Partnerships Strategy & Operations

Responsibilities

• Partner Lifecycle & Process Management
• Design, build, and maintain end-to-end processes for the partner journey, including onboarding, deal registration, lead and referral routing, co-sell workflows, and payout or commission handling. Make these processes consistent, automated, and easy to adopt.
• Strategic Partnership to Leadership
• Act as a trusted advisor to Partnerships leadership, providing performance reporting, capacity and territory planning input, partner segmentation, and recommendations on program structure and incentives.
• Partner Attribution & Pipeline Visibility: Define and maintain how we track partner-sourced, partner-influenced, and co-sell pipeline and revenue across Salesforce and our data stack. Make sure partner contribution is accurately attributed and trusted by Sales, Finance, and leadership.
• Reporting & Analytics
• Own dashboards, reports, and KPIs for partner performance, such as pipeline generation, win rates, sales cycle, partner ROI, and tier or segment health. Turn the data into insights that guide where we invest.
• Partner Program & Incentive Operations
• Support the design, modeling, and rollout of partner programs, including tiering, rebates, referral fees, and MDF. Work with Finance and Legal to ensure accuracy and compliance.
• Cross-Functional Collaboration: Align Sales, Account Management, Marketing, Finance, and Product on how partner deals are handled, from account mapping and conflict resolution to handoffs and renewals.

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