Sr. Partner Development Manager

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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