About This Role
<p>The Partner Development Manager is responsible for developing and scaling i2's North American partner ecosystem to accelerate market reach, expand delivery capacity, increase customer value, and drive revenue growth.</p><p></p><h2>This is a remote position - United States and Canada</h2><p></p><p>This is a strategic business development role focuses on recruiting, onboarding, enabling, and growing high-value partners across the United States and Canada. The successful candidate will build a repeatable partner program that creates organizational leverage and enables the business to scale without proportional increases in internal headcount.</p><p></p><p>Working closely with Sales, Marketing, Product Management, Professional Services, Customer Success, and Executive Leadership, the role will establish the framework, relationships, and operating model required to maximize partner-generated business impact. This aligns directly with North America's ecosystem-led growth strategy.</p><p></p><h1>Key Responsibilities</h1><h2>Partner Recruitment & Ecosystem Expansion (25%)</h2><p>Develop and expand a strategic partner ecosystem across North America.</p><p></p><p>Responsibilities:</p><ul><li><p>Identify, recruit, and activate new strategic partners</p></li><li><p>Build relationships with system integrators, consulting firms, VARs, technology alliances, and referral partners</p></li><li><p>Create and maintain a partner recruitment pipeline</p></li><li><p>Evaluate geographic, industry, and capability coverage gaps</p></li><li><p>Execute partner recruitment plans aligned with corporate growth objectives</p></li></ul><p></p><p>Success Measures:</p><ul><li><p>New partners recruited</p></li><li><p>Strategic partner agreements executed</p></li><li><p>Ecosystem coverage expansion</p></li><li><p>Active partner growth</p></li></ul><p></p><h2>Partner Onboarding & Enablement (25%)</h2><p>Accelerate partner readiness and productivity through structured onboarding and enablement.</p><p></p><p>Responsibilities:</p><ul><li><p>Develop and execute partner onboarding programs</p></li><li><p>Coordinate training and certification initiatives</p></li><li><p>Create partner enablement content and resources</p></li><li><p>Ensure partner understanding of i2 solutions, value propositions, and target markets</p></li><li><p>Establish partner success milestones</p></li></ul><p></p><p>Success Measures:</p><ul><li><p>Partner activation rates</p></li><li><p>Certifications achieved</p></li><li><p>Time-to-productivity</p></li><li><p>Partner readiness metrics</p></li></ul><p></p><h2>Partner-Sourced Pipeline Development (25%)</h2><p>Generate qualified sales opportunities through joint go-to-market activities.</p><p></p><p>Responsibilities:</p><ul><li><p>Develop joint business plans with strategic partners</p></li><li><p>Execute co-sell initiatives with sales teams</p></li><li><p>Drive partner-led demand generation activities</p></li><li><p>Support account planning and deal registration programs</p></li><li><p>Assist partners in identifying and qualifying opportunities</p></li></ul><p></p><p>Success Measures:</p><ul><li><p>Partner-sourced pipeline</p></li><li><p>Qualified opportunities created</p></li><li><p>Joint account plans executed</p></li><li><p>Opportunity progression rates</p></li></ul><p></p><h2>Partner-Influenced Revenue & Engagement (25%)</h2><p>Increase partner participation throughout the customer lifecycle.</p><p></p><p>Responsibilities:</p><ul><li><p>Conduct regular Partner Business Reviews</p></li><li><p>Build partner growth plans</p></li><li><p>Increase partner involvement in customer success initiatives</p></li><li><p>Support retention and expansion strategies</p></li><li><p>Monitor partner performance and optimize engagement</p></li></ul><p></p><p>Success Measures:</p><ul><li><p>Partner-influenced revenue</p></li><li><p>Partner-assisted renewals</p></li><li><p>Expansion opportunities generated</p></li><li><p>Partner engagement and health scores</p></li></ul><p></p><h1>Qualifications</h1><p>Required</p><ul><li><p>5+ years of experience in Partner Development, Channel Sales, Alliances, Business Development, or Ecosystem Growth</p></li><li><p>Proven success recruiting and developing strategic partners</p></li><li><p>Experience building partner programs, onboarding frameworks, or enablement initiatives</p></li><li><p>Demonstrated ability to influence executive-level stakeholders</p></li><li><p>Strong relationship-building, presentation, and communication skills</p></li><li><p>Ability to work cross-functionally across Sales, Marketing, Product, Professional Services, and Customer Success</p></li></ul><p>Preferred</p><ul><li><p>Enterprise software or SaaS experience</p></li><li><p>Public safety, intelligence, investigative analytics, cybersecurity, or government technology experience</p></li><li><p>Experience working with system integrators, consulting firms, and strategic alliances</p></li><li><p>Experience building partner programs from the ground up</p></li></ul><p>Travel</p><ul><li><p>Approximately 25%-40% travel throughout the United States and Canada</p></li><li><p>Attendance at partner meetings, industry conferences, customer engagements, and internal planning sessions</p></li></ul><p></p><p>Compensation</p><p><b>Base Salary Range:</b> $125,000 - $135,000</p><p><b>Target OTE:</b> $175,000 - $200,000+</p><p></p>