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As a Core Partner Development Manager (PDM), you will lead and manage partnerships with leading marketing agencies, consultants and systems integrators in NAM. 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. PDMs lead the building of joint business plans, the defining of a partners' solutions portfolio, advising on Go-To-Market, sales and marketing strategies, and driving implementation of all aspects of the strategy by orchestrating relationships between the partners technical, sales and marketing teams and HubSpot's to ensure excellence in execution of the strategy and achieving partnership growth goals and sales targets. In this role you will establish and grow the business and technical relationships and manage the day-to-day interactions with these partners. You will be responsible for driving top line revenue growth and overall end customer adoption across all market segments. You will possess a business background that enables you to engage at the CXO level and ideally a sales background that enables you to easily interact with end customers and sales/field reps. Ideal candidates will demonstrate the ability to think strategically about business, product, and technical challenges, and to build and convey compelling customer value propositions around the value of HubSpot's software.
In this role, you'll get to:
Manage 20-30 partner relationships and build a sales pipeline by working with your partners to exceed sales goals
Develop a trusted-advisor relationship with partners to establish strategic alignment and drive growth
Understand and align partners' priorities, strategies, and goals with HubSpot's to build mutually beneficial action plans
Work with the program, marketing and sales teams on the execution of partner programs, events, sales engagement, building playbooks and collateral to enable partners to sell into customers effectively
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
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 5+ years of experience in sales, partner channel development, business development, or alliance management in the technology industry
3+ 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
Excellent communication and presentation skills with a high degree of comfort
Ability to proactively identify areas in the partner development strategy that require strengthening (i.e. models, processes and tools).
Ability to identify required resources and gather requirements, drive a sense of common purpose and shared goals/vision, and deliver results as an outcome of ongoing or time-bound work
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.
We know the confidence gap and impostor syndrome can get in the way of meeting spectacular candidates, so please don't hesitate to apply - we'd love to hear from you.
If you need accommodations or assistance due to a disability, please reach out to us using this form.
At HubSpot, we value both flexibility and connection. Whether you're a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers. If you are joining our Engineering team, you will be required to attend a regional HubSpot office for in-person onboarding. If you join our broader Product team, you'll also attend other in-person events, such as your Product Group Summit and other gatherings, to continue building on those connections.
If you require an accommodation due to travel limitations or other reasons, please inform your recruiter during the hiring process. We are committed to supporting candidates who may need alternative arrangements
Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Germany Applicants: (m/f/d) - link to HubSpot's Career Diversity page here.
India Applicants: link to HubSpot India's equal opportunity policy here.
About HubSpot
HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot's connected platform enables businesses to grow faster by focusing on what matters most: customers.
At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow.
We're building a company where people can do their best work. We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too.
Recognized globally for our award-winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.
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• HubSpot Careers
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