Strategic Channel Account Manager

As a Strategic Partner Development Manager (PDM), you will lead and manage partnerships with HubSpot’s most strategic marketing agencies, consultants and systems integrators. The PDM is the pivotal role in the relationships that HubSpot builds with partner companies. They are responsible for engaging at the executive level to build trust by sharing insights about how companies can capitalize on market opportunities by partnering with HubSpot.  You'll define the solution strategy with our most strategic partners, build cross-functional teams, foster critical relationships at the C-level, and showcase HubSpot’s technology to our potential customers. You will also work closely with HubSpot’s sales leaders across all markets to ensure productive sales engagement and partner management across the globe. Additionally, you will partner with Product, Legal, Compliance, and Enablement teams to ensure success of the partnership.  

In this role, you will act as a trusted advisor to the partner in the entire journey of building strategic plans, identifying new opportunities, developing capabilities, solutions and service offerings, go-to-market engagement, landing wins, and delivering customer success.  You will be responsible for driving top line revenue growth and overall end customer adoption across all market segments.  You will possess a business background that enables you to engage at the CXO level and ideally a sales background that enables you to easily interact with end customers and sales/field reps.  Ideal candidates will demonstrate the ability to think strategically about business, product, and technical challenges, and to build and convey compelling customer value propositions around the value of HubSpot's software.

In this role, you’ll get to:

• Manage 5-15 partner relationships and build a sales pipeline by working with your partners to exceed sales goals
• Develop well thought out business plans with a clear set of priorities, joint initiatives and specific goals for pipeline development, opportunity management, and sustainable business (retention)
• Develop a mentor-based and industry insights providing relationship with partners to establish strategic alignment and drive growth
• Create compelling offerings and go-to-market initiatives with the partner by quantifying opportunities and making a business case for investments into their HubSpot practice
• Engage C-level stakeholders, foster relationships between HubSpot leaders and partner executives across sales, CS and product/engineering
• Work with the program, marketing and sales teams on the execution of partner programs, events, sales engagement, building playbooks and collateral to enable partners to sell into customers effectively
• Develop and drive business and technical enablement plans with partners to facilitate the implementation and operations of HubSpot products
• Promote top partners to HubSpot customers and sellers
• Drive promotions, contests and incentives as appropriate 
• Gather, organize, and report back partner feedback (both technical and business) to help improve the customer and partner experience 
• Be the partner evangelist within the HubSpot sales organization
• Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future

We are looking for someone who has:

• Fluent English language skills (fluency in Dutch, Swedish or Finnish is a plus)
• Has 8+ years of experience in sales, partner channel development, business development, or alliance management in the technology industry 
• 5+ years of experience with technology platforms and solutions with a reasonable level of technical proficiency
• Ideally has experience in the software (SaaS) industry and therefore has a deep understanding of SaaS go-to-market models
• Excellent channels sales acumen with demonstrated success managing large, global partnerships
• Excellent communication and presentation skills with a high degree of comfort
• Proven ability to translate data and trends into strategies, compelling messages, leadership, and persuasion skills
• Ability to identify required resources and gather requirements, drive a sense of common purpose and shared goals/vision, and deliver results as an outcome of ongoing or time-bound work
• Thrives in a fast-paced working environment, can work autonomously and pivot quickly to changing business needs 
• Can take an ambiguous problem, make sense of it, and propose a path forward.
• Cares deeply about customer-centricity and HubSpot’s mission of helping millions of organizations grow better.