Partner Development Manager

Who are we?

HubSpot is a leading customer relationship management (CRM) platform for scaling companies. Tens of thousands of customers all over the world use our marketing, sales, and customer success software to grow their businesses. It's our mission to not just help them grow, but to help them grow better.

At HubSpot, we believe that our values live in our hearts, not our hallways. We want to build a company where people feel empowered to do their best work, wherever they are. Our ANZ office is located in Sydney’s CBD, however, this role is open to remote workers based anywhere in Australia. 

What's the role?

As a Growth Partner Development Manager (PDM), you will lead and manage partnerships with leading marketing agencies, consultants and systems integrators in ANZ. 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. 

The Growth PDM is responsible for a portfolio of high-potential partners by independently identifying and managing opportunities to grow the partners’ business through integrated solution offerings and go-to-market initiatives (e.g. marketing, co-sell and field teaming). You will assist in the development of playbooks to scale programs across partners and provide thought leadership, strategic insight, and clear communication to team and company on various partnership initiatives.

In addition to that the role will include the development of a partner ecosystem in ANZ by identifying and establishing partnerships with potential agencies, consultants, and system integrators, and executing a strategic plan tailored to the ANZ market in collaboration with the HubSpot sales organization.

You will have a strategic sales mindset and the ability to build and execute effective strategies for revenue growth.  You will possess a balance of vision, thought leadership, executive presence, and collaboration skills working in a matrixed organization to achieve the intended outcomes.  Ideal candidates will demonstrate the ability to design and execute a plan that leverages each partner’s strengths and aligns those with HubSpot’s growth demands to drive mutual success.

In this role, you’ll get to:

• Manage 50-100+ high-potential partners and build a sales pipeline by working with your partners to exceed sales goals
• Own, cultivate and nurture executive-level relationships with the partners to establish HubSpot as a go-to partner in their business model
• Onboard, train and guide new partners through the HubSpot ecosystem with a mix of one to many and one to one training sessions and workshops. For high potential partners create a customised onboarding together with those partners based on their growth goals to drive towards success
• Develop, own and execute a comprehensive partner strategy, driving exponential growth, expanding market presence, and achieving ambitious revenue & servicing targets
• Innovate, drive and execute on new ideas to the partner operations, marketing and sales teams for partner programs, events, sales engagement, building playbooks and collateral to enable partners to sell into customers effectively
• Steps out beyond day-to-day partner management in order to create and execute initiatives to build awareness of HubSpot’s complete portfolio of offerings within the partner community
• 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 
• Design and create mechanisms to 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
• Work with marketing and technology departments to execute sales strategy as the firm introduces enhancements to existing solutions and/or releases new products
• 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 2+ years of experience in sales, partner channel development, business development, or alliance management in the technology industry 
• 1+ 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
• Proven ability to build, lead and execute on partner GTM strategy in a cross-functional environment
• Organizationally astute, good understanding of business, and able to ascertain key decision makers
• Excellent communication and presentation skills with a high degree of comfort
• Ability to work both independently and with a team
• 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.

What are the benefits? 

• Salary + Stock Units + commissions! 
• Hybrid work environment --> You can choose to work from Home, Office or Flex!
• World-class new hire training and onboarding
• An education allowance up to USD$5,000 per annum
• Unlimited Time Off Policy
• Private health insurance allowance & Annual fitness reimbursement
• Opportunity to work with amazing colleagues who embody HubSpot’s HEART core values
• Primary Caregiver Leave of 16 weeks and Secondary Caregiver Leave for 6 weeks
• Check out the HubSpot Website to see all our wonderful Benefits