Strategic Partner Development Manager - Channels

Join DigitalOcean as a Strategic Partner Development Manager in our Channels division, where you'll be at the forefront of our growth strategy. In this pivotal role, you'll cultivate and manage partnerships that drive our mission of simplifying cloud computing for developers. Your expertise will guide our channel growth initiatives, working closely with internal teams and external partners to create mutually beneficial relationships.You will be responsible for identifying strategic opportunities, developing partnership strategies, and ensuring our partners have the tools they need to succeed. This is an exciting opportunity to influence our partner ecosystem and drive significant business results.

Join Stripe as a Partner Development Manager where you will play a pivotal role in establishing and nurturing strategic partnerships. You will collaborate with cross-functional teams to drive growth initiatives and enhance our partner ecosystem.

At Paystand, we are not just another player in the fintech space; we are pioneers in decentralized finance (DeFi), revolutionizing the way businesses handle their financial operations. With vibrant offices in Santa Cruz, San Francisco, Austin, Minneapolis, Mexico City, Hermosillo, and Guadalajara, we are spearheading a global transformation in financial systems.Our Growing Ecosystem: Paystand is more than a company; it's a flourishing global network. Following our strategic acquisitions of Teampay, a leader in spend management, and Yaydoo, a premier Accounts Receivable (AR) and Accounts Payable (AP) platform in Latin America, we are crafting an extensive ecosystem aimed at transforming financial operations and accelerating business growth across the globe.Why Choose Paystand?What We Do: Leveraging the power of blockchain technology, we digitize receivables, automate financial processes, reduce time-to-cash, minimize transaction costs, and unlock new revenue opportunities for businesses.Our Mission: We are driven by a commitment to revolutionize digital payments and decentralize finance, creating a more open, inclusive, and transparent financial ecosystem, starting with B2B payments.Our Approach: As trailblazers in the DeFi movement, we don’t just follow trends; we create them. If you are passionate about shaping the future of fintech and eager to redefine what financial technology can achieve, Paystand is where you can make a profound impact.Join Us: Become part of something greater. Join Paystand and help us drive the financial revolution. Role Overview:The Partner Ecosystems team at Paystand is expanding, and we are on the lookout for enthusiastic and driven individuals to take on the role of Channel Partner Manager. In this position, you will develop and manage strategic relationships with Value Added Resellers (VARs) and drive new revenue growth for Paystand within our ERP ecosystems, including NetSuite, Sage, Microsoft, and Acumatica.You will work closely with cross-functional teams, including sales and marketing, to accelerate growth in our partners' strategies.

Join DigitalOcean as a Strategic Partner Development Manager, where you will play a pivotal role in driving our partner ecosystem forward. You will be responsible for identifying, nurturing, and developing relationships with key strategic partners to enhance our offerings and expand our market reach.Your expertise will help us create mutually beneficial partnerships that align with our business goals. If you are passionate about technology and thrive in a collaborative environment, we want to hear from you!

At Meter, we are on an ambitious growth journey and recognize the pivotal role our channel partners play in achieving our goals. We are seeking a talented Partner Marketing Manager to drive our efforts, especially within the resale (VAR) channel. This is an exciting opportunity to be at the forefront of Meter's strategic direction, where your role will be essential in shaping and executing strategies, programs, and campaigns that enhance our partner presence. Your contributions will directly impact revenue growth, partner engagement, and brand awareness in a dynamic and fast-paced environment.Key Performance IndicatorsIn the first six months, you will:Become the go-to expert on our VAR partners, gaining a deep understanding of their business models, target audiences, and go-to-market approaches.Develop and implement a comprehensive partner marketing strategy for the VAR program, closely collaborating with sales teams to maximize effectiveness.Create and roll out custom marketing plans for each strategic VAR partner, driving measurable growth in partner-sourced pipelines while optimizing marketing expenditures.Lead key marketing initiatives with VAR partners, including events and sales incentives, ensuring measurable impact on pipeline generation.Guide partners through every stage of their journey with Meter: from onboarding existing partners, initiating new partnerships, to building awareness for recruitment.Daily ResponsibilitiesAs the primary contact for all partner marketing initiatives, you will collaborate closely with colleagues in marketing and partner sales to achieve tangible results. Your daily tasks may include:Working with VAR partners to design and implement strategic marketing plans that align with mutual objectives.Overseeing campaigns across various marketing channels, including messaging, content creation, demand generation, events, and more.Supporting and coordinating high-profile partner events, both in-person and virtual.Creating partner-facing materials, playbooks, and training resources to facilitate partner sales efforts for Meter.Collaborating with the partner sales team to integrate marketing initiatives into broader account strategies, ensuring maximum impact with our partners.Ideal Candidate ProfileThis role is designed for an individual who excels at the intersection of marketing strategy, partner support, and hands-on execution. You are driven, innovative, and ready to make a significant impact!

