Partner Success Director at Jitterbit (Remote)

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Company Description

Jitterbit is a market-leading EiPaaS (Enterprise Integration Platform as a Service) company, headquartered in Alameda, CA. We have a passion for working with our customers, our partners, and our employees towards success. The people who engage with us “Love Jitterbit!”

At Jitterbit, our mission is to make apps do more for the people who use them every day. We make this possible with solutions that democratize integration, making it fast, easy, and cost-effective to seamlessly connect your data, apps, and devices.

All of our solutions are available on Jitterbit Harmony, the world's fastest cloud integration platform.

The Partner Success Director (PSD) is well organized and can track/progress several partner programs and projects in parallel. They have the ability to define and work across all functions , including Jitterbit and Partner executives, products, marketing, training, sales, professional services, and support when coordinating key activities for the success of the Partner Journey. This includes engaging with partners initially from “kick-off” and on-boarding, defining process and collaboration with each partner a Go-To-Market & Enablement plan (“GTM Plan”) managing both Jitterbit and partner’s satisfaction, planning and managing partner enablement, conducting operational reviews, and escalating issues when necessary. The PSD greatest skills are having the ability to define and gain the trust of Partners and internal team members alike, defining an approach or a proposal to achieve specific business and technical objectives, drive toward an outcome through collaboration with multiple cross-functional parties, and develop strong relationships internally and externally through these engagements.

Job Description

The environment within Jitterbit’s Partner team is fast-paced. The spotlight shines brightly on the PSD reflecting. PSD achievements are visible to the executive team and the Jitterbit Board of Directors. The PSD organizes and manages resources from multiple groups, in agreement with respective managers of these resources. This requires PSDs to succinctly and accurately outline the situation, prioritize next steps, and mobilize team members to execute. A strong predictor of PSD success is the ability to coordinate the activities with multiple internal and external constituents. He/she must influence and focus others by outlining the business situation within his/her Partners, and leading cross-functional efforts to achieve Jitterbit and the Partner’s mutually agreed upon business and technical objectives.

Qualifications

Performance Objectives

  1. Learn Jitterbit processes and tools: During the first 60 days learn and start using Jitterbit’s process to engage with Partners and internal stakeholders & constituents. Including other activities such as: how to prep and conduct a Partner On-Boarding Kickoff, review what a partner has licensed and how the platform is used; document where Partners are in their journeys; assess risk and define mitigation plans when necessary; and prepare, drive, & negotiate renewals;

  2. Learn key elements of the Partner journey: Engage with Jitterbit Partner leadership to understand critical elements of the Partner journey including: the different types of Partner relationships (Referral, Influence, Fulfill, Resell, OEM, MSP, etc.), joint Jitterbit/Partner business objectives, determining the partner organizations hierarchy and decision-making processes, identifying technical enablement requirements and plans, definition Solutions “use-cases” relevant to the Partner, defining a regular cadence of communications including agreed upon agenda and metrics to be reviewed, etc.;

  3. Manage a portfolio of Jitterbit Partners: Once GTM plans are established, drive Jitterbit involved departments and the Partner teams to success. Execute ensuring Partners are enabled, scheduled activities are executed, and that desired Partner outcomes are achieved including Jitterbit and Partner ROI metrics. Execute regular touch points with the Partner as appropriate to ensure continued positive experience and value obtainment for both Jitterbit and Partners.

  4. Review and understand the contractual agreements in place: Drill down into the specifics of the different agreements executed over the years with Partners, extract & communicate what was agreed upon and compare to what is being used. As the relationship expands, present a coherent proposition aligned with Jitterbit & Partners’ needs and capture what is agreed upon into contractual documents;

  5. Collaborate with multiple parties: Run regular cadences to capture and communicate effectively with other Jitterbit teams in a virtual environment. Teams include partners, technical support, operations, engineering, marketing, sales, executives, and finance to fulfill partner expectations. Being accountable for activities related to driving toward Partners’ success and holding others accountable to ensure deliverables are provided in a timely manner;

  6. Command of Jitterbit Partner Value Messaging: Learn and be able to explain what Jitterbit does within a month of new features being released. Master professionally communicating the Jitterbit Partner value proposition to executive audiences. Share this info with Partners to align how Jitterbit’s technology and partner program can help them reach their business objectives faster, more efficiently, and with less risk. Uncover new initiatives where Jitterbit can help the Partner be more effective in their market. Understand what Jitterbit offers, how it is used at existing Partners and how it could be used by his/her Partners;

  7. Document & communicate Partner’s status: Document where each Partner is in their enablement and Partner Success journey including: fully documented Partner GTM and Enablement plan with status of critical Partner journey milestones including next steps, status and disposition towards Jitterbit of key Partner stakeholders, potential risks, the overall health of Partnership including KPIs jointly established with Partner. Identify Partners who are candidate for marketing/sales engagement - Case Studies, Analyst Reviews, References, etc.;

  8. Manage Escalations: Ensure that the Jitterbit organization efficiently removes impediments to the Partner’s success and the Jitterbit teams are aligned with business or technical priorities of our Partners. Manage the internal and client-facing communications - including escalations to leadership when necessary - to ensure that strategic partner relationships are progressing as planned;

  9. Assist in defining & executing the renewal and expansion strategy for Partner accounts: Work collaboratively with Partner Account Managers (PAMs) to help define and execute the strategy around an account. Research key partners initiatives to better understand their priorities and how Jitterbit can make a difference in their quest for success.

Additional Information

A successful Partner Success Director will benefit considerably from at least 5-10 years in strategic partner and/or customer facing roles where he or she has had to organize and collaborate with multiple organizations and parties to achieve success. A successful PSD will be able to identify opportunities and risks across a portfolio of Partner accounts and prioritize them appropriately. The PSD will be able to efficiently escalate to senior management including succinctly presenting issues and alternatives. The PSD must be able to lead Jitterbit and Partner personnel including hold them accountable for commitments. The PSD must manifest Jitterbit’s core values daily with a particular focus on Integrity, Empowerment, Accountability, and Relationships.

Location:

  • This is a remote position.
  • You are required to be located in the continental United States or Canada.
  • You must have a great Internet connection and an appropriate workspace.

More Information on Jitterbit
Jitterbit operates in the Software industry. The company is located in Alameda, CA. Jitterbit was founded in 2004. It has 216 total employees. It offers perks and benefits such as Flexible Spending Account (FSA), Disability Insurance, Dental Benefits, Vision Benefits, Health Insurance Benefits and Life Insurance. To see all 3 open jobs at Jitterbit, click here.
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