical they’re covering; organize and define use cases; scale new processes and approach towards vertical to sales teams (either globally or regionally). 

More about you and your qualifications:

• Experience with hunting and nurturing new partners is highly desirable.

• Proven success working with and built strong, established relationships with ISVs, DMAs, VARs, and SIs.

• Experience working in small to medium companies or startup environments; is comfortable wearing multiple hats in previous roles; worked in newly created departments. Ability to work in a matrixed work environment.

• Able to successfully work both strategically and tactically with flexibility in working with less structure; can successfully navigate through and handle complex projects to achieve end goals.

• Skilled at managing partner relationship records and keeping accurate account data using Salesforce.

Why our employees choose us (and stay)?

• Learn as you grow – starting from an onboarding program to internal education, training resources, e-learning, to external education -- we invest heavily in employee learning and development.

• Awesome clients – We serve and partner with most leading mobile operators, OTTs, brands, banks, social networks, aggregators and more. You can look forward to working with the likes of Vodafone, WhatsApp, Uber, and many more.

• Great environment – Team spirit, passion, creativity, persistence, and collaboration are the drivers of our company.

• Connect globally – Work with Bippers, teams, and partners from all over the world. We put the “global” in globalization.

• Opportunity Knocks. Often. – Being a part of a growing company in a growing industry, we challenge you to grow! Whether it’s horizontal, vertical, or angular, we want to support the path that you want to carve.

• Never a dull moment – We work with powerful companies with great impact which pushes us to work on the highest possible level. Work on uncharted challenges and push boundaries daily.

Additional Information

Salary Range: $108,000-$140,000 USD annual base salary (the salary of the finalist selected for this role will be based on a variety of factors, including but not limited to internal equity, job-related knowledge, experience, education, and skillset). This position also has the opportunity for higher earning potential based on a variable compensation plan.

Benefits & Perks: Medical, Dental, and Vision insurance; Basic life insurance; 401(k) plan participation with company match; Short-term and long-term disability insurance; Wellness plan of up to $500/year pro-rated based on hire date; PTO: Accrual of up to twenty-three (23) vacation days per year, accrual of up to nine (9) sick days per year, plus carryover of up to nine (9) sick days annually; Additional leave time for marriage, relocation, bereavement, and other major life events; Twelve (12) weeks of paid parental leave); Participation in employee share ownership plan (ESOP); Fourteen (14) paid holidays annually.

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