About Our TeamAt OpenAI, we pride ourselves on our dynamic and agile partnerships team that plays a crucial role in fostering collaborations with our most significant partners. As a Partner Manager, your goal is to establish, develop, and manage strategic partnerships that further OpenAI’s objectives. You will facilitate partnerships that drive adoption, unveil new capabilities, and broaden OpenAI’s reach across vital industries and applications.About the RoleWe are looking for a versatile professional who excels in rapidly shifting contexts and possesses a robust background in working alongside product leaders, with a focus on strategic negotiations. You will drive initiatives with exceptional speed and inspire both external and internal stakeholders, including teams in product, engineering, and operations. With a self-driven and focused approach, you will devise innovative solutions to foster growth and drive innovation.Key Responsibilities:Lead daily partnership strategy and execution with priority partners, collaborating closely with product, engineering, research, sales, finance, legal, and marketing teams to align objectives and achieve results.Manage a portfolio of strategic partnerships: Define direction, prioritize opportunities, and ensure results align with OpenAI’s product and corporate objectives.Facilitate partnership deal execution: Oversee commercial negotiations from partner assessment through launch, expansion, and renewal phases, including product integrations and commercial agreements.Act as a cross-functional leader: Coordinate internal teams and external partners to successfully launch, manage, and optimize partnership initiatives from start to finish.Be the internal advocate for partners: Align product and cross-functional teams with partner objectives, provide constructive feedback on roadmap trade-offs, and ensure accountability against agreed-upon success metrics.Establish and manage partner operating rhythms: Create and maintain regular engagement with partners (business reviews, planning sessions, issue resolution), escalating and aligning with senior stakeholders as necessary.Monitor and communicate impact: Define success metrics, track performance (adoption, revenue, usage, satisfaction), and effectively communicate progress, risks, and opportunities to internal stakeholders.Build and maintain strong partner relationships: Serve as the primary contact for partner counterparts, fostering trust and identifying new collaboration and growth opportunities.

Gusto supports over 400,000 small businesses across the United States by managing payroll, health insurance, 401(k) plans, and HR tasks. The company operates from offices in Denver, San Francisco, and New York, and values a workplace that reflects the diversity of its customers and communities. Full-time roles at Gusto include competitive pay, a comprehensive benefits package, and equity in the form of RSUs. Compensation depends on role, level, and location. Details are available in Gusto’s Total Rewards philosophy. AI technology is central to Gusto’s operations. Team members are encouraged to use AI tools relevant to their work and to develop their skills as these technologies evolve. AI experience requirements vary by position and are assessed during interviews. Role overview The Strategic Partner Manager leads the direction and growth of a portfolio of Gusto’s largest and most influential accounting firm partners. This role focuses on expanding revenue and usage within these firms while identifying and driving new growth opportunities. Building strong relationships at all levels within partner organizations, from staff accountants to managing partners, is essential. The position requires experience managing complex partner relationships and product configurations. Key responsibilities Expand revenue and usage among top accounting firm partners Identify and pursue new growth opportunities within partner firms Build and maintain relationships at all levels, from staff to leadership Manage complex partner relationships and product configurations Leverage assigned AI tools to optimize sales workflows and identify inefficiencies Collaborate with cross-functional Gusto teams to support partner relationships and coordinate joint initiatives Provide insights to help refine the Gusto Pro product roadmap and processes About the team Gusto Pro is a cloud-based platform designed for accounting firms. It streamlines payroll, people operations, and advisory services, bringing these functions together in one system. Features include client dashboards, automated workflows, detailed reporting, and integrations with other accounting software, helping firms deliver better client service and support their growth. Locations San Francisco, CA – Hybrid Denver, CO – Hybrid New York, NY – Hybrid United States – Remote

