Business Development Manager

5 days ago


Dublin, Dublin City, Ireland Stripe Full time

About the Team

We are looking for an experienced individual to join our Alliances & Channels (A&C) team at Stripe. As a Partner Development Manager (PDM), you will work closely with Alliances & Channel leadership, peers, GTM Sales, and current and future partners to build out the next iteration of Stripe's partner journey.

This is a key role that will lay the foundation for Stripe's global partner development for years to come. You will be responsible for cultivating and maintaining strong relationships with executives and sales teams at both Stripe and in partner companies to accelerate Stripe business in your designated portfolio or territory.

Main Responsibilities:

  • Identify, nurture and manage a portfolio of partners, inclusive of Global Systems Integrations (GSIs), Global Agencies, and National and Regional SIs/agencies.

  • Work closely with Partner Solution Engineers (PSEs) to develop and deliver skilled and capable partners to GTM Sales, Solution Architect (SA), and Stripe Professional Services.

  • Gain insights and build joint revenue generating business strategy on how the partnership creates value for both companies and define the short term and long term opportunity.

  • Work with the Partner to create and execute a go-to-market strategy and business plan, establishing vision, focus areas, goals, and continuous business review, such as EBCs.

  • Enable partners to drive exponential growth through the development of their practices, solutions, accelerators, and go to market with Stripe, including alignment with Stripe product teams.

  • Be the 'product owner' within Stripe for both the partnership and any solutions/accelerators that the partner builds.

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

  • Guide and progress partners through the Stripe Partner Ecosystem (SPE) program journey, including certification and Specializations.

  • Manage day to day partner operations, such as setting up the administration and governance with the partner, negotiating partnerships contractual agreements, executing opportunity registration with SPE, establishing cadences and partnership revenue reporting, and other internal operational tasks.

  • Understand and remove any obstacles that prevent the growth of the partnership, such as incentive structures and organizational models or processes.

  • Drive new joint revenue opportunities and pipeline with Stripe through market development and technology entry points, with support from Partner Marketing on marketing activities / sales plays.

  • Internal advocacy to Stripes on the Partner and how to work with them, working with Partner Marketing on joint value proposition assets and case studies.

  • Identify and execute lighthouse wins.

  • Lead problem resolution and establish clear escalation paths when appropriate.

  • Lead efforts to develop unique partner IP, including accelerators, industry solutions, and managed services.



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