Director, Solution Partners (Partner Ecosystem)

Team Description

Pendo is actively investing in our Partner Ecosystem.  In order to accelerate our growth, we are looking for a highly motivated leader responsible for executing against a comprehensive strategic plan focused on Pendo’s solution partnerships, specifically channel sales with GSIs, Advisory/Consulting firms, Tier 2 SIs, MSPs, BPOs, Dev Shops and Agencies.

The Pendo Partner team is a group of dynamic individuals who are passionate about the Pendo Platform, People (Pendozers) and their Partners!   This role is scoped for high performing individuals who are  entrepreneurial, highly collaborative, thoughtful and accountable for producing results. 

Role Responsibilities 

This individual will:  build and maintain strong relationships with its primary stakeholders and cross-org collaborators;  hire and manage exceptional PDMs; engage, acquire, enable and activate high-performing channel sales and implementation partners to increase month-over-month revenue contribution; and oversee the successful onboarding and enablement of a Pendo bench of consultants to expand our services & delivery reach. This person will be responsible for developing and executing against joint business plans, with established objectives and key results for each partner – which includes qualitative metrics (joint sales collateral, GTM campaigns, Case Studies) and quantitative metrics, such as pipeline, revenue and bench of certified consultants.

Partner Identification and Acquisition:

• Research, identify and engage with prospective channel partners
• Evaluate the strategic fit, compatibility, and business potential of prospective partners to align with Pendo’s Ideal Partner Profile (IPP)
• Conduct due diligence and negotiate partnership agreements that protect the company's interests while fostering collaborative, high performing relationships. 

  Partner Management & Relationship Building:

• Manage and nurture relationships with partners, serving as the primary point of contact and advocating for their interests within the organization. 
• Facilitate regular communication, coordinate joint activities, and ensure alignment on shared goals and objectives. 
• Collaborate with internal stakeholders, including sales, marketing, and services teams, to ensure executive sponsorship, engagement enablement models and joint GTM opportunities are realized
• Drive peer-to-peer mapping and collaboration across our respective organizations to optimize engagement and results

Joint Go-to-Market Strategy and Execution:

• Develop and execute joint go-to-market strategies with partners, including co-marketing campaigns, sales enablement programs, and joint customer engagements with applicable internal stakeholders 
• Collaborate with partners to identify and pursue new business opportunities (“better together” initiatives), leveraging each other's strengths and capabilities. 
• Drive channel sales and co-marketing initiatives with partners to build pipeline and influenced revenue. 

Partner Performance Management:

• Establish and monitor key performance indicators (KPIs) to measure the success of partner relationships and joint initiatives, including channel sales revenue and pipeline metrics. 
• Analyze partnership performance data, identify areas for improvement, and implement corrective actions or adjustments as needed. 
• Provide regular updates and reports to internal stakeholders on partner performance and strategic activities. 
• Accountable for tracking and monitoring potential churn risk and engage all internal and external stakeholders to mitigate and retain ( potentially expand) our mutual clients

Growth Strategies and Revenue Generation:

• Identify and pursue revenue-generating opportunities through strategic partnerships, such as enabling partners to assume CAC, driving co-marketing opportunities, and supporting partner-build of their bench. 
• Collaborate with the sales team to drive partner-influenced pipeline and revenue growth. 
• Represent the company at relevant industry events, conferences, and partner meetings to promote channel partners and foster new relationships. 

Minimum Qualifications 

• Bachelor's degree in related field
• Minimum of 10 years experience in channel sales leadership roles                                              
• Proven track record in establishing, managing and exceeding quota with a successful channel sales program to drive pipeline growth and annual recurring revenue goals. 
• Demonstrated leadership in building and managing a team of high-performing channel sales managers, as well as contributing to Pendo’s growth as a roll-up your sleeves IC
• Excellent communication, negotiation, and interpersonal skills, with the ability to establish and maintain strong relationships with partners and internal stakeholders. 
• Entrepreneurial mindset and experience in identifying and capitalizing on growth strategies
• Strong analytical skills and the ability to interpret and present the key metrics associated with your partner’s performance
• Proficiency in relevant technology stack, such as CRM systems and BI/Analytics solutions. 
• Willingness to travel as needed to attend internal meetings, partner meetings, industry events, and conferences. 

Preferred Qualifications 

• Prior managerial experience driving successful results with Solution Partners supporting Digital Transformation, Workforce Experience, Strategy & Analytics, Organizational Transformation, Enterprise Technology & Performance, Emerging Technology, and/or Managed Services Practice
• Prior experience with Pendo is a plus, yet not required

Pendo Description:

Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success.  Our mission is to improve society's experience with software.

Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun.

EEOC

We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.

Accessibility

Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require accommodation(s) for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

Compensation 

Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

The expected OTE salary range for this role in the following locations is:

(OTE with a Split of 65/35) 

San Francisco Bay Area, CA - $284,000 - $355,000

New York City, NY - $284,000 - $355,000

Raleigh, NC - $284,000 - $355,000

Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.

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Salary : $284,000 - $355,000