The Partner Development Manager is responsible for developing and scaling i2's North American partner ecosystem to accelerate market reach, expand delivery capacity, increase customer value, and drive revenue growth.
This is a remote position - United States and Canada
This is a strategic business development role focuses on recruiting, onboarding, enabling, and growing high-value partners across the United States and Canada. The successful candidate will build a repeatable partner program that creates organizational leverage and enables the business to scale without proportional increases in internal headcount.
Working closely with Sales, Marketing, Product Management, Professional Services, Customer Success, and Executive Leadership, the role will establish the framework, relationships, and operating model required to maximize partner-generated business impact. This aligns directly with North America's ecosystem-led growth strategy.
Key Responsibilities
Partner Recruitment & Ecosystem Expansion (25%)
Develop and expand a strategic partner ecosystem across North America.
Responsibilities:
Identify, recruit, and activate new strategic partners
Build relationships with system integrators, consulting firms, VARs, technology alliances, and referral partners
Create and maintain a partner recruitment pipeline
Evaluate geographic, industry, and capability coverage gaps
Execute partner recruitment plans aligned with corporate growth objectives
Success Measures:
New partners recruited
Strategic partner agreements executed
Ecosystem coverage expansion
Active partner growth
Partner Onboarding & Enablement (25%)
Accelerate partner readiness and productivity through structured onboarding and enablement.
Responsibilities:
Develop and execute partner onboarding programs
Coordinate training and certification initiatives
Create partner enablement content and resources
Ensure partner understanding of i2 solutions, value propositions, and target markets
Establish partner success milestones
Success Measures:
Partner activation rates
Certifications achieved
Time-to-productivity
Partner readiness metrics
Partner-Sourced Pipeline Development (25%)
Generate qualified sales opportunities through joint go-to-market activities.
Responsibilities:
Develop joint business plans with strategic partners
Execute co-sell initiatives with sales teams
Drive partner-led demand generation activities
Support account planning and deal registration programs
Assist partners in identifying and qualifying opportunities
Success Measures:
Partner-sourced pipeline
Qualified opportunities created
Joint account plans executed
Opportunity progression rates
Partner-Influenced Revenue & Engagement (25%)
Increase partner participation throughout the customer lifecycle.
Responsibilities:
Conduct regular Partner Business Reviews
Build partner growth plans
Increase partner involvement in customer success initiatives
Support retention and expansion strategies
Monitor partner performance and optimize engagement
Success Measures:
Partner-influenced revenue
Partner-assisted renewals
Expansion opportunities generated
Partner engagement and health scores
Qualifications
Required
5+ years of experience in Partner Development, Channel Sales, Alliances, Business Development, or Ecosystem Growth
Proven success recruiting and developing strategic partners
Experience building partner programs, onboarding frameworks, or enablement initiatives
Demonstrated ability to influence executive-level stakeholders
Strong relationship-building, presentation, and communication skills
Ability to work cross-functionally across Sales, Marketing, Product, Professional Services, and Customer Success
Preferred
Enterprise software or SaaS experience
Public safety, intelligence, investigative analytics, cybersecurity, or government technology experience
Experience working with system integrators, consulting firms, and strategic alliances
Experience building partner programs from the ground up
Travel
Approximately 25%-40% travel throughout the United States and Canada
Attendance at partner meetings, industry conferences, customer engagements, and internal planning sessions
Compensation
Base Salary Range: $125,000 - $135,000
Target OTE: $175,000 - $200,000+
Originally posted on