Partner Development Manager, Technology Partners

San Francisco, CA, United States

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 Alliances and Channels (A&C) team 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.

What you’ll do 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.

Responsibilities Build broad relationships across partner, sales, marketing, product functions at Partner, including an organization map and establish Stripe’s team mapping to those functions

Develop a revenue generating joint GTM plan for the assigned partner(s), that should include joint GTM activities (events, webinars, etc), how we engage with Partner’s AEs (enablement, co-sell plan), and other key ecosystem participants (SIs/agencies)

Develop and execute Stripe’s partner strategy with your partner(s), in alignment with Stripe’s regional business and global partner strategy

Cultivate deep relationships with your partner(s)’ cross functional leadership team,optimize partner performance through business reviews, identify additional business opportunities to expand revenue

Establish QBR cadence, and lead both the preparation (presentation) and run quarterly QBR meetings

Own joint revenue generating GTM plan, and lead the cross functional execution to deliver on that plan. This will likely include working with marketing and sales teams on the execution of partner programs, events, sales engagement, building playbooks and collateral

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 team

Report out on a regular weekly, monthly, and quarterly cadence to all key stakeholders, with a strong analytical approach and crisp communication style

Who you are We are looking for a partner development manager to build & expand Stripe’s partnership with our strategic, global technology platform partners. As a successful candidate, you will have experience in driving go-to-market (GTM) and partner/alliance/ecosystem management in high tech or payments/financial services.

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.

8+ years of revenue generating and/or managing partnerships experience 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 SaaS, tech, financial service or payments industry

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. The annual US base salary range for this role is $187,800 - $281,800. 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.

At Stripe, we're looking for people with passion, grit, and integrity. You're encouraged to apply even if your experience doesn't precisely match the job description. Your skills and passion will stand out—and set you apart—especially if your career has taken some extraordinary twists and turns. At Stripe, we welcome diverse perspectives and people who think rigorously and aren't afraid to challenge assumptions. Join us.

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