Partner Program Manager

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Partner Program Manager based in the United States.

Join a global, remote-first technology environment focused on transforming software development through intelligent DevSecOps solutions.
As a Partner Program Manager, you will shape and execute strategic partner programs that drive business growth, strengthen ecosystem relationships, and deliver measurable customer value.
You will oversee global initiatives spanning partner acquisition, co-selling, services, adoption, renewals, and cloud marketplace partnerships.
Working across sales, finance, marketing, legal, product, and customer success teams, you will turn complex strategies into scalable, practical programs.
This strategic individual contributor role offers the opportunity to influence global initiatives, optimize partner incentives, and improve the entire partner journey.
You will use data, stakeholder insights, and commercial judgment to connect program performance with pipeline growth, revenue, and customer outcomes.
If you thrive in collaborative environments and enjoy building efficient processes that translate strategy into tangible results, this role offers an opportunity to make a meaningful impact.

Accountabilities

Lead global partner programs: Own the roadmap, priorities, and execution of assigned partner programs across acquisition, commitment, and consumption, ensuring alignment with business strategy, policies, and budgets.
Coordinate cross-functional initiatives: Work closely with Ecosystem Sales, Partner Operations, Finance, Legal, Marketing, Services, Customer Success, Product, Enablement, and regional teams to align objectives, milestones, responsibilities, and risk management.
Optimize the partner journey: Improve partner experiences across onboarding, capability development, activation, co-selling, adoption, and expansion by translating partner and field feedback into actionable program enhancements.
Develop partner incentives: Support the design and implementation of commercial incentives, including margin structures, rebates, market development funds (MDF), deal registration, services attachment, and consumption-based programs. Build business cases in collaboration with Finance and ecosystem leadership.
Maintain program governance: Develop and update program guidelines, eligibility requirements, approval workflows, and supporting documentation, ensuring programs remain compliant, auditable, and easy for partners and internal teams to understand.
Drive program adoption: Create playbooks, launch communications, training materials, and enablement resources in partnership with regional teams to support the successful rollout of new programs and commercial policies.
Measure program performance: Establish key performance indicators, including partner-sourced pipeline, services attachment, customer adoption, and incentive utilization, and collaborate with Revenue Operations to ensure consistent reporting.
Improve operational efficiency: Analyze performance data to identify opportunities for investment optimization, reduce manual processes and exceptions, recommend program changes, and escalate decisions when necessary.
Requirements
Relevant professional experience: Experience in partner programs, channel strategy, strategic alliances, ecosystem operations, or a related go-to-market function.
End-to-end program management: Demonstrated ability to design, launch, manage, measure, and continuously improve complex programs, translating strategic objectives into practical execution plans.
Partner commercial expertise: Understanding of partner economics and channel models, including incentives, deal registration, market development funds, services programs, co-selling strategies, and partner engagement rules.
Cross-functional leadership: Ability to lead global initiatives without direct managerial authority, build stakeholder alignment, establish clear ownership, facilitate decisions, and manage escalations effectively.
Analytical and commercial judgment: Strong ability to interpret program performance data and connect operational activities to pipeline generation, revenue growth, partner engagement, and customer outcomes.
Communication skills: Excellent written and verbal communication, with the ability to simplify complex commercial concepts and create clear, actionable guidance for partners and internal teams.
Execution and organizational skills: Strong program management discipline, including prioritization, milestone tracking, dependency management, risk identification, and consistent follow-through.
Technology ecosystem familiarity: Experience with or knowledge of SaaS, cloud computing, DevOps, AI-related partner ecosystems, consumption-based pricing, or hyperscaler marketplace and co-selling programs is an advantage.
Collaborative mindset: Ability to build trust across diverse teams, adapt to changing priorities, work effectively in an asynchronous, distributed environment, and turn strategic direction into measurable results.
Transferable experience: Candidates with relevant adjacent experience who demonstrate strong program management capabilities, commercial understanding, and the ability to learn are encouraged to apply, even if they do not meet every listed qualification.
Benefits
Flexible paid time off: Access to flexible paid leave to support work-life balance and personal well-being.
Equity compensation: Opportunity to participate in an equity compensation program and an Employee Stock Purchase Plan.
Professional development: Access to a growth and development fund to support continuous learning and career progression.
Parental leave: Leave benefits designed to support employees and their families during important life transitions.
Inclusive workplace: Team Member Resource Groups that encourage connection, collaboration, and a sense of belonging.
Remote-first flexibility: Work remotely within the United States, collaborating with distributed teams across regions.
Collaborative environment: Opportunities to work with cross-functional teams and contribute to global partner ecosystem initiatives.
Meaningful impact: The opportunity to influence partner strategy, improve business performance, and help organizations deliver better software more securely and efficiently.