Strategic Technology Partnerships Manager
RemoteToronto, Ontario, Canada
Job Summary
Own the strategy and roadmap for Workday and NetSuite technology partnerships, defining tiers, metrics, and multi-year joint business plans. Build certified integrations and co-sell plays with partner field teams to drive sourced and influenced pipeline. Establish feedback loops from partners into the product roadmap and lead regular business reviews to align on priorities. Serve as the primary point of contact for alliances teams, resolving conflicts around rules of engagement and educating internal stakeholders on partner engagement. Design enablement playbooks and co-branded campaigns to strengthen ecosystem differentiation while tracking KPIs on adoption and win rates. Navigate ambiguity to turn technology partners into a repeatable source of revenue opportunities.
Required Qualifications
- 10+ years in alliances, business development, or technology partnerships within B2B SaaS, with a strong track record of driving revenue through strategic ISV or platform partners.
- Direct experience working with Workday and/or NetSuite in an alliances, sales or technology partner capacity, including co‐sell motions and certified integrations.
- Existing relationships within Workday and/or NetSuite alliances and field organizations.
- Proven ability to build from 0→1: you're comfortable operating in ambiguity, designing new programs, and iterating quickly with limited historical precedent.
- Demonstrated success owning pipeline, revenue, and adoption goals tied to partner motions (sourced/influenced ARR, attach rates, integration usage, etc.).
- Strong executive presence and influencing skills—you can earn trust and alignment with VP+ stakeholders internally and externally, even without direct authority.
- Excellent cross‐functional collaborator, able to work effectively with Sales, Product, Marketing, RevOps, and Customer teams to align on partner strategy and execution.
- Comfortable combining strategic thinking with hands‐on execution—from crafting multi‐year alliance strategy to running point on individual co‐sell opportunities or events.
- Highly organized and data‐driven, with experience using CRM (e.g., Salesforce) and reporting tools to manage partner performance and communicate outcomes.
- Periodic travel for partner meetings, conferences, and internal planning (estimated 25%+ travel).
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