Partner Development Manager (Alliances & Channels)

About Stripe

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 an experienced individual to join Stripe’s Alliances & Channels (A&C) team as a Partner Development Manager (PDM). This role 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.

What you’ll do

The Partner Development Manager (PDM) will build out some of Stripe’s most strategic Consulting/Services partnerships within the EMEA region. These partnerships provide Stripe with the opportunity to unlock our market opportunity and support us in accelerating our users’ growth across all market segments, especially Enterprise companies. This is a key role, which will lay the foundation for Stripe’s global partner development for years to come. This is both a partner relationship and a revenue-generating role, reporting to EMEA A&C leadership.  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. You will drive partner engagement, leveraging Stripe’s global partner programs, partner marketing, partner enablement, and partner co-selling initiatives. 

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.

Who you are

As a successful candidate, you will have experience in driving go-to-market (GTM) and partner, alliance, or 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-organisationally. An understanding of the economics of the payments space and the eCommerce ecosystem would be a bonus.

Minimum requirements

• 12+ years of revenue generating and/or managing partnerships experience for high-tech or financial services organisations
• 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 organised, 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