Partner Development Manager
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 CanadaThis 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 ResponsibilitiesPartner Recruitment & Ecosystem Expansion (25%)Develop and expand a strategic partner ecosystem across North America.Responsibilities:Identify, recruit, and activate new strategic partnersBuild relationships with system integrators, consulting firms, VARs, technology alliances, and referral partnersCreate and maintain a partner recruitment pipelineEvaluate geographic, industry, and capability coverage gapsExecute partner recruitment plans aligned with corporate growth objectivesSuccess Measures:New partners recruitedStrategic partner agreements executedEcosystem coverage expansionActive partner growthPartner Onboarding & Enablement (25%)Accelerate partner readiness and productivity through structured onboarding and enablement.Responsibilities:Develop and execute partner onboarding programsCoordinate training and certification initiativesCreate partner enablement content and resourcesEnsure partner understanding of i2 solutions, value propositions, and target marketsEstablish partner success milestonesSuccess Measures:Partner activation ratesCertifications achievedTime-to-productivityPartner readiness metricsPartner-Sourced Pipeline Development (25%)Generate qualified sales opportunities through joint go-to-market activities.Responsibilities:Develop joint business plans with strategic partnersExecute co-sell initiatives with sales teamsDrive partner-led demand generation activitiesSupport account planning and deal registration programsAssist partners in identifying and qualifying opportunitiesSuccess Measures:Partner-sourced pipelineQualified opportunities createdJoint account plans executedOpportunity progression ratesPartner-Influenced Revenue & Engagement (25%)Increase partner participation throughout the customer lifecycle.Responsibilities:Conduct regular Partner Business ReviewsBuild partner growth plansIncrease partner involvement in customer success initiativesSupport retention and expansion strategiesMonitor partner performance and optimize engagementSuccess Measures:Partner-influenced revenuePartner-assisted renewalsExpansion opportunities generatedPartner engagement and health scoresQualificationsRequired5+ years of experience in Partner Development, Channel Sales, Alliances, Business Development, or Ecosystem GrowthProven success recruiting and developing strategic partnersExperience building partner programs, onboarding frameworks, or enablement initiativesDemonstrated ability to influence executive-level stakeholdersStrong relationship-building, presentation, and communication skillsAbility to work cross-functionally across Sales, Marketing, Product, Professional Services, and Customer SuccessPreferredEnterprise software or SaaS experiencePublic safety, intelligence, investigative analytics, cybersecurity, or government technology experienceExperience working with system integrators, consulting firms, and strategic alliancesExperience building partner programs from the ground upTravelApproximately 25%-40% travel throughout the United States and CanadaAttendance at partner meetings, industry conferences, customer engagements, and internal planning sessionsCompensationBase Salary Range: $125,000 - $135,000Target OTE: $175,000 - $200,000+