Partner Development Manager, Growth Accounts

Partner Development Manager, Growth Accounts (PDM)

HubSpot is a leading customer relationship management (CRM) platform for scaling companies. Hundreds of thousands of customers all over the world use our AI unified customer platform to grow their businesses. It's our mission to not just help them grow, but to help them grow better.

HubSpot’s Solutions Partner Program is looking for a Growth PDM to help onboard and activate new partners to the HubSpot solution partner ecosystem. The Solution partner program is a program for companies to build their knowledge of HubSpot and build a services practice off the back of our ever-evolving technology. 

As a PDM, you will own a book of business of newly acquired partners. Our Partner Specialists sign partners up to the program, and then they are handed to the Growth PDM to onboard and activate them and grow them to Platinum partner status → at which point they move over to our Core PDM team. This part of the journey is critical to a partner's long-term success and involves onboarding & enablement, co-selling, and supporting the building of their co-servicing practice. You have a unique opportunity to maximise a partner's growth through quicker time to activation and driving sourced revenue whilst also building their service knowledge. Partner accounts will typically spend 2 years with us in Growth, so this is long-term relationship versus a short transitional journey. 

In this role, you will: 

• Manage a Book of Business - Independently and successfully manage circa 40-80 Hubspot Solutions Partners in the ANZ market, our largest JAPAC region. 
• Drive Partner Sales - Driving Sourced MRR is the ‘north star’ metric - and that is done through multiple tactics, including onboarding and activating partners quickly, and actively selling with your partners - predominantly using Crossbeam. You'll need to align with partners on strong growth targets and take decisive action to help partners achieve this, always with the end customer and quality in mind. 
• Coach and Develop Partners - Empower and guide partners’ go-to-market strategy by sharing best practices for co-selling with HubSpot, packaging and pricing services, and retaining and growing customers. Act as liaison between the partner and the ecosystem resources, connecting the partner to opportunities to grow their businesses and partner with HubSpot.
• Apply Business Insight - Understand the partner’s business structure to help Partners position HubSpot ROI and service and retain HubSpot customers. Review key data to gain valuable insights into the Partner’s operations, customers, markets, and overall performance.
• Collaborate across Teams - Advocate for your partners with internal HubSpot stakeholders to resolve customer issues, drive renewals, and support partner growth.
• Incorporate Diversity, Inclusion, and Belonging (DI&B). Actively contribute to an inclusive environment, ensuring diverse perspectives are valued, and all partners and colleagues feel they belong.

We are looking for someone who:

Has 2+ years of experience in a partner sales role, managing their own book of solution partners, has embraced AI and can demonstrate their application and learning of the industry throughout the interview process

• 2+ years of experience with technology platforms and solutions with a reasonable level of technical proficiency
• Strong sense of prioritisation and time management skills. Able to balance high volume while focusing on outcomes and results. Experience working on scale teams is a bonus.
• Has experience in the software (SaaS) industry and therefore has an understanding of SaaS go-to-market models
• Excellent communication and presentation skills with a high degree of comfort
• Ability to proactively identify areas in the partner development strategy that require strengthening (i.e., models, process and tools). 
• Ability to identify required resources and gather requirements, drive a sense of common purpose and shared goals/vision, and deliver results as an outcome of ongoing or time-bound work
• Thrives in a fast-paced working environment, can work autonomously, and pivot quickly to changing business needs 
• Can take an ambiguous problem, make sense of it, and propose a path forward.
• Cares deeply about customer-centricity and HubSpot’s mission of helping millions of organisations grow better.

What are the benefits? 

• Hybrid work environment You can choose to work from Home, Office or Flex!
• World class new hire training and onboarding
• An education allowance up to USD$5,000 per annum
• Flexible Time Off Policy
• Private health insurance allowance & Annual fitness reimbursement
• Primary Caregiver Leave of 16 weeks and Secondary Caregiver Leave for 6 weeks
• Check out the HubSpot Website to see all our wonderful Benefits