Strategic Partnerships, Senior Manager

About PagerDuty

PagerDuty is a leading digital operations platform that empowers teams to detect and resolve incidents faster, reduce downtime, and improve customer experience. We help organizations across various industries transform their digital operations and build resilience.

Job Overview

In this role the Senior Manager of Partner GTM for our Enterprise Sales Segment and will be responsible for driving partner GTM activities in our most strategic accounts with our most strategic partners.  

Key Responsibilities

• Partner Strategy:  Work with first and second line sales and CSG leaders to build, implement and drive a partner GTM strategy specific to the Strategic Account segment. 
• Go-to-Market Collaboration:  Collaborate with Partner Development teams to action partner sales plays, offerings and industry solutions to the field sales and CSG teams
• Partner Engagement: Identify, establish, and nurture key relationships at every level of a strategic partner organization. 
• Relationship Management: Build and maintain strong relationships with key stakeholders within partner organizations, ensuring alignment of objectives and mutual success.
• Sales Enablement: Work closely with the sales team to develop and deliver training, tools, and resources to ensure effective GTM motion with partners.
• Market Intelligence: Stay informed about industry trends, evolving partner capabilities, regulatory changes, and shifts in the competitive landscape to identify opportunities and risks. 
• Performance Reporting & Stakeholder Cadences: Provide effective and timely internal and external communication and coordination of PagerDuty's performance against the partnership’s stated goals and initiatives.  Including progress to goal, program/initiative effectiveness, investment strategies.  Conduct regular cadence between partner and PagerDuty stakeholders (Partner Development, Sales, CSG partner )
• Event Participation: Represent PagerDuty at public sector events, conferences, and industry forums to promote our solutions and expand our network.

Basic Qualifications

• 5+ Years Experience: 
  1. Supporting Strategic Enterprise sales organizations in a Partner Sales role
  2. In a Business Development or Ecosystem Sales for a GSI or large RSI
• Industry Knowledge: Deep understanding of contemporary partnering models, methodologies and GTM approaches.  Deep understanding of the benefits and relative value of various routes to market. Working knowledge of basic contracting, technical documentation and marketing techniques.  Understanding of offering creation, marketing, lead generation and professional services organization key performance indicators
  Relationship Building:  Proven ability to build and maintain positive, trusting, working relationships with key internal and external stakeholders all while delivering results in a highly complex, matrixed global organization.
• Strategic Thinking: High degree of natural curiosity.  Strong strategic planning and analytical skills, with the ability to develop and execute comprehensive partnership strategies.  High tolerance for ambiguity with the ability to execute in a changing environment and get work done.
• Communication Skills: Excellent verbal and written communication skills, with the ability to influence and engage senior executives.
• Leadership & Collaboration: Proven ability to build, collaborate, lead and execute strategy in a cross-functional environment. Significant experience working with sales, marketing, product, and legal teams. 
• Willingness to Travel as needed

PagerDuty is a flexible, hybrid workplace. We embrace and encourage in-person working as an integral part of our culture. Both our employees and external research tells us that co-located collaboration strengthens connections, drives innovation, and accelerates learning.

This role is expected to come into our Atlanta office once a month, so you can thrive in your new role and fully embrace being a Dutonian!

The base salary range for this position is 126,000 - 193,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.

Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience.

Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process.