Partner Development Manager

Essential Duties and Responsibilities:

The Partner Development Manager is accountable for developing and growing an assigned portfolio of technology principals, ISVs, system integrators, distributors, industry partners and other ecosystem relationships that expand company's market reach, solution capability and partner-driven business opportunities across industries and technologies. The role develops partner business plans, activates co-sell and joint go-to-market opportunities, and helps shape joint propositions that can be taken to end customers through Commercial Sales and Public Sector. Partner Presales owns technical partner enablement and joint-solution technical readiness, while Commercial Sales and Public Sector retain direct end-customer relationship, opportunity and revenue ownership.

1. Partner Portfolio Growth & Activation

• Develop and execute growth plans for assigned technology principals, ISVs, SIs, distributors, industry partners and other strategic collaborators.
• Identify partner capabilities, market access, applications, IP, services or programmes that complement Enfrasys offerings.
• Activate partner relationships through joint planning, enablement, co-sell, referrals, campaigns and relevant principal programmes.
• Maintain structured engagement with assigned partner stakeholders and track agreed growth actions.
• Identify inactive or underperforming relationships and execute practical recovery or rationalisation actions.

2. Partner Revenue, Gross Profit & Pipeline Growth

• Own approved partner-driven revenue, gross profit and pipeline targets across assigned partner portfolios.
• Build and maintain sufficient partner-sourced and partner-influenced pipeline to support assigned revenue and gross-profit targets.
• Coordinate with Commercial Sales or Public Sector when opportunities involve end customers, ensuring clear customer-account and customer-revenue ownership.
• Mobilise Partner Presales and relevant solution teams to support technical readiness, opportunity shaping and joint pursuits.
• Monitor revenue, gross profit, margin, pipeline progression, conversion and partner contribution and coordinate recovery actions where required.

3. Joint Solution & Route-to-Market Development

• Identify opportunities to combine partner IP, applications, services or industry capability with company solutions and services.
• Develop the business proposition, target-market rationale, partner model and route-to-market approach for assigned joint solutions.
• Coordinate Partner Presales and relevant technical teams to establish technical fit, integration readiness and solution-enablement requirements.
• Prepare internal partner and joint-solution enablement materials with Product, Marketing, Sales and relevant stakeholders.
• Introduce approved joint propositions to Commercial Sales and Public Sector and support opportunity activation without taking over end-customer account ownership.

4. Partner Programmes, Enablement & Market Activation

• Monitor partner performance across pipeline contribution, engagement, programme attainment, certifications and joint activities.
• Activate relevant principal programmes, incentives, benefits, certifications and MDF / co-marketing opportunities.
• Coordinate partner onboarding, agreements, programme requirements and operational actions with Partner Operations.
• Identify partner capability or enablement gaps and coordinate business or technical support with Partner Presales and other internal teams.
• Maintain current partner plans and provide performance insights and recommendations for management review.



Education and/or Work Experience Requirements:

• Bachelor's Degree in Business, Marketing, Information Technology, Management or a related discipline.
• Professional certification in channel management, partnership development, business development, cloud / technology sales or related disciplines.
• Minimum 5–8 years of experience in partner / channel development, alliances, business development, technology sales or related functions.
  
• Experience managing technology principals, ISVs, system integrators, distributors, solution partners or other ecosystem relationships.
  
• Experience developing partner pipeline, co-sell opportunities, partner plans or joint go-to-market activities.
  
• Experience coordinating partner programmes, incentives, onboarding, enablement or joint sales initiatives.
  
• Experience working cross-functionally with Sales, Presales, Product, Marketing, Delivery or technology partners