Strategic Technology Partnerships Manager

About the role

CaptivateIQ is seeking a seasoned professional to lead our strategic alliances with technology partners. This role focuses on building and nurturing relationships with Independent Software Vendors (ISVs) and platform providers, driving joint go-to-market initiatives and integration development to expand our market reach and revenue streams.

Key facts

What you'll do

• Develop and execute the strategic plan for our Workday and NetSuite technology partnerships, covering integration, marketplace presence, and joint sales efforts.
• Establish clear performance benchmarks and success metrics for each partner, including pipeline generation, revenue influence, and integration adoption.
• Create multi-year joint business plans with Workday and NetSuite, aligning product roadmaps, sales strategies, and marketing investments.
• Collaborate with Product and Engineering teams to identify and build new certified integrations and joint solutions beneficial to CaptivateIQ customers.
• Ensure all integrations meet technical standards and are supported by comprehensive go-to-market materials, including documentation and customer references.
• Implement feedback mechanisms from partners and customers to inform and enhance our product development.
• Design and implement joint go-to-market activities, such as co-selling plays and targeted campaigns, with Workday and NetSuite field and partner teams.
• Generate and influence sales pipeline through account planning, opportunity identification, and collaborative selling efforts with partner representatives.
• Work with Marketing to execute co-branded campaigns, events, and content to increase visibility within the technology partner ecosystem.
• Act as the primary liaison for partner alliance teams, maintaining strong connections with internal stakeholders across sales, product, and marketing.
• Conduct regular business reviews to align on progress, integration priorities, and shared objectives.
• Address and resolve any conflicts or uncertainties regarding engagement rules, deal coordination, and roadmap expectations.
• Champion Workday and NetSuite internally, educating sales, solution consulting, and customer-facing teams on their value and use cases.
• Develop straightforward, repeatable playbooks and training materials for internal teams and partners on co-selling strategies and integration benefits.
• Partner with operations to ensure scalable and transparent partner processes for deal registration, lead sharing, and performance tracking.
• Monitor and report on key performance indicators for Workday and NetSuite partnerships, such as pipeline, win rates, and integration usage.
• Provide data-driven updates to leadership on the performance, risks, and investment needs of the technology partner portfolio.

Requirements

• A minimum of 10 years of experience in alliances, business development, or technology partnerships within the B2B SaaS sector, with a proven history of generating revenue through ISV or platform partnerships.
• Prior experience working with Workday and/or NetSuite in an alliance, sales, or technology partner capacity, including experience with co-selling and certified integrations.
• Established relationships within the Workday and/or NetSuite alliances and field organizations.
• Demonstrated ability to build new programs from inception, comfortable operating with ambiguity and iterating quickly.
• Proven success in achieving pipeline, revenue, and adoption targets through partner initiatives.
• Strong executive presence and influencing capabilities, able to build trust and alignment with senior stakeholders internally and externally.
• Excellent cross-functional collaboration skills, working effectively with Sales, Product, Marketing, RevOps, and Customer teams.
• Ability to balance strategic planning with hands-on execution, from developing alliance strategies to managing individual co-sell opportunities.
• Highly organized and data-oriented, with experience using CRM systems like Salesforce for partner performance management and reporting.
• Willingness to travel periodically for partner meetings, conferences, and internal planning, estimated at 25% or more.

Nice to have

• None specified.

Skills & tools

• CRM (e.g., Salesforce)
• Reporting tools

Practical notes

• CaptivateIQ participates in E-Verify for employment eligibility confirmation in the United States.
• Benefits for US-based employees include comprehensive healthcare (100% medical, dental, vision for FTEs, ~75% for dependents), flexible time off, quarterly mental health days, annual stipends for professional development and caretaking, 401(k) plan, and premium Apple hardware.
• Work anniversary bonuses are provided.
• Active Employee Resource Groups (ERGs) foster an inclusive community.
• Be aware of recruitment scams; only trust communications from @captivateiq.com. CaptivateIQ will not use free web-based email accounts, conduct interviews solely via video conference without prior rounds, ask candidates to cash checks, request payments for consideration, or ask for sensitive personal information early in the process. Sensitive information will only be requested after an offer is made for background checks.