Partner Development Manager (OEM/ISV Portfolio)

Team Description

Pendo is actively investing in our Partner Ecosystem.  In order to accelerate our growth, we are looking for a highly motivated individual, with a strong sense of urgency for the identification and qualification of prospective high-performing OEM Partners, as well as the partner acquisition, activation, and ongoing management of these force multiplier relationships.

If you are passionate about your craft in identifying and enabling strategic OEM/ISV partners, then this is the ideal role for you. We support partners that span multiple industries including: Fintech, Digital Banking, Procurement, HR, Field Services, and Education, just to name a few. Our partners white label Pendo’s software experience management (SXM) features, as a part of their core platform to their customers:  accelerating TTV and adoption, churn prevention and as a meaningful monetization strategy. 

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

Role Responsibilities 

As a Partner Development Manager, OEM/ISV Portfolio supporting our OEM Program, you will be responsible for building and tracking against the annual business plan to support and drive your partner’s revenue growth goals. We look for team members who are intellectually curious self-starters, with the confidence to establish strategic frameworks and enablement programs for their partners’ sales orgs. You will be surrounded by a team of smart, inspiring individuals and will receive cross-org support from each department & C-Suite. We also want to learn from you, so if you have an entrepreneurial mindset, we hope you will immediately apply.  The primary responsibilities of this role:

• Identify and qualify prospective partners against our Ideal Partner Profile and drive partner acquisition from prospecting to close 
• Build, manage and execute strategic go to market and sales execution plans with your named partners, resulting in 75%+ attach rate
• Learn and demonstrate the value and metrics-driven outcomes from the Pendo Platform for partners and partner’s end-customers 
• Uncover and navigate partner’s complex organizational challenges, influence and act as a key change agent for those orgs to proactively select Pendo as their strategic, GTM solution
• Pipeline management and reporting in relevant CRM system
• Work closely with our Partner Enablement Management team to grow partnerships into top tier relationships that drive over seven figures in ARR per partner, per year
• Establish deep, long-term and cross-org relationships with your partners, including but limited to multi-threading with: executives, partner teams, sales teams, marketing teams, pro services, customer success and product teams to drive revenue for the partner and for Pendo 
• Build revenue share models and negotiate contracts and renewals that are beneficial to all parties

Minimum Qualifications 

• Minimum of 7 years experience in partner development, strategic alliances, partner management or business development preferably within a SaaS platform
• Demonstrate a consistent track record achieving or exceeding pipeline growth and annual recurring revenue goals
• Possess an understanding of SaaS pricing, licensing and financial metrics
• Proven success structuring and negotiating complex OEM partnerships terms  
• Strong data analysis and performance tracking skills
• Excellent verbal and written skills, plus strong affinity for learning new technology and the ability to clearly articulate the value of a technology platform (business & technical acumen)
• Aptitude to educate revenue organizations and experience with building and delivering partnership value proposition and return on investment presentations
• 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 experience and engagement within the SaaS ISV ecosystem
• Entrepreneurial mindset
• Executive-level gravitas & experience brokering executive-level relationships

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) 

Remote - USD $212,000 - USD $265,000

Raleigh, NC - USD $212,000 - USD $265,000

New York City, NY - USD $212,000 - USD $265,000

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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