Senior Manager GTM Strategy & Operations (Partners)

About this role

<p data-pm-slice="1 1 []"><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">FEQ425R112</span></p> <p><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">The Senior Manager, Partner Strategy & Operations defines the Partner Ecosystem and GTM strategies for SI, Cloud, and ISV channels. This role provides the strategic analysis and operational rigor necessary to scale a high-growth GTM business. You will partner across Partnerships, Sales, Finance, and Data teams to translate partner performance into actionable insights, resource investments, and long-range planning models.</span></p> <p><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">This role reports to the Director of Partner Strategy & Operations.</span></p> <h3><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><strong>What You’ll Do</strong></span></h3> <p><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Combine your strategy and operations toolkit with deep data proficiency to lead major partner initiatives including:</span></p> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><strong>Define the Partner GTM Strategy</strong> - set strategic choices for the SI, Cloud, and ISV ecosystems; establish investment frameworks to ensure resources are deployed to the highest-impact areas.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><strong>Trusted Advisor to Partner Leadership</strong> - serve as a strategic partner to Partnerships Leadership by defining, tracking, and implementing goals, programs, and strategies; act as the bridge between executive vision and tactical execution.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><strong>Orchestrate Annual & Long-Range Planning</strong> - drive the end-to-end planning process for the partner organization, including revenue modeling, investment ROI analysis, headcount forecasting, and capacity setting.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><strong>Lead Executive Synthesis & AI Insights</strong> - develop and deliver high-stakes artifacts including Quarterly Business Reviews (QBRs), investment business cases and strategic narratives for Partnerships leadership using a mix of traditional BI and emerging AI tools to provide deeper signal on ecosystem health</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><strong>Instrument the Data Foundation</strong> - build and oversee the reporting infrastructure; develop dashboards and key performance indicators (KPIs) to track the health of the business and partner productivity.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><strong>Drive Performance Visibility</strong> - manage operational cadences and business reviews, providing clear signals on ecosystem health.</span></li> </ul> <h3><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><strong>Qualifications</strong></span></h3> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">7+ years in Strategy & Operations, Management Consulting, FP&A, or Business Operations; experience in Enterprise/Mid-Market SaaS preferred.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><strong>Executive Presence & Influence:</strong> Proven ability to act as a trusted advisor to senior leadership; comfortable framing complex trade-offs and navigating ambiguity to drive consensus among VPs and cross-functional heads.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><strong>Strategic Storyteller:</strong> Exceptional ability to synthesize complex data sets into a 'so-what' narrative; highly skilled in creating compelling executive-level presentations and board materials that lead to clear decisions.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><strong>Data & AI Expert:</strong> Advanced proficiency in querying and scoping (SQL, Databricks, BigQuery) and an active interest/proficiency in using AI tools to automate GTM operations and insights.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;"><span…