Sr. Partner Development Manager

Who is Return Path?

Return Path is the expert in deliverability. Every day, our customers trust our data and insights to help them optimize their email marketing. Partnered with best-in-class email service providers, we help marketers take their email programs to the next level by driving more response and increasing revenue.

At Return Path, we know email.

Through the Return Path Data Exchange, we’ve brought together the world’s most comprehensive source of data from the email ecosystem. We partner with more than 70 providers of mailbox and security solutions, covering 2.5 billion inboxes—approximately 70 percent of the worldwide total. Also feeding into this data platform is our consumer network of more than 2 million consumers and purchase receipts from 5,000 retailers around the world, delivering unparalleled insight into purchase behavior, brand affinity, and consumer preferences.

Once you’re an employee here, this is a place where you’ll be challenged, inspired, rewarded, and transformed.

What does it take to be successful in this role:

This role may be a fit for you are adept at building relationships both internally and with our partners – understanding the partner ecosystem, driving change with a desire to bring innovation to marketers, and effectively leveraging the power of our partner ecosystem better serve the needs of our clients. You love to build and innovate and are a self-starter that is not afraid to blaze a trail and take our partner ecosystem in new directions.

Role Expectations:

• Initiate and build relationships with a new global partners with the potential to drive meaningful business objectives
• Align internal stakeholders and sales leadership team with the partner go to market strategy for EMEA
• Serve as the primary liaison for the US partner team ensuring global coordination and communication regarding global partner initiatives
• Negotiate contracts with new and existing partnerships with an eye toward innovation and development of new and better business practice
• Work closely with our partners to establish trust and predictability for our mutual business ventures
• Establish rules of engagement for partners, collaborate on partner program requirements and benefits, and legal terms and agreements
• Collaborate with our marketing team to create a new value proposition around our joint solutions with partners
• Work closely with our services team to craft and activate any necessary services solutions to support our partner relationships
• Collaborate with our product management team to define product requirements for platform extensibility allowing integration for our partners
• Work with our field sales teams and distribution organizations to bring new partner solutions to market and enable the team to effectively collaborate with our partners
• 70/30% in the office vs. travel.

Goals Accountability:

• Manage a book of local European partner companies
o Internal use: Continue the efforts of upselling and/or restructuring these deals
o Reseller/Referral: Continue to optimize what structure is most ideal for both parties
o Ensure a working healthy partner-driven lead flow that generates $X00k in top line revenue
• Prospect new local European partners in our key markets
• Manages a book of global partner companies
o Ensure a working healthy partner-driven lead flow that generates $X00k in top line revenue
o Liaison on behalf of our US counterparts during negotiations

Skills:

• Strong knowledge and understanding of the broader marketing technology ecosystem and how Return Path can add value.
• Ability to connect a customer’s business needs with a solution or partner integration that Return Path can bring to the market.
• Plan, prospect, negotiate, and execute new partnerships.
• Ability to drive and manage change throughout the organization.
• Understanding of how to bring solutions to market and enable senior sales people to introduce the solutions into a sales process.
• Excellent communication skills. Ability to communicate effectively with partners over the phone, in person and electronically.
• Write effective proposals and business cases, which address the needs of the prospects and outline a profitable solution for both technology partners and Return Path.
• High degree of competency in Salesforce.com.
• Fluency in French and/or German is a plus

In addition to the above, you must be a good fit at Return Path. To be successful here, you must demonstrate Personal/Professional Growth, Professionalism, Collaboration, Self-Driven, Execution, and Strategic Thinking; have a Positive Impact and a great sense of humor.


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