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Partner Development Manager, Alliances & Channels

Stripe

Stripe

Sales & Business Development
South San Francisco, CA, USA
Posted on Sunday, June 9, 2024

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

We are looking for a high potential candidate to join Stripe’s NA Alliances and Channels (A&C) team (formally GTM Partners) as a Partner Development Manager (PDM). The PDM will work closely with A&C leadership, peer PDMs, GTM Sales, and current and future partners to build out the next iteration of Stripe's partner journey.

This is both a partner relationship and a revenue-generating role, reporting to AMER A&C leadership. You will be responsible for cultivating and maintaining strong relationships with executives and sales teams at both Stripe and in partner organizations to secure new business, negotiate, and close strategic partnerships in support of accelerating Stripe business across the region with Global and Regional Systems Integrators, Consulting/Development Agencies, Software Providers/ISV’s and industry platforms (ERM, CRM and commerce software providers). This role also includes executing Stripe’s global partner programs, partner marketing, partner enablement and partner co-selling initiatives across the region, driving partner participation and engagement.

Who you are

We are looking for a partner manager to join Stripe’s Alliances & Channels team. The Partner Development Manager (PDM) will build out Stripe’s Consulting/Services, Technology Alliance, and Platform partnerships within the AMER region, working closely with sales to ensure alignment on customer needs. As the successful candidate, you will have experience in GTM and partner management in the high tech or payments industry, working with consulting (Systems Integrators, Services firms, Development Agencies), and/or technology (software companies, ISVs, cloud companies, infrastructure companies), and/or platform partnerships (embedded payments).

This is both a partner relationship and a revenue-generating role, reporting to the partner team but working closely with the regional sales teams and carrying aligned goals. You will be responsible for cultivating and maintaining strong relationships with executives and sales teams in partner organizations to secure new business, negotiate, and close strategic partnerships in support of accelerating Stripe business across the region with Global and Regional Systems Integrators, Consulting/Development Agencies, Software Providers/ISV’s and industry platforms (ERM, CRM and commerce software providers). These partnerships provide Stripe with the opportunity to unlock our market opportunity, supporting us in accelerating our users’ growth across all market segments from Startup to Enterprise companies. This role also includes executing Stripe’s global partner programs, partner marketing, partner enablement and partner co-selling initiatives across the region, driving partner participation and engagement.

This role requires experience in building and growing channel partner and alliances relationships, including evaluating and recruiting new partners, negotiating key commercial agreements and driving joint sales success. The successful candidate will have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally. An understanding of the economics of the payments space and the ecommerce ecosystem would be a bonus.

Responsibilities:

  • Develop and execute Stripe’s partner strategy with your prospective or assigned partners, in alignment with Stripe’s regional business and global partner strategy
  • Cultivate deep relationships with partners, optimize partner performance through business reviews, identify additional business opportunities to expand revenue and deploy a joint sales approach with Stripe’s top partners and Stripe’s sales team in the region
  • 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
  • Serve as an advocate for the your partners and identify areas for growth via partnerships
  • Finalize operational and contracting details with prospective partners through collaboration with Legal and Finance teams
  • Report out on a regular weekly, monthly, and quarterly cadence to all key stakeholders, with a strong analytical approach and crisp communication style

Minimum Requirements:

  • 8+ years of managing partnerships and/or sales for high-tech or financial services organizations
  • Successful track record of developing and growing partnerships
  • Professional and technical knowledge, as well as an understanding of industry trends and the key players in the competitive landscape
  • Strong written and verbal communication skills.
  • Demonstrated ability to negotiate high-value deals with a C-level audience and positively influence the outcome
  • Sound business judgment, proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results
  • Highly organized, multi-tasking skills, take ownership and be efficient in ambiguous situations
  • Willingness to travel
  • Bachelor’s Degree

Preferred qualifications:

  • MBA or other advanced degree
  • Experience working in the financial services/payments industry

This role is available either in an office or a remote location (typically, 35+ miles or 56+ km from a Stripe office).

Office-assigned Stripes spend at least 50% of the time in a given month in their local office or with users. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for individuals and their teams.

A remote location, in most cases, is defined as being 35 miles (56 kilometers) or more from one of our offices. While you would be welcome to come into the office for team/business meetings, on-sites, meet-ups, and events, our expectation is you would regularly work from home rather than a Stripe office. Stripe does not cover the cost of relocating to a remote location. We encourage you to apply for roles that match the location where you currently or plan to live.

The annual US base salary range for this role is $115,200 - $172,800. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. This salary range may be inclusive of several career levels at Stripe and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role and who are not located in the US may request the annual salary range for their location during the interview process.

Additional benefits for this role may include: equity, company bonus or sales commissions/bonuses; 401(k) plan; medical, dental, and vision benefits; and wellness stipends.

Office locations

New York, South San Francisco HQ, Seattle, or Chicago

Remote locations

Remote in United States

Team

GTM Partnerships

Job type

Full time