Role Description:

We are seeking a Partner Marketplace Manager to join our team. The Partner Marketplace Manager will be responsible for developing and managing our marketplace business. They will oversee communication between our company and our strategic partners, ensuring that each business understands the needs, goals, and expectations of the other. The ideal candidate will manage the execution of ongoing work and explore new product features within our marketplace. This role is primarily focused on managing and nurturing large-scale B2B partnership agreements.

Responsibilities:

• Act as the primary point of contact for ongoing initiatives with marketplace partners.

• Collaborate with internal teams to develop strategies for expanding business and technical opportunities with partners.

• Develop a scalable model for formalizing marketplace partnerships.

• Establish and maintain strong relationships with partners.

• Negotiate partnership agreements, including terms, conditions, and incentives.

• Provide partners with the necessary training, resources, and support to effectively implement the company's products.

• Oversee the execution of ongoing work, ensuring that deliverables are met on time and within budget.

• Explore new product features and opportunities for collaboration with marketplace partners.

• Manage communication between internal teams and external partners to ensure alignment and clarity on project goals and timelines.

• Monitor and analyze partner performance, setting goals and metrics to track success and identify areas for improvement.

• Oversee and manage involvement in Defense Unicorns partner programs to boost engagement, enhance the value and visibility of our offerings on marketplaces, drive new business, and increase revenue.

• Serve as the internal champion within Defense Unicorns’ teams to support joint initiatives.

• Collaborate with our Sales and Marketing teams on co-selling and co-marketing efforts to attract new customers and create opportunities. This includes creating and editing content, coordinating and delivering sales presentations, and reporting on campaign results.

• Provide updates for monthly and quarterly business reviews with cross functional, leadership, and partner teams

Travel Expectations/Requirements: 20%-30%

The listed responsibilities are not exhaustive and additional responsibilities may be assigned based on the evolving needs of the organization. We are seeking a dynamic individual who is able to adapt and take on new responsibilities as they arise.

Preferred Experience and Qualifications:

• 3+ years in business development and channel operations working with software or cloud based marketplaces or relevant experience
• Proven experience in partnership management or a similar role, preferably in the government contractor industry
• Ability to drive partner planning, goal alignment, and execution of initiatives to strengthen the relationships and maximize revenue from the marketplace
• Proven ability in building and maintaining successful relationships with prospective and existing customers and variety of partners including C-level executives, program managers, sales, and support contacts
• Strong technical aptitude and the ability to communicate technical and non-technical concepts to internal and external executives and audiences
• Ability to travel as needed to partner meetings, trade shows, and industry events
• Excellent communication and interpersonal skills
• Strong organizational and project management skills
• Ability to manage multiple projects and priorities simultaneously
• Experience working with cross-functional teams
• Knowledge of defense and security technology is a plus
• Demonstrable track record of negotiating and closing partnership deals
• Experience building partner programs in a SaaS/Cloud environment
• Strong industry awareness with the ability to identify and develop opportunities
• Display a strong sense of self-sufficiency
• Experience managing complex mutually beneficial relationships