Channel Sales - Business Development Manager

Productboard is looking for a talented Business Development executive to join our growing partner organization.  In this role, your goal is to help recruit new partners, manage existing ones and accelerate Productboard’s growth by leveraging these partners.

This role is critical to our overall growth. Productboard is on a journey to establish a new category and become the clear market leader.  Channel partners and the partner ecosystem are critical components to our Enterprise strategy.  By increasing the number of partners in our portfolio and expanding the role partners play in our overall go-to-market motions,  we can establish a repeatable and important revenue stream.  

You will develop a deep understanding of our target audience,and their pain points, and use that to define and execute the consulting partner playbook. 

In this brand new role, we are looking for an entrepreneurial, collaborative, and data-oriented Business Development leader to manage our EMEA consulting  and technology partners.  We need a Business Development Manager to recruit new partners, onboard them and , develop joint GTM plans and drive growth in our mutual businesses. You’ll define the scope and specifics of the partnership, educate both organizations on the value of the partnership and the specifics of the joint offering, and execute external go-to-market activities. 

On a typical day, you will... 

• Develop an overall strategy to leverage channel partners into our GTM motions to increase our win rate, acquire qualified referrals and reduce churn with larger more complex customers. 
• Recruit and manage consulting partners across the EMEA region by developing strong relationships with the various firms to understand their strengths, as well as how they would want to execute GTM motions and deploy their service offerings. 
• Define clear criteria to identify potential partners and establish mutual KPIs to track success
• Drive partners to deliver qualified referrals to our sales org, cultivate partners to support our sales efforts to increase win rate and identify areas where partners can reduce risk of churn at existing customers.
• Collaborate with Demand Gen, Sales, Services, Success & Product Marketing to refine processes on how to bring partners into opportunities and develop new processes when required. 
• Together with the Sales Enablement and Sales operations teams, define internal processes and enable the Sales team to understand how to leverage the partnerships and how to work with our partners and opportunities they generated
• Craft compelling content  with Marketing to run campaigns with Partners to generate pipeline and share the emerging narrative on how consulting partners are helping our joint customers successfully build and ship better products. 
• Work with established partners to craft new approaches to building pipeline, enhance our platform narrative and drive new sales opportunities. 
• Continue to enhance strong relationships with established partners to understand their strategic priorities and identify marketing opportunities that might emerge as part of their go-to-market strategy and initiatives. 
• Develop joint GTM plans with partners and the Business Development team that highlight campaigns and track KPI results. 
• Develop scorecards to establish goals and communicate progress with both partners and key internal stakeholders.

About you

• You have worked in a high growth, fast-paced SaaS company for 5+ years, especially working with Sales, Growth or Business Development teams
• Strong communication skills and adept at multiple communication mediums (e.g. verbal, writing and presenting) in English and ideally another European language
• Passion for collaboration with a broad set of cross-functional teammates (aka “a strong team player”) and an ability to drive results from a cross-functional team via influence
• Ability to sell and evangelize a category defining software application
• Creative approach to storytelling and defining experiments to cultivate demand in a nascent market
• Good understanding of the EMEA partner ecosystem and differences in various regions

You can look forward to the following benefits:

💰 Stock options

💻 MacBook

📚 Budget for online courses, books, and conferences

🏝 5 weeks of vacation + sick days

❤️ 1 Volunteer Day per year for you to help causes close to your heart

🍹 Team events, such as off-sites and retreats

💚 Shared Headspace account for mindfulness & mental health

🧒🏻 Parental benefits

🎓 Language lessons

🍀 Mental Wellness Program to support your well-being and self-care

🏥 Comprehensive Health Insurance

👨🏼‍🦳 Pension Contribution

🤒 Illness Protection

💟 Death in Service Benefit

About Productboard 

Productboard is a customer-centric product management platform that helps organizations get the right products to market, faster. More than 5,400 companies, including Microsoft, Zoom, 1-800-Contacts, and UiPath, use Productboard to understand what users need, prioritize what to build next, and rally everyone around their roadmap.

With offices in San Francisco, Vancouver, Dublin, Brno and Prague, Productboard is backed by leading investors like Tiger Global Management, Dragoneer Investment Group, Index Ventures, Kleiner Perkins, Sequoia Capital, Bessemer Venture Partners, and Credo Ventures.

In January 2022, we closed our $125M Series D round, which put us into the Unicorn category of companies, with a valuation of $1.7B.

• Join at the golden startup age — established stability of a Unicorn with space for individual impact
• You’ll enjoy an exciting team atmosphere, building a whole new category of software
• You can help change the way that products are built all over the world
• We iterate quickly and decisions are fast. You’ll have a voice in what we do and see the impact of your work
• We are backed by top Silicon Valley investors, giving us access to capital, networks, mentors, and new markets
• We are recognized as one of the hottest tech startups on the market today, named by Forbes magazine and Business Insider as one of the best startup employers to bet your career on and are regularly recognized for our company culture

About our culture

Imagine working in a place where everything matters — most importantly, you. At Productboard, values aren’t just something we like to talk about, they’re something we live and breathe. We believe in creating a work environment where:

• People feel empowered, supported, and included
• Trust and transparency are built into the way we work
• Creativity, curiosity, and continuous improvement are encouraged and nurtured every day

Forming our company values was a group effort, with every employee allowed to contribute. From profit-sharing initiatives, like stock options, to open calendars and communication, we don’t waste time on politics or ego. We champion openness by sharing our goals, success, and failures.

Join colleagues who love what they do and who are invested in their work environment and the future of the company. Help shape our company, culture, and product!

Check out our LinkedIn Life page, Instagram profile, and People of Productboard FB page or listen to our People of Productboard podcast for a real feel of what life is like at Productboard.

Equal Opportunity Employer Statement

We are an equal opportunity employer and champion equity. It is our aim to help people from all backgrounds, cultures, and groups realize their full potential at Productboard. We do not tolerate any discrimination or harassment based upon gender identity, race, color, religion, age, sexual orientation, non-disqualifying physical or mental disability, national origin, veteran status, or any other bias covered by appropriate law. All aspects of employment, including hiring, training, promotion, and terminations, are based on merit, competence, performance, and business needs. We are committed to an inclusive hiring process and provide all candidates with equal opportunity to demonstrate their abilities. Togetherness is one of our core values, and our Diversity Council helps to ensure that we uphold the values of authenticity, humanity, and diversity to create an environment where every person matters. We are committed to leading by example to drive societal change.