Partner Development Manager, Sales Aligned

Who we are

About Stripe

Stripe is a financial infrastructure platform for businesses. Millions of companies - from the world’s largest enterprises to the most ambitious startups - use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career.

About The Team

The Global Alliances and Channels team focuses on building, supporting and going to market with professional services firms including systems integrators, consultancies, and managed services providers. In addition, the team leads the go-to-market initiatives with our strategic technology alliance partners including SAP, SFDC, Adobe, Commercectools and others. Our objective is to ensure users have access to the broadest set of solutions leveraging the Stripe platform and the deepest set of technology and industry experts, while at the same time ensuring our partners and Stripe build large, mutually beneficial businesses together.

What you’ll do

The Partner Development Manager, Sales Aligned role will support the overall success Stripe’s Alliances & Channels org, driving joint GTM (Go To Market) and co-sell success alongside Partner Development Managers and across opportunities at scale in AMER. This position is fast-paced, highly visible, and aligned to quarterly metrics. As a Partner Development Manager, Sales Aligned you will hold a holistic view of the business, generated  by and engaged with Partners, and will work across the Stripe Sales segments to enhance and grow partner-related Stripe revenue.

You will work cross-functionally with Partner Sales leadership, Partner Development Managers, Stripe Sales Managers, and Stripe AEs. You demonstrate an understanding of the Stripe Partner Ecosystem and the Stripe sales organization, and can recognize high impact partners, support deals for successful engagement with partners, and maintain high business hygiene.

You will drive towards end-customer value that results in business growth to both Stripe Partners and Stripe by being partner-centric in all activities, serving as a leader and advocate for them within Stripe, and accurately representing Stripe within the partner's organization. This role is unique from other roles in Stripe in its overall focus on driving and supporting partner sales, playing a critical role ensuring that team growth metrics are set, met or exceeded. Experience working with federal, state, and local government agencies is highly preferred.

Responsibilities

Orchestrate cross-functional resources within the Stripe organization to support Stripe partner Sourcing/Co-Sell and GTM activities and create/ maintain a long-term, scalable joint GTM model that drives Partner and User success

Be a shared resource across the A&C PSM function to support opportunities that are sourced, developed, and closed

Drive key deal execution with Partners, both pre-sales and post-sales (working with Stripe PSAs, SAs, and AEs)

Support weekly pipeline reviews to ensure pipeline information is thorough and accurate

Broker internal resources, tools, references and/or investments needed to achieve quarterly goals

Regular alignment with PDM (Consulting & Tech) peers to ensure informed ecosystem growth.  Activities include; identifying enablement requirements, brainstorming around marketing/thought leadership, reviewing gaps in current partner capabilities, highlighting joint areas for Partner coaching, etc.

Who You Are

We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement.

Minimum requirements

8+ years of relevant work experience, including in the Public Sector segment

Exposure to payments landscape, and understanding of how Stripe’s stack can drive consulting revenue

Sales experience, working alongside both consulting partners and ISVs

Excellent communication and presentation skills, with the ability to speak to different functional leadership both internally and externally

Ability to both lead and be a team player on cross-functional deal pursuit teams that include technical, sales, product, and support resources from Stripe and the engaged partner(s).  Creative in terms of leveraging resources to drive outsized impact.

Willingness to travel be present with partners and sellers in front of our Users and prospects

Ability to build and execute territory and opportunity-specific plans, in partnership with the PDM and other cross functional resources

Excellent ongoing operational hygiene, accurately representing sales and partner activities in Salesforce