Senior Partner Manager - ISVs & Technology Partners

About the Team 

The Senior Partner Management team is responsible for managing and developing relationships with key partners. They work closely with internal teams to align partner activities with company goals and provide exceptional support to our partners. The team operates at the center of a rapidly evolving revenue AI landscape, engaging deeply with leading AI, ISV, and Cloud partners to accelerate innovation and strategic growth. 

The Role 

Location: Open to remote within the United States. 

Your Daily Adventures Will Include

Strategic Partner Management & Expansion 
• Build and grow executive and field-level relationships with key existing ISV and technology partners.
• Identify opportunities to expand existing partnerships through new integrations, solution plays, and joint use cases.
• Develop and execute joint business plans aligned to mutual growth objectives 
New Partner Development & Marketplace Buildout  

● Identify, recruit, and onboard new ISV and technology partners aligned to strategic priorities 
● Play a key role in building the Outreach MCP Marketplace by sourcing, evaluating, and activating partners 
● Define partnership value propositions, integration strategies, and joint GTM plans for new partners 
● Accelerate time-to-value for new partners through structured onboarding and early co-sell and pipeline generation motions 

 

Co-Sell & Pipeline Development 

● Design, launch, and scale co-sell motions with both existing and new partners 
● Drive partner-sourced and partner-influenced pipeline through account mapping, joint prospecting, and coordinated sales plays 
● Partner closely with sales leadership to ensure consistent execution of co-sell motions across regions and segments 

Internal Sales Enablement 

● Enable Outreach sales teams on how to effectively engage with ISV and technology partners 
● Build and deliver playbooks, training, and tools to drive field alignment and partner engagement 
● Act as the internal advocate for partners, ensuring alignment across sales, marketing, and product teams 

Partner GTM & Programs 

● Collaborate with partners on joint go-to-market initiatives, including campaigns, events, and industry solution plays 
● Support marketplace and integration strategies, including co-development opportunities with technology partners 

Performance & Accountability 

● Own and track partner-driven pipeline, revenue, and co-sell metrics across both existing and new partners 
● Establish KPIs and reporting to measure success, partner ramp, and ongoing performance 
● Provide regular updates and insights to senior leadership on partner impact and growth opportunities 

Market Intelligence & Strategy 

● Stay current on hyperscaler and GSI strategies, ecosystem trends, and competitive landscape 
● Identify whitespace opportunities for new partnerships and expansion areas within existing partners 

Our Vision of You

• 5 plus years of experience in partner management and, partnership development, within IT, technology, or software environments.
• Proven track record of quota achievement and driving partner-led customer engagements. 
• Demonstrated ability to define, execute, and scale partner strategies that deliver measurable business impact. 
• Proven experience managing and expanding ISV and technology partnerships while also building new partnerships from the ground up.
• Experience building or scaling partner ecosystems and/or marketplaces, including recruiting and onboarding partners.
• Familiarity with emerging partner ecosystems and initiatives (e.g., MCP) is a strong plus.
• Strong understanding of industry trends, competitive landscape, and market dynamics. 
• Exceptional communication, negotiation, and interpersonal skills, with the ability to influence across internal and external stakeholders. 
• Strong analytical, problem-solving, and organizational skills, with the ability to operate independently and collaboratively in a fast-paced environment. 
• Proficiency with CRM and productivity tools, including Salesforce (SFDC), Google Workspace, and Outreach. 
• Bachelor’s degree in Business, Marketing, Computer Science, or related field. 
• Ability to travel as needed.