Partnership Development Manager

DigitalOcean (NYSE: DOCN) simplifies cloud computing so builders can spend more time creating software that changes the world. With our mission-critical infrastructure and fully managed offerings, DigitalOcean enables startups and small and medium-sized businesses (SMBs) to rapidly deploy and scale modern applications. As a remote-first organization, our employees, like our customers, are based around the world.

Serve as the Partner Development Manager for Americas to lead the revenue growth of existing and new partnerships, inclusive of Agencies, Digital Agencies, Software WebDev Consulting Firms, DevOps Service Providers and Consulting, Managed Service Providers and Platform as a Service Companies.

Quote carrying role that will drive the Americas Partnership revenue growth as part of a larger integrated sales team. Be the trusted advisor to the Regional Sales leader in developing a comprehensive sales plan whereby quarter over quarter partner pipeline development and sales are integral to each direct seller's goals.  Collaborate and execute at the field level with Sales, SE’s, Marketing, and BDR teams.

What You'll Be Doing: 

• Work with senior-level sales, marketing and business partner leaders to develop impactful, multi-faceted growth strategies.

• Lead the work with business partner leadership and key stakeholders on business case development, creation of enablement strategies, budgeting, resource allocation and implementation strategy.

• Work closely with internal stakeholders from multiple internal groups to ensure alignment and engagement on partnership strategy execution, milestone achievement and projected outcomes.

• Lead and measure marketing and sales execution across internal and external parties, providing guidance and advice to help drive performance and the achievement of strategic objectives.

• Analyze disparate data sets to understand partner business and financial performance, identify anomalies or unexpected outcomes and develop / recommend potential solutions

• Proven experience working with marketing leadership to drive business partner lead generation and pipeline development with comprehensive resources,i.e., MDF, incentives, sales plays, promotional trials, packaging, etc.

• Collaborate with DigitalOcean organizational leaders to define, develop and deliver process improvement 

What You'll Add to DigitalOcean:

• 5-8 years of experience in Partnerships, Channel Sales or Business Development role

• Track record of achieving and exceeding channel revenue targets

• Classically trained in one or more sales methodologies

• Solid understanding of channel marketing and marketing

• Strong leadership skills

• Intimate knowledge of the Americas Market including LATAM in a partner development-focused role.

• Proven track record of achieving measurable goals in a partner sales environment.

• Strong network/relationships and ability to build strategic relationships.

• Be curious about emerging trends in the local market for cloud services and creating and capitalizing on opportunities.

• Ability to work independently to identify, evaluate, generate new business opportunities, and drive them to closure.

• Detail-oriented and highly organized with an ability to multi-task & prioritize tasks.

• Previous experience in IaaS or PaaS is a plus.

• Ability to clearly understand and articulate solution value propositions.

• High-level technical aptitude to understand our products and how they fit together.

• Strong verbal and written communication skills, explaining technical concepts in clear and concise terms.

• Ability to quickly synthesize and put to use new information.

• Experience in SFDC is a plus.

• Strong organizational and time management skills.

• Bachelor’s Degree strongly preferred

• Be curious and ask questions.

Why You’ll Like Working for DigitalOcean:

• We reward our employees. The base salary range for this position is between $110,000-$135,000 based on relevant years of experience and skills. The salary range for this role is specific to candidates located within the U.S. and will vary for candidates outside the U.S.. Employees may qualify for a bonus in addition to base salary; bonus amounts are determined based on company and individual performance. We also provide equity compensation to eligible employees including grants of equity upon hire and the option to participate in our Employee Stock Purchase Program.

• We value development. You will work with some of the smartest and most interesting people in the industry. We are a high-performance organization that is always challenging our teams and employees to continuously grow. We maintain a growth mindset in everything we do and invest deeply in employee development through formalized mentorship and other internal programs. We provide all employees with reimbursement for relevant conferences, training, and education.

• We care about your well-being. In addition to cash and equity compensation, we also offer employees a competitive array of benefits. In the United States, these include health insurance, unlimited vacation, retirement benefits, a generous parental leave program, and additional resources to support employees' overall well-being. While the philosophy around our benefits is the same worldwide, specific benefits may vary in other countries due to local regulations and preferences.

• We value diversity and inclusivity. We are an equal opportunity employer and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

*This is a remote role