Partner Business Development Manager (Professional Services) at Outreach

| Seattle
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The Role 

Outreach understands the value of partnerships - a SaaS organization can’t be successful without them! In this role, the Partner Business Development Manager (Professional Services, Delivery/Implementation) will be responsible for developing and nurturing a portfolio of third party, consulting partners across the global partner ecosystem. The Partner Development Manager is a pivotal member of our partnership team, responsible for recruiting, developing and managing all activities related to acquiring new partnerships. This role requires a creative combination of skills including channel go-to-market strategy, communications, data analytics as well as developing marketing strategies and helping to further our entire partner ecosystem. This individual will work alongside the Sales, PS, Success and Marketing organizations to grow sales and services revenue, acquire net-new accounts, and promote PS/Consulting offerings. The ideal candidate comes from a strong background in SaaS, sales, and/or partnership development. As the successful candidate, you will have a strong business development and “builder” mindset - someone that will build partnerships and programs, deploy marketing strategies and drive joint sales.

The Partner Business Development Manager will work with Marketing, Success, Enablement, Presales (Sales Engineering), and Post Sales (Professional Services, Customer Support, Training) to build joint GTM and partner marketing strategies in order to secure and scale the global service partner ecosystem.

*This role can be remote


About The Team

The Professional Services organization is the delivery/implementation engine within the post-sales world here at Outreach. Within Professional Services, the Partnerships team is a core component of what makes Outreach the unicorn company that it is today! It’s vital that our partners operate as an extension of who Outreach is to the market, and our Partner team ensures that this happens everyday. We focus on driving scalability and reliability through these global service partners, by enabling and educating them on the Outreach product. Even more importantly, however, we align them to the Outreach vision. Our customers depend on our partners to implement our solution and services with top notch expertise, education, empathy, and execution - with every engagement. We can’t grow without partners and this is proven everyday - our partners' mission becomes our purpose when it drives our vision.

Your Daily Adventures Will Include:

  • Own and develop the sales, partnership and marketing relationships with Consulting partners, including developing and executing joint business plans, defining and driving success metrics and serving as subject-matter expert on GTM topics
  • Build and execute partner GTM programs with partners, such as sales funding and incentives and marketing programs
  • Own the sales execution with Consulting partnerships, including training our respective sales teams, driving joint lead generation from end to end - from lead identification to deal closure, and expanding our customer footprint with Consulting partnerships
  • Manage recruitment and business development efforts to identify and establish relationships with new consulting partners
  • Build and optimize partner recruiting processes, strategies and develop best practices
  • Perform marketing activities to promote the partner programs across ecosystem
  • Develop and own strategic marketing partnership roadmap to continue to scale and accelerate the consulting partners line of business
  • Monitor, analyze, and report out on conversion funnels and new logo acquisition performance on a weekly/monthly basis
  • Work with Partner Managers to establish whiteglove onboarding experience and strategic re-engagement plan
  • Assist in new vertical GTM strategy by owning new partner acquisition
  • Work cross-functionally to drive success with internal team – Sales, PS, Success, Legal, and Marketing
  • Proven track record of taking ownership and collaborating across teams to achieve outcomes
  • Create a systematic, process-driven approach to partner outreach and relationship management
  • Champion and manage new projects to create stronger partnerships
  • Deliver a great experience to our partners when working with our organization - you will represent our brand and be our partners’ liaison internally
  • Negotiate and finalize partnerships in accordance with company’s contract guidelines and policies
  • Conduct timely partner QBR to ensure quality of the relationship
  • Contribute to defining and refining the initiatives, methodologies, assets, and programs within Partnership Ecosystem

Basic Qualifications:

