FEQ425R112
The Senior Manager, Partner Strategy & Operations defines the Partner Ecosystem and GTM strategies for SI, Cloud, and ISV channels. This role provides the strategic analysis and operational rigor necessary to scale a high‐growth GTM business. You will partner across Partnerships, Sales, Finance, and Data teams to translate partner performance into actionable insights, resource investments, and long‐range planning models.
This role reports to the Director of Partner Strategy & Operations.
What You'll DoCombine your strategy and operations toolkit with deep data proficiency to lead major partner initiatives including:
Define the Partner GTM Strategy – set strategic choices for the SI, Cloud, and ISV ecosystems;
establish investment frameworks to ensure resources are deployed to the highest‐impact areas.
Trusted Advisor to Partner Leadership – serve as a strategic partner to Partnerships Leadership by defining, tracking, and implementing goals, programs, and strategies;
act as the bridge between executive vision and tactical execution.
Orchestrate Annual & Long‐Range Planning – drive the end‐to‐end planning process for the partner organization, including revenue modeling, investment ROI analysis, headcount forecasting, and capacity setting.
Lead Executive Synthesis & AI Insights – develop and deliver high‐stakes artifacts including Quarterly Business Reviews (QBRs), investment business cases and strategic narratives for Partnerships leadership using a mix of traditional BI and emerging AI tools to provide deeper signal on ecosystem health.
Instrument the Data Foundation – build and oversee the reporting infrastructure;
develop dashboards and key performance indicators (KPIs) to track the health of the business and partner productivity.
Drive Performance Visibility – manage operational cadences and business reviews, providing clear signals on ecosystem health.
Qualifications
7+ years in Strategy & Operations, Management Consulting, FP&A, or Business Operations;
experience in Enterprise/Mid‐Market SaaS preferred.
Executive Presence & Influence: Proven ability to act as a trusted advisor to senior leadership;
comfortable framing complex trade‐offs and navigating ambiguity to drive consensus among VPs and cross‐functional heads.
Strategic Storyteller: Exceptional ability to synthesize complex data sets into a 'so‐what' narrative;
highly skilled in creating compelling executive‐level presentations and board materials that lead to clear decisions.
Data & AI Expert: Advanced proficiency in querying and scoping (SQL, Databricks, BigQuery) and an active interest/proficiency in using AI tools to automate GTM operations and insights.
Process Architect: Ability to envision E2E process changes, document requirements, and guide execution in partnership with technical teams to solve complex organizational needs.
GTM Tooling Proficiency: Direct experience with BI and sales tools including Salesforce, Tableau, and automated reporting repositories.
Stakeholder Management: A track record of building deep, collaborative relationships across global GTM teams (Finance, Sales, Marketing) to ensure the partner strategy is seamlessly integrated.
Success Metrics
Strategic Alignment: Clearly defined partner goals and programs that align with broader GTM objectives and executive priorities.
Planning Accuracy: Signal quality of HC forecasting, capacity assumptions, and long‐range modeling variance.
Leadership Trust: Degree of influence on partner investment decisions and the adoption of recommended GTM pivots.
Ecosystem Productivity: Visibility into and optimization of partner‐driven ROI, revenue contribution, and partner efficiency.
How You Operate
Data‐Driven Rigor: Using high‐fidelity data and SQL‐driven insights to inform every strategic choice.
High‐Stakes Communication: Moving beyond the 'what' of the data to the 'choices' for leadership;
providing crisp, decision‐oriented synthesis.
Strategic Ownership: Taking a first‐principles approach to the partner ecosystem, identifying where to play and how to win.
Collaborative Partnership: A 'service‐first' mindset, bringing all possible expertise to bear on projects through an expansive internal network.
Pay range: $191,000 – $262,550 USD
Benefits: We strive to provide comprehensive benefits and perks that meet the needs of all employees. For specific details on the benefits offered in your region, please visit the benefits portal.
Our Commitment to Diversity and InclusionWe are committed to fostering a diverse and inclusive culture where everyone can excel. Hiring practices are inclusive and meet equal employment opportunity standards. Employment is without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio‐economic status, veteran status, and other protected characteristics.
ComplianceIf access to export‐controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
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