About FormalAt Formal, we are revolutionizing the way teams manage and secure their data. Our innovative data security platform operates on autopilot, empowering organizations to gain insights and control over their data effortlessly.We are at the forefront of developing a next-generation, protocol-aware reverse proxy for datastores and APIs, enabling real-time visibility into data handling. This facilitates organizations in enforcing robust data protection measures, including masking, filtering, and anonymization policies to maintain compliance.Trusted by industry leaders such as Ramp, Gusto, and Notion, we tackle critical challenges in data security and compliance, data quality management, and infrastructure access.Formal is supported by esteemed venture capitalists, including Thrive Capital and Y Combinator, along with a network of angel investors comprising executives and founders from top tech companies like Datadog, Clickhouse, Plaid, and Vanta.About the RoleWe are seeking a proactive and dynamic Channel Account Specialist to enhance Formal's partnerships with channel partners. In this pivotal role, you will collaborate with our product, sales, and leadership teams to craft and implement strategic initiatives that drive growth and solidify Formal's position as a leader in the data security sector.What You'll DoStrategic Planning: Formulate and execute a comprehensive channel strategy aimed at revenue growth and partner ecosystem expansion.Partner Recruitment: Discover, engage, and onboard new channel partners, including resellers, distributors, and strategic alliances.Relationship Management: Cultivate and sustain strong, long-lasting relationships with key partners, acting as their primary contact and advocate.Sales Enablement: Equip partners with the essential tools, training, and resources necessary to effectively market and support our data security solutions.Performance Management: Establish performance metrics, oversee partner performance, and implement improvement plans to ensure partners achieve and surpass sales targets.Marketing Collaboration: Partner closely with the marketing team to design and execute joint marketing campaigns and events that stimulate demand and generate leads through the channel.Forecasting and Reporting: Provide precise sales forecasts and performance reports to inform strategic decision-making.

The Platform Innovation Sales group at DoorDash, Inc. focuses on expanding and enhancing the Commerce Platform’s technology solutions for restaurants. This team collaborates with Product, Strategy & Operations, and Account Management to develop go-to-market strategies and deliver on ambitious technology goals. Role overview The Manager of Strategic Account Development leads a team dedicated to increasing adoption of new platform solutions among restaurant partners. This position manages sales representatives, aiming to meet sales targets related to product adoption. Responsibilities include recruiting and developing sales talent, fostering an inclusive and motivating team culture, and partnering with Strategy & Operations to identify new ways to drive solution uptake. The manager reports to the Director of Platform Innovation Sales and oversees team members across the West Coast. Frequent travel is expected to support sales representatives in the field. The role is based in either Los Angeles, CA or San Francisco, CA. What you will do Build and develop the team: Recruit, interview, and onboard sales talent. Shape a new business segment: Collaborate with internal partners to strengthen offerings and explore creative adoption strategies. Drive high sales performance: Set and achieve ambitious targets, coach team members, and review pipelines to maintain a high-performance culture. Improve customer and employee experiences: Apply insights from merchant interactions to refine solutions and support a customer-focused approach.

About Us:At Notion, our mission is to empower individuals, teams, and organizations to customize their software solutions to tackle any challenge. Despite the potential of computers as our most powerful tools, the ability to create or adapt software remains out of reach for many. We aim to change this through meticulous focus, design, and craftsmanship.Founded in 2016, we have partnered with innovative brands such as OpenAI, Toyota, Figma, Ramp, and thousands more on this transformative journey. As we rapidly expand, we are eager to welcome new talent who are leaders in their fields. We are dedicated to fostering a company culture that reflects the diversity and creativity of the millions of users we serve worldwide.Notion operates as an in-person company, requiring employees to be present in the office for three Anchor Days each week (Mondays, Tuesdays, and Thursdays).About The Role:Join our Business Partnership team, where you will act as a trusted advisor, steering the budgeting, forecasting, and monthly closing processes. You will support critical C-level decisions through insightful analysis and collaboration. We seek a proactive and analytical individual who will work closely with cross-functional teams, including Accounting and Procurement, to enhance Executive-level insights into our financial performance, refine our forecasting accuracy, and undertake strategic initiatives for decision-makers across GTM, R&D, and G&A functions. As part of a lean team, your contributions will have an immediate and significant impact.What You'll Achieve:Deliver comprehensive financial analysis and actionable insights that influence strategic decisions at both departmental and organizational levels. Prepare and present persuasive reports to senior leadership, transforming financial data into clear, actionable narratives.Oversee the monthly and quarterly close processes, ensuring accuracy, timeliness, and consistency of reported results. Identify and implement process enhancements to improve forecasting accuracy, streamline reporting, and boost operational efficiency.Manage the development and scalable administration of budgets and forecasts, including operating expenses and headcount allocations.Perform detailed variance analyses and provide transparent explanations for discrepancies, furthering our forecasting precision.Construct and refine financial models to assess business performance, investment opportunities, and strategic projects.Conduct ad-hoc financial analyses to support special projects and strategic initiatives.