  • 5+ years of partner, sales and/or business development experience in technology or Saas services organizations
  • Successful track record of developing and growing strategic partnerships and/or sales relationships
  • Demonstrated ability to negotiate partnership and sales deals, positively influencing the outcome
  • Strong operations and process skills
  • Strong written and verbal communication skills
  • Sound business judgment, proven ability to influence others, strong analytical skills
  • Willingness to travel; travel could eventually be up to 25% of the time
  • Excellent organizational and time management skills, and the ability to manage a high volume of partnership (15-20 at a time) and aligning them to internal business outcomes 
  • Experience building trust and developing partner relationships while being remote
  • Ability to maintain a positive attitude, especially in escalated circumstances
  • Proven self-starter and able to come up to speed on complex, difficult concepts with minimal assistance
  • You embody our core values. We are hungry craftspeople, we have grit, we are honest, we take ownership, we have each other’s back no matter what, we’re one with our customers, and we find strength in diversity and inclusion

Why You’ll Love It Here

• Generous medical, dental, and vision coverage for full-time employees and their dependents
• Flexible time off
• 401k to help you save for the future
• Company-organized and personal paid volunteer days to support the community that supports us
• Fun company and team outings (or virtual events these days!) because we play just as hard as we work
• Diversity and inclusion programs that promote employee resource groups like OWN (Outreach Women's Network), AAPI, Rainbow (LGBTQIA+), Gender+, LatinX, Black Excellence, Disability Community, and Veterans
• A parental leave program that includes not just extended time off but options for a paid night nurse, food delivery, gradual return to work, and the Gottman Institute's Bringing Home Baby course for new parents
• Employee referral bonuses to encourage the addition of great new people to the team
• Plus, unlimited snacks and beverages in our kitchen (once we're back in the office, that is!)
• We’re an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status

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Technology we use

  • Engineering
    • GolangLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RubyLanguages
    • Elixir Languages
    • ReactLibraries
    • ReduxLibraries
    • HadoopFrameworks
    • Node.jsFrameworks
    • Ruby on RailsFrameworks
    • SparkFrameworks
    • MySQLDatabases
    • RedisDatabases

Location

Our Lower Queen Anne office is located along the beautiful Elliott Bay waterfront north of Belltown, near Myrtle Edwards Park.

What are Outreach Perks + Benefits

Outreach Benefits Overview

At Outreach, we believe in taking care of our employees as whole people, and our benefits and perks reflect that value. We offer benefits and perks such as flexible time off, a 401k to help save for the future, employee resource groups, and Diversity, Equity, and Inclusion trainings. Our wellness benefits include a generous medical, dental, and vision package for full-time employees and their dependents, access to our EAP (Employee Assistance Program), mental health supports, and FSA and DCFSA options. For new parents, we offer a parental leave program that includes not just extended time off but options for a paid night nurse, food delivery, gradual return to work, and the Gottman Institute's Bringing Home Baby course.

Culture
Volunteer in local community
Outreach organizes quarterly events for employees to volunteer together in the community. We also offer paid time off for volunteer days.
Friends outside of work
Eat lunch together
Intracompany committees
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Highly diverse management team
Outreach's leadership team is highly diverse, reflects our commitment to diversity and inclusion, and is focused on continuous improvement of our DEI initiatives.
Unconscious bias training
We offer DEI trainings to help facilitate understanding of issues surrounding equity and inclusion, including unconscious bias.
Diversity manifesto
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Employee Resource Groups such as Outreach Womxn's Network (OWN) and others that exist to support employees from underrepresented populations are supported from the top down at Outreach.
Hiring Practices that Promote Diversity
Outreach provides training to encourage diverse hiring and the Recruiting Team is constantly searching for innovative ways to reach a diverse population of candidates.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
All employees receive a basic life insurance plan at the $100,000 level. Employees can elect voluntary life insurance if they would like additional coverage beyond the $100,000 level.
Wellness Programs
Outreach's EAP (Employee Assistance Program) offers free, confidential counseling, 24-hour crisis telephone counseling, addiction support, etc.
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
Company Equity
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Outreach provides flexible start and end times, as well as flexible Friday schedules.
Family Medical Leave
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Outreach offers unlimited PTO.
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Outreach offers unlimited PTO.
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
Pet Friendly
Relocation Assistance
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Cross functional training encouraged
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