Partner Development Manager

hace 2 semanas

Madrid, Madrid, España Robert Walters A tiempo completo

Buscamos un Partner Development Manager (PDM) especializado en el segmento ISVs (Independent Software Vendors) para liderar la captación, desarrollo y aceleración de negocio conjunto con fabricantes de software que despliegan, integran o comercializan sus soluciones sobre plataformas cloud (privado, público, servicios gestionados y ciberseguridad).

La misión del rol es crear ecosistemas sólidos, impulsar iniciativas de co-selling y co-marketing, aumentar el consumo de servicios cloud y generar un crecimiento sostenible para todas las partes implicadas.

Responsabilidades Principales

  • Identificar y reclutar ISVs estratégicos cuyos productos complementen la oferta de servicios cloud.
  • Diseñar y ejecutar planes de negocio conjuntos con objetivos de facturación, integraciones y roadmap comercial.
  • Impulsar acuerdos de co-selling, co-marketing y modelos de partnership escalables.
  • Coordinar integraciones técnicas de ISVs con la plataforma cloud (APIs, arquitectura, seguridad, certificaciones).
  • Formar y habilitar a los ISVs en el portfolio de servicios cloud, asegurando su correcta comercialización y despliegue.
  • Colaborar con el área de Marketing en campañas conjuntas y generación de demanda.
  • Gestionar el pipeline de oportunidades en cooperación con equipos de ventas directas y canal.
  • Monitorizar el consumo cloud y el rendimiento de cada ISV, asegurando resultados medibles.

Habilidades y Competencias

  • Conocimiento sólido del ecosistema ISV: SaaS, PaaS, marketplaces, integraciones cloud y modelos de licenciamiento.
  • Experiencia en gestión de partners, alianzas estratégicas o desarrollo de negocio en entornos cloud/IT.
  • Capacidad para comprender arquitecturas de software y despliegues en cloud (valorable experiencia en preventa).
  • Excelentes habilidades de negociación, relación y gestión de cuentas estratégicas.
  • Mentalidad orientada a crecimiento, colaboración y win–win.
  • Competencia analítica para medir ingresos, consumo, funnel y retorno de cada partnership.

KPIs del Rol

  • Número de ISVs reclutados, habilitados y activos por trimestre.
  • Ingresos y consumo cloud generados por los ISVs (MRR/ARR).
  • Número de oportunidades de co-selling creadas y cerradas.
  • Ejecución de planes de negocio conjuntos (acciones y hitos cumplidos).

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