- Own the partner program P&L, including partner-sourced and partner-influenced revenue, partner-attached deal size, and pipeline contribution.
- Define and execute the multi-year partner strategy, including tiering, segmentation, and prioritization across channel, technology, and strategic alliance partners.
- Build joint business plans and co-sell motions with strategic partners.
- Create scalable systems and playbooks for partner onboarding, enablement, co-marketing, lead routing, and QBRs.
- Define partner-versus-AE ownership across partner-sourced, partner-influenced, and AE-sourced deals.
- Design the partner marketing menu with Marketing, including deliverables, capacity, and measurable outcomes.
- Recruit, qualify, and onboard strategic partners aligned with target ICPs and compliance frameworks.
- Establish partner-program KPIs, dashboards, and accountability systems; report performance with diagnoses and action plans.
- Hire, coach, and hold a small team of partner managers accountable.
- Meet quarterly and annual partner-sourced and partner-influenced revenue targets.
HubSpot