Partner Development Manager

Role Purpose

The Partner Development Manager is responsible for developing and scaling i2's North American partner ecosystem to accelerate market reach, expand delivery capacity, increase customer value, and drive revenue growth.

This is a strategic business development role focused on recruiting, onboarding, enabling, and growing high-value partners across the United States and Canada. The successful candidate will build a repeatable partner program that creates organizational leverage and enables the business to scale without proportional increases in internal headcount.

Working closely with Sales, Marketing, Product Management, Professional Services, Customer Success, and Executive Leadership, the role will establish the framework, relationships, and operating model required to maximize partner-generated business impact. This aligns directly with North America's ecosystem-led growth strategy.

Key Responsibilities

• Partner Recruitment & Ecosystem Expansion (25%)
• Develop and expand a strategic partner ecosystem across North America.

Responsibilities

• Identify, recruit, and activate new strategic partners
• Build relationships with system integrators, consulting firms, VARs, technology alliances, and referral partners
• Create and maintain a partner recruitment pipeline
• Evaluate geographic, industry, and capability coverage gaps
• Execute partner recruitment plans aligned with corporate growth objectives

Success Measures

• New partners recruited
• Strategic partner agreements executed
• Ecosystem coverage expansion
• Active partner growth

• Partner Onboarding & Enablement (25%)
• Accelerate partner readiness and productivity through structured onboarding and enablement.

Responsibilities

• 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

Success Measures

• Partner activation rates
• Certifications achieved
• Time-to-productivity
• Partner readiness metrics

• Partner-Sourced Pipeline Development (25%)
• Generate qualified sales opportunities through joint go-to-market activities.

Responsibilities

• 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

Success Measures

• Partner-sourced pipeline
• Qualified opportunities created
• Joint account plans executed
• Opportunity progression rates

• Partner-Influenced Revenue & Engagement (25%)
• Increase partner participation throughout the customer lifecycle.

Responsibilities

• 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

Success Measures

• Partner-influenced revenue
• Partner-assisted renewals
• Expansion opportunities generated
• Partner engagement and health scores

Qualifications

Required

• 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

Preferred

• 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

Travel

• Approximately 25%-40% travel throughout the United States and Canada
• Attendance at partner meetings, industry conferences, customer engagements, and internal planning sessions

Compensation

• Base Salary Range: $140,000-$160,000
• Target OTE: $200,000+
• Recommended Compensation Mix: 75% Base / 25% Variable

Incentive Structure

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.

Why This Role Exists

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