Strategic Technology Partnerships Manager at CaptivateIQ
Overview
CaptivateIQ seeks a senior individual contributor to lead strategic ISV/platform relationships. You will own the strategy and day‑to‑day execution of these partnerships defining joint go‑to‑market motions driving certified integrations and expanding TAM through platform integrations. Reporting to the VP Alliances & Growth you will operate autonomously setting direction influencing cross‑functional stakeholders and executing hands‑on work across sales product marketing and customer teams.
What You'll Do12
- 1Own the overall strategy and roadmap for Workday and NetSuite technology partnerships including integration marketplace and field GTM motions.
- 2Define clear partner tiers focus areas and success metrics such as pipeline influenced revenue attachment rates and integration adoption.
- 3Build multi‑year joint business plans aligning product roadmap sales coverage and marketing investments for each platform.
- 4Partner with Product and Engineering to identify certified integrations and joint solutions that are compelling to customers.
- 5Ensure integrations meet technical requirements and go‑to‑market readiness documenting documentation enablement materials positioning and reference customers.
- 6Establish feedback loops from partners and customers back into the product roadmap to strengthen ecosystem differentiation.
- 7Design and execute joint GTM motions co‑sell plays target account lists and campaigns with field teams and partner organizations.
- 8Drive sourced and influenced pipeline through account mapping opportunity identification and structured co‑selling with our sales organization and partner reps.
- 9Collaborate with Marketing to deliver co‑branded campaigns events and content increasing awareness within the technology partner ecosystem.
- 10Serve as primary point of contact for partner alliances teams aligning on pipeline integration priorities and mutual success metrics.
- 11Navigate conflicts or ambiguity around rules of engagement deal alignment and roadmap expectations acting as internal champion for Workday and NetSuite.
- 12Build repeatable playbooks and enablement assets for internal teams and partners covering co‑sell processes messaging and integration value propositions.
Requirements10
- 110+ years in alliances business development or technology partnerships within B2B SaaS demonstrating revenue growth through strategic ISV or platform partners.
- 2Direct experience working with Workday and/or NetSuite in alliances sales or technology partner capacity including co‑sell motions and certified integrations.
- 3Existing relationships within Workday and/or NetSuite alliances and field organizations.
- 4Proven ability to build from 0→1 operating in ambiguity designing new programs and iterating quickly with limited historical precedent.
- 5Demonstrated success owning pipeline revenue and adoption goals tied to partner motions such as sourced influenced ARR attach rates and integration usage.
- 6Strong executive presence and influencing skills earning trust and alignment with VP+ stakeholders internally and externally without direct authority.
- 7Excellent cross‑functional collaborator working effectively with Sales Product Marketing RevOps and Customer teams to align on partner strategy and execution.
- 8Highly organized data‑driven professional using CRM and reporting tools to manage partner performance and communicate outcomes.
- 9Periodic travel for partner meetings conferences and internal planning estimated 25%+ travel.
- 10Benefits include comprehensive healthcare flexible time off annual stipends work anniversary bonuses retirement savings premium tools inclusive community with employee resource groups notice for prospective candidates only emails from @captivateiq.com
Salary Insight
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