Partner Development Manager

Accelerate partner readiness and productivity through structured onboarding and enablement.

Develop and execute partner onboarding programs

Coordinate training and certification initiatives

Create partner enablement content and resources

Ensure partner understanding of i2 solutions, value propositions, and target markets

Establish partner success milestones

Partner activation rates

Certifications achieved

Time-to-productivity

Partner readiness metrics

Generate qualified sales opportunities through joint go-to-market activities.

Develop joint business plans with strategic partners

Execute co-sell initiatives with sales teams

Drive partner-led demand generation activities

Support account planning and deal registration programs

Assist partners in identifying and qualifying opportunities

Partner-sourced pipeline

Qualified opportunities created

Joint account plans executed

Opportunity progression rates

Increase partner participation throughout the customer lifecycle.

Conduct regular Partner Business Reviews

Build partner growth plans

Increase partner involvement in customer success initiatives

Support retention and expansion strategies

Monitor partner performance and optimize engagement

Partner-influenced revenue

Partner-assisted renewals

Expansion opportunities generated

Partner engagement and health scores

5+ years of experience in Partner Development, Channel Sales, Alliances, Business Development, or Ecosystem Growth

Proven success recruiting and developing strategic partners

Experience building partner programs, onboarding frameworks, or enablement initiatives

Demonstrated ability to influence executive-level stakeholders

Strong relationship-building, presentation, and communication skills

Ability to work cross-functionally across Sales, Marketing, Product, Professional Services, and Customer Success

Enterprise software or SaaS experience

Public safety, intelligence, investigative analytics, cybersecurity, or government technology experience

Experience working with system integrators, consulting firms, and strategic alliances

Experience building partner programs from the ground up

Approximately 25%-40% travel throughout the United States and Canada

Attendance at partner meetings, industry conferences, customer engagements, and internal planning sessions

The variable component will be equally weighted across four strategic objectives:

25% Partner Recruitment & Ecosystem Expansion

25% Partner Onboarding & Enablement

25% Partner-Sourced Pipeline Development

25% Partner-Influenced Revenue & Engagement

This structure aligns compensation with the activities required to successfully establish and scale a high-performing North American ecosystem.

North America's growth strategy is focused on creating organizational leverage through ecosystem development rather than proportional increases in internal headcount. Strategic partners increase delivery capacity, expand market reach, accelerate customer value realization, and create incremental pipeline opportunities.

The Partner Development Manager will be responsible for building the partner ecosystem that enables this strategy to scale and become a repeatable growth engine for the business