Strategic Partner Manager

About OpenSesame

OpenSesame's mission is to help develop the world's most productive and admired workforces. We deliver a comprehensive catalog of eLearning courses from the world's top publishers. We add value to customers through their entire learning journey. While it appears to most people that we just sell training courses (over 20,000 of them), what we really offer is the opportunity for companies to upgrade the skills of each of their employees.

We are at a pivotal time in our growth as we diversify the ways we drive revenue. We've expanded our product offering dramatically, and have a growing network of partners that is developing into a vibrant channel. Our customer base has high satisfaction ratings and there is room to grow our retention even more.

www.opensesame.com/about

The Team

The Partner Team is an entrepreneurial group focused on amplifying company growth via partnerships. We are often faced with new situations that require creative thinking and problem-solving. We know how to listen to partners to figure out how to build approaches and solutions that benefit everyone. We are also adept at working across departments in the company, such as Marketing, Product, Sales, and Curation. 

Position Overview 

There are very few “typical” days as a Strategic Partner Manager. If you require routine, this is not the job for you. For example, you will find yourself working to build relationships both inside and outside the company, finding new opportunities, creating and executing on strategic plans, and helping to enable partner employees. 

The Strategic Partner Manager develops, maintains, and expands relationships with named strategic partners. Several partners will be assigned with specific revenue and lead generation targets.  

The Strategic Partner Manager reports to the Director of Partnerships.

• Establishes productive, professional relationships with key personnel across the partner organization in each assigned partner account. 
• Coordinates the involvement of company personnel, including Sales, Customer Succession, Support, Services, and management resources, to meet partner performance objectives and partners’ expectations.
• Meets assigned targets for revenue and lead generation for assigned partners. 
• Develops and executes training and enablement plans for each assigned partner.
• Coordinates the co-selling motion between partner and OpenSesame Sales resources 
• Manages potential channel conflict by fostering excellent internal and external communication and strict adherence to channel rules of engagement.
• Collaborates with Product to lead solution development efforts that best address end-user needs while coordinating the involvement of all necessary company and partner personnel.
• Ensures optimal partner agreements are in place to ensure both growth and compliance.
• Regularly reports on the performance of assigned partners to goal.
• Drives adoption of company programs among assigned partners.

Performance Based Objectives

• In your first 30 days, you will complete OpenSesame partner onboarding, learn how OpenSesame goes to market, understand the OpenSesame partner models and programs, and be assigned a portfolio of partners to manage.
• In your first 30 days, you will have developed a business plan for your partner portfolio, including strategies and tactics to achieve your partner bookings goal.
• Within 60 days of hire, the SPM will have developed partner business plans designed to meet revenue targets for assigned partners.
• At the end of 60 days, you will have had introductory calls with each partner in your portfolio and will have scheduled recurring meetings and QBRs with each partner
• At the end of 60 days, you will maintain a partner portfolio dashboard tracking the progress of your partners to the goal.
• Within your first 90-120 days, you will be meeting the goals outlined in your business plan, working on developing and honing your partner management skills as well as training internally to become OpenSesame Qualified.
• Within your first 90-120 days, you will have developed a solid understanding of your partner portfolio, will have identified and created relationships with key employees at each partner and will present a report to the partner team on what is working well, key challenges and recommended adjustments to your business plan going forward. 

You might notice we don’t have the requirements, qualifications, and minutia of typical job descriptions. We don’t care about that as we do not hire based on specific buzzwords, technologies, or popular acronyms on your resume. 

We are looking for specific examples from your previous experience that proves you can do this job successfully. We want you to advance your career and are looking for someone who will be excited by this challenge, knowing they can lean on the leadership team around them for growth.

Compensation:  At OpenSesame, we offer a comprehensive benefits package to employees upon hire, including professional development, ISOs, health insurance, 401(k) matching, and paid time off. We carefully consider a wide range of compensation factors, relying on market data to determine compensation and consider your specific job family, background, skills, and experience. We prioritize pay transparency, fairness, and equity to create a positive and inclusive work environment, regularly reviewing our compensation practices to align with our values and goals.

Location: Location: This position can be based anywhere in the U.S. All positions will require up to 30 days of travel per year for company-wide events (typically January, May, and September). Senior Management and Leadership Team members will require up to 35 days of travel.

Performance Driven: We're looking for self-starters with a track record of delivering excellent results, but we're highly selective about who we hire. We don't focus on typical job requirements, instead, we're interested in specific examples from your past experiences. All positions can be based anywhere in the US, and require up to 15 days of travel per year, with senior management and leadership teams requiring up to 35 days.

Equal Employment Opportunity: OpenSesame is an Equal Employment Opportunity and Affirmative Action employer that values and welcomes diversity. We do not discriminate on the basis of various legally protected characteristics, including criminal history, and strive to provide reasonable accommodations to qualified individuals with disabilities. We prioritize safety and security and may use your information accordingly, and you can contact us for assistance or accommodations during the job application process. For more information on our Diversity, Equity, and Inclusion initiatives, click here.

CPRA (California Candidates): When you submit your application, OpenSesame may collect and use your personal information in accordance with our privacy policy and the CPRA. This may include personal details and employment history, and will only be used for employment-related purposes. We may share this information with third-party service providers, but we will not sell it to third parties. If you have any questions or concerns, please contact us, and for more information on your rights under the CPRA, refer to our privacy policy or the California Attorney General's website.