Join Our TeamAt Hinge Health, we are on a mission to revolutionize musculoskeletal care by creating outstanding health solutions. We are looking for a dynamic and compassionate People Business Partner (PBP) to enhance employee engagement, foster talent development, and cultivate an enriching organizational culture. You will collaborate closely with our Operations leadership team, executing people programs that meet both employee aspirations and organizational objectives. This role presents a thrilling chance to make a significant impact within a fast-paced, high-achieving team, ensuring that our clinical and operational staff are equipped to excel in their roles.Your ImpactFirst 3 Months: Establish trust with your client group of Operations leaders while gaining insights into their distinct business challenges. You will evaluate current team health metrics and competently handle day-to-day employee relations cases with direction.First 6 Months: Propel the implementation of vital people programs, such as performance reviews and engagement surveys, guaranteeing high completion rates and impactful discussions. You will independently address complex employee relations matters and partner with Centers of Excellence (CoEs) to provide data-driven HR solutions.First Year: Emerge as a strategic advisor for your client group, leveraging data to influence long-term talent planning and organizational architecture. You will spearhead cross-functional project management initiatives to improve consistency and efficiency in our people policies, directly impacting retention and engagement metrics.Who You AreA Trusted Advisor: You cultivate strong relationships with both managers and employees, serving as a valued sounding board and a fair mediator. Your discretion, empathy, and ability to navigate challenging conversations are well recognized.A Data-Driven Problem Solver: You analyze trends in attrition, engagement, and performance to derive insights that prompt action. You utilize data to craft compelling narratives that influence decision-making.A Resilient Operator: You thrive in fast-paced and ambiguous settings, adept at balancing urgent employee needs with long-term strategic initiatives while prioritizing compliance and fairness.A Continuous Learner: You remain informed about HR best practices and employment regulations, constantly seeking avenues to enhance internal policies and processes for a better workplace.

Join Kargo as a Channel Manager and play a crucial role in driving our strategic partnerships. You will be responsible for managing our channel strategies, enhancing relationships with existing partners, and identifying new opportunities to expand our reach in the market. Your expertise will be pivotal in ensuring partner satisfaction and achieving revenue growth through innovative solutions.

Join The Weather Channel as a Software Developer and be part of a leading brand that provides vital weather information to millions worldwide. In this role, you will collaborate with a dynamic team to create innovative solutions that enhance user experience and deliver accurate weather data.

Join Bugcrowd, a pioneering force in cybersecurity since 2012. Our mission is to empower organizations to reclaim control and stay ahead of cyber threats by harnessing the collective creativity and expertise of our community of elite hackers, coupled with our innovative data and AI-powered Security Knowledge Platform™. Our diverse network of hackers excels at identifying hidden vulnerabilities and adapting to evolving threats, even zero-day exploits. With our unique CrowdMatch™ technology, we provide scalable and adaptable solutions tailored to your security needs. Discover how Bugcrowd is shaping the future of crowdsourced security by visiting www.bugcrowd.com. Headquartered in San Francisco and New Hampshire, we are backed by esteemed investors including General Catalyst, Rally Ventures, and Costanoa Ventures.Job SummaryAs a Senior Channel Manager, you will play a key role in expanding and nurturing our partner ecosystem, which includes system integrators (SIs), consultants, value-added resellers (VARs), managed security service providers (MSSPs), and strategic alliances. You'll be responsible for the recruitment and development of these partners while collaborating closely with account teams to enhance end-user adoption of Bugcrowd’s products and services.

