Introduction
The Partner Development Director is responsible for partner-related business development with key, established US digital agency and system integrator partners, on a national basis. This dynamic partner sales role is the lead partner-facing resource focused on partnership development. They are an integral part of our national sales team and will have significant impact on developing Optimizely’s delivery partnerships in North America. The Partner Development Director is responsible for driving new license revenue through partner relationships, primarily via partner-sourced and co-sell models. The Partner Director will ensure that their managed partners are maintaining appropriate sales and technical enablement requirements to meet the partner levels of the Optimizely Partner Program. This position requires working with partners to identify and nurture prospect leads to meet individual quarterly and annual sales targets.
Job Responsibilities
1. Lead end-to-end partnership development and execution, driving strategic alignment and measurable commercial impact
2. Coordinate technical enablement for partner developers to support successful solution delivery and adoption
3. Design and deliver partner sales enablement and education programmes to improve partner effectiveness and readiness
4. Own joint solution development and go-to-market (GTM) planning with partners, from strategy through execution
5. Collaborate on solution and capability development to expand partner offerings and address customer needs
6. Maintain accurate and up-to-date CRM data across partners, leads, and opportunities to ensure pipeline visibility and reporting integrity
Revenue & Pipeline Growth
7. Drive partner-led bookings and revenue growth
8. Generate and qualify partner-sourced leads to build a strong joint pipeline
9. Influence bookings through partner engagement across the sales lifecycle
Relationship Management
10. Build and manage executive-level relationships through structured exec mapping and engagement plans
11. Map and align regional sellers with partner organisations to maximise coverage and effectiveness
12. Lead and facilitate Quarterly Business Reviews (QBRs) to track performance, priorities, and growth opportunities
Co-Marketing & Demand Generation
13. Leverage global marketing plans and resources to support partner demand generation initiatives
14. Drive joint PR activity, customer case studies, and partner-led events in collaboration with partner marketing teams
Knowledge and Experience
15. 5-7+ years of Partner Management experience and established agency connections in CXM, eCommerce, CMS or Experimentation technologies in partner facing sales capacities.
16. Success working with digital agency, system integrator or design/UX partners in the digital marketing technology space.
17. Robust understanding of partner ecosystems and relationships with leading SIs and/or digital agencies.
18. Direct Experience managing Accenture and/or Avanade is a plus.
19. Comfortable preparing business plans, speaking to and presenting to groups of medium-sized audiences.
20. Direct experience managing Accenture or Avanade is a plus. Primarily a sales background but some technical understanding is highly valued.
Education
Bachelor's degree
Competencies
Establishing RelationshipsManaging TimeNegotiating AgreementsDeveloping Plans