Director, ISV & Tech Partnerships

About the Job:

We are seeking a ISV/Technology Partnerships Director to lead our efforts in developing and executing a go-to-market (GTM) strategy with our strategic Independent Software Vendors (ISV) and Technology partners. This role will report directly to the Head of Partnerships and will work closely with Product, Revenue, and Marketing leadership teams to drive impact through our integration portfolio and development of new partnerships. The ISV/Technology Partnerships Director will be responsible for elevating our collaboration with our most strategic technology partners, setting the vision for the Technology Partner Program, and developing multi-year strategy that drives mutual revenue growth and innovation.

Responsibilities:

• Strategic Partnership Development:

  • Develop and execute a comprehensive GTM strategy with strategic ISV and Technology partners.
  • Cultivate and maintain relationships with key partners to drive mutual growth and success.
  • Identify new partnership opportunities and lead negotiations to establish beneficial collaborations.

• Program Development and Management:

  • Design and implement multi-year strategies to develop and launch partnership programs that include activities such as:

    • Partner Enablement: Providing partners with the tools, resources, and training necessary to effectively integrate and sell our joint solutions.
    • Joint Marketing Initiatives: Collaborating on co-branded marketing campaigns, events, and content to increase visibility and drive demand for joint solutions.
    • Technical Integration: Facilitating deep technical integrations between our products and partner solutions to ensure seamless interoperability and enhanced customer value.

• Cross-Functional Collaboration:

  • Collaborate closely with Product, Revenue, and Marketing teams to align partnership strategies with company goals.
  • Be the internal champion of co-marketing initiatives and co-selling activities with partners to enhance market presence and revenue growth.

• Performance Monitoring and Reporting:

  • Establish key performance indicators (KPIs) to measure the success of partnership initiatives.
  • Regularly report on partnership performance, providing insights and recommendations for continuous improvement.

• Thought Leadership:

  • Stay informed about industry trends and best practices in technology partnerships.
  • Represent the company at industry events, conferences, and meetings to promote our

About You:

• Builder: You get energy from coming in and building from scratch. You are excited about an open playing field and like moving within a world that may feel ambiguous at times.
• Product-minded, Revenue-focused : This role is responsible for diving deep with product teams and leading the way for revenue teams. 
• Startup Mentality: You thrive in a fast-paced, high-intensity environment where you balance multiple projects and can prioritize your work both short and long term.
• Driven: You want to win and you are excited about joining a team that strives for high performance.
• Interesting and Interested: You are joining a growing team that likes to lean in, be curious, work hard, and have fun. You like learning from your peers, collaborating with them on partnerships.
• Work Hard, Play Hard: You bring your full self to teams and enjoy finding moments to celebrate in both individual and collective success.

Qualifications:

• 8-10+ years of experience in partnerships, business development, or a related field within the tech industry.
• Proven track record of developing and executing successful go-to-market (GTM) strategies with data to back.
• Extensive experience working with Independent Software Vendors (ISV) and technology partners.
• Experience in leading cross-functional teams and projects.
• Strong understanding and network within the software industry specifically cloud, data, product, and developer tool ecosystems
• Excellent negotiation and relationship-building skills both internally and externally
• Ability to develop programs through an ability to quickly pilot initiatives and articulate a vision for strategic partnerships through executive-level presentation.
• Strong analytical skills with the ability to measure and communicate the impact of partnerships. Able to use data to tell stories behind which partnerships should be prioritized.
• Proficiency in project management and the ability to drive multiple initiatives simultaneously. Proven ability to deliver programs from design to scale.
• Exceptional communication skills, both written and verbal, with the ability to influence stakeholders at all levels. History of working within strong documentation cultures and comfortable articulating in narrative form.

Competencies:

• Strategic Thinking: Ability to develop long-term strategies aligned with business goals.
• Leadership: Proven ability to lead, mentor, and motivate teams.
• Collaboration: Strong collaborative skills to work effectively with internal and external stakeholders.
• Innovation: Creative thinking to develop innovative programs and solutions.
• Results-Driven: Focused on driving measurable results and achieving business objectives.

Specific Requirements:

• Willingness to travel as needed to meet with partners and attend industry events.
• Familiarity with CRM and partnership management tools.
• Understanding of regulatory and compliance issues related to technology partnerships.

Pay:

Target pay ranges based on Geographic Zones* for Level M4:

• Zone 1: San Francisco/Bay Area or New York City Metropolitan Area: $252,000 - $296,000** On Target Earnings (OTE) includes base pay and commission
• Zone 2: Boston, DC, Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Seattle: $226,000 - $266,000** On Target Earnings (OTE) includes base pay and commission
• Zone 3: All other US locations: $214,000 - $252,000** On Target Earnings (OTE) includes base pay and commission

LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.

*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.

**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.

About LaunchDarkly:

Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations. 

The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:

• Improving the velocity and stability of software releases, without the fear of end customer outages
• Delivering targeted experiences by easily personalizing features to customer cohorts
• Maximizing the business impact of every feature through the ability to experiment and optimize
• Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types
• Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability

At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at [email protected]. 

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