About depthfirst depthfirst builds software security solutions to protect the integrity and resilience of critical systems. The team focuses on tackling vulnerabilities that threaten modern software, aiming to safeguard codebases across industries. Using AI-driven security agents, depthfirst uncovers zero-day vulnerabilities in both customer applications and widely used open-source projects. The company’s founders bring experience from DeepMind, Databricks, Square, and Faire, blending backgrounds in data, infrastructure, security, and AI. depthfirst welcomes thoughtful, driven people interested in working where AI, security, and infrastructure intersect. Role Overview: Channel Partnerships Lead This in-office position is based in San Francisco. The Channel Partnerships Lead will report directly to the CRO and work closely with Sales, Revenue Operations, and Marketing. The role centers on building and expanding a strong partner network as depthfirst grows. depthfirst has already gained traction with key cybersecurity value-added resellers (VARs). The next step is to strengthen these relationships and grow a partner ecosystem that drives meaningful business pipeline. The Channel Partnerships Lead will evaluate new channel opportunities, including managed security service providers (MSSPs), hyperscaler marketplaces, global systems integrators (GSIs), and potential product integration partners. This position suits someone entrepreneurial who enjoys building relationships, driving revenue through partnerships, and shaping a partner program from the ground up. Compensation rewards partner-driven pipeline and closed-won deals. What You Will Do Identify, recruit, and onboard strategic partners such as VARs, MSSPs, hyperscaler marketplace partners, and GSIs. Build and nurture strong partner relationships, enabling partners to position and sell the depthfirst platform. Drive pipeline and revenue through partnerships, collaborating with account executives on co-selling and deal execution. Develop partner enablement programs, including training, certifications, and go-to-market strategies.

About this RoleParaform is seeking a seasoned and innovative Account Executive who excels in securing partnerships with leading recruiting agencies and independent recruiters. This role is pivotal in developing a strategic framework to scale Paraform’s recruiter-side supply engine.This hybrid position combines elements of sales, partnership development, and market strategy. We are in search of individuals who possess a strong work ethic, can think on their feet, create streamlined systems, and provide innovative solutions to drive growth.

Join entirehire as a Customer Enablement & Channel Integration Manager in the vibrant cities of San Francisco or San Jose. In this pivotal role, you will be responsible for enhancing customer experiences through innovative enablement strategies and seamless channel integrations. Your expertise will empower our teams to deliver exceptional service and drive customer satisfaction.

Who We AreAbout StripeStripe is a leading financial infrastructure platform empowering businesses of all sizes. From Fortune 500 companies to innovative startups, millions rely on Stripe to manage payments, enhance revenue streams, and unlock new business opportunities. Our mission is to expand the global economy online, presenting a unique opportunity for you to make a significant impact while delivering the most meaningful work of your career.About the TeamOur success is driven by a profound commitment to our people. We believe our competitive edge lies in our talent, and we strive to cultivate an environment where individuals and teams can maximize their contributions. We are seeking a People Partner (HRBP) to champion this vision within our Technology organization. You will support leaders and senior managers as we scale, foster a diverse workplace for all Stripes, and align our business strategy with our people strategy, leveraging data to derive best practices from first principles.Your RoleAs a People Partner, you will collaborate closely with senior business leaders and managers to craft and implement our people strategy, advancing our company mission while enabling leaders to build impactful, healthy teams that deliver exceptional results to Stripe users.

Join Modulate as a Senior Business Development Manager, where you will lead the charge in cultivating strategic and embedded partnerships with key stakeholders. Your expertise will drive growth and innovation across our platforms, enabling us to deliver exceptional experiences to our clients. You will work closely with cross-functional teams to identify opportunities, develop strategies, and execute partnerships that align with our vision.

Join WEKA, a pioneering force in redefining the enterprise data stack for the AI era. Our WEKA® Data Platform establishes a benchmark for AI infrastructure with a versatile, cloud, and AI-native software solution deployable anywhere. We’re transforming outdated data silos into dynamic data pipelines, enhancing the performance of GPUs and AI workloads, while significantly lowering energy consumption.As a pre-IPO company experiencing rapid growth, WEKA has successfully raised $375M in funding with support from top-tier venture capitalists and strategic investors. We empower some of the world's most innovative enterprises and research organizations, including 12 Fortune 50 companies, to accelerate their discoveries and achieve sustainable outcomes.Our mission is to assist customers in navigating complex data challenges, driving innovation, and fostering business growth. If you resonate with our vision, we welcome you to embark on this thrilling journey with us.