Director of Product Alliances

About Leanplum

Leanplum is the mobile marketing platform built for engagement. Brands rely on Leanplum to help them orchestrate multi-channel campaigns - from messaging to the in-app experience - all from a single, integrated platform. Global brands such as Tinder, Grab, Tesco, and Zynga turn to Leanplum to accelerate growth and build long-term customer relationships. Founded in 2012, Leanplum is based in San Francisco, with offices across North America, Europe, and Asia. Leanplum has received more than $93 million in funding from Norwest Venture Partners, Canaan Partners, Kleiner Perkins Caufield & Byers, and Shasta Ventures. Leanplum has been named to Business Insider's Most Valuable Enterprise Startups and SF Business Times' Best Places to Work. Learn more at www.leanplum.com.

About the Role

Leanplum is looking for a talented, proven leader and team player with great initiative, strategic mindset and experience to fill a key leadership role on its Business Development & Alliances team. The Director of Product Alliances will be responsible for designing, building and managing the development and support for a technical ecosystem and 3rd party software integrations globally. Working closely with cross-functional leadership across the company, this individual will create and execute business strategies with these partners to expand Leanplum’s enterprise software interoperability, market reach, and help deliver customer success. The role requires an individual with the experience, communication skills, and energy to operate in a wide spectrum of situations. This position will report to the Sr. Vice President of BD & Alliances.

About You

  • 10+ years of business experience; 5+ years of BD and/or channel partner management experience; 2+ years of product, marketing and/or enterprise technology strategy consulting experience
  • Experience and knowledge of the high tech/software industry
  • Successful track record executing partnerships with technology companies
  • Experience
  • Management of senior level relationships and developing high-value business relationships with complimentary software companies
  • Familiarity and experience with SaaS platforms, and cloud strategies
  • Experience working with large enterprise software partners
  • Knowledge of marketing software industry
  • Partner Growth
  • Proven ability to manage partner pipeline growth
  • Strong business acumen with ability to understand technology and value proposition analysis
  • Ability to develop a partner relationship strategy and institute a PRM system, including the creation of a client facing product exchange
  • Internal Interactions
  • Managerial/leadership experience
  • Proven ability to collaborate effectively with a cross-functional teams to align and coordinate internal resources
  • Must exhibit leadership qualities that inspire teamwork and trust
  • Ability to succeed in a fast paced, multifaceted environment
  • Personal Attributes
  • Strategic planning abilities with strong problem solving skills
  • Self-motivated individual, with strong work ethic, and exceptional follow up skills
  • Extraordinary people skills and charisma
  • Excellent verbal, written and interpersonal communication skills
  • Proven ability to develop and deliver compelling presentations, and comfort in public speaking
  • Education
  • BA/BS degree; MBA helpful

Responsibilities

  • Strategic
  • Responsible for the development of the overall technical partnership strategy for the company and the mechanics necessary to support an ecosystem at scale
  • Personally execute on activities, and eventually lead a team, to carry out the activities required to realize the success of the strategic plan
  • Will work with the SVP, product strategy team and the executive leadership team to prioritize relationships strategic to the company
  • Help the product strategy and product management team define and drive the future direction of Leanplum product & market strategy
  • Partner Development
  • Manage a cross-departmental project to map the entire prospective partner ecosystem
  • Define an ecosystem model across the entire customer value chain, in all relevant client industries
  • Actively drive target partner identification and engagement across all ecosystem segments
  • Structure relationship processes and negotiate a portfolio of technical partners and integrations
  • Define requirements for complete technical partner support
  • Manage the process for day-to-day management of entire technical ecosystem and its supporting functions
  • Manage existing partnerships and develop go-to-market plans (GTM execution done by different team)
  • Contribute to the Partner Relationship Management strategy, and PRM software system, including a publicly facing marketplace exchange
  • Technical management
  • Work with product management and engineering teams to drive technical elements
  • Project manage the entire integration process from the application & integration development, all the way through to QA and release
  • Marketing
  • Work with the marketing team in the development of ultra-professional, enterprise-quality marketing & selling materials, white papers, case studies, sales battlecards and other important marketing support elements.
  • Develop training support, API/SDK documentation, and a partner knowledge base
  • Help drive thought leadership in the marketplace and act as spokesperson for the company
  • Represent the company at industry conferences and networking events as required
  • Enablement
  • Develop GTM process for key partners, to be handed off to the GTM Alliance team
  • Drive QBRs for each key partnership and a scaled review approach for all other partners
  • Work with marketing to develop and execute alliance marketing plans to raise internal and external awareness of the ecosystem portfolio
  • Track KPIs on initiatives across internal sales and account mgt teams, and external solution partners
  • Manage internal cross-functional initiatives to ensure appropriate resources are applied to partnership execution
  • Team Management
  • Eventually manage a team of managers and account managers who will be scaled up to support the ecosystem infrastructure

Benefits

  • Competitive Salaries
  • Health, vision, and dental insurance
  • Flexible vacation
  • Peer bonuses
  • Delicious and healthy lunches
  • TGIF happy hours
  • Ping pong, darts, and foosball
  • Puppies galore

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