Partner Business Development Manager

Summary

Join Rootstock as a Partner Business Development Manager (Partner BDM) in EMEA, executing the partner alliance strategy and driving revenue growth through strategic relationships with various partner types. Collaborate with sales leadership to build and nurture high-value partner relationships, develop region-specific go-to-market strategies, and ensure alignment between partners and Rootstock's sales organization. Responsibilities include developing and executing regional partner alliance strategies, establishing senior-level relationships with key partners, driving regional revenue growth, and tracking partner performance metrics. You will also contribute to regional partner enablement programs, represent Rootstock at events, and develop co-marketing initiatives. This remote position requires a related Bachelor's degree, 7+ years of partner alliance management experience, and proven success in exceeding revenue targets through partner channels. The role involves travel up to 30% within the assigned region.

Requirements

• Related Bachelor's degree preferred
• 7+ years of partner alliance management experience in mid-market and enterprise cloud technologies
• Proven track record of exceeding revenue targets through partner channels
• Demonstrated experience developing and managing successful partnerships in EMEA
• Excellent presentation, negotiation, and communication skills with the ability to engage effectively at all levels of an organization
• Credible business acumen with the ability to develop and execute partner business plans
• Regional market knowledge, including business practices, competitive landscape, and industry trends
• Ability to travel up to 30% within the assigned region
• Fluency in English required

Responsibilities

• Collaborate with EMEA sales teams, providing guidance and strategic direction on partner engagements
• Develop and execute regional partner alliance strategies in alignment with overall company goals and target industries (ICP = Product-centric businesses), including key market coverage
• Establish and maintain senior-level relationships with key partners in the Salesforce ecosystem in EMEA
• Drive regional revenue growth by fostering partner-sourced, partner-influenced deals and co-sell opportunities
• Create and implement regional business plans with key partners, including quarterly and annual targets
• Track and report on regional partner performance metrics, including pipeline generation, win rates, and revenue contribution
• Contribute to regional partner enablement programs in coordination with the global enablement team
• Represent Rootstock at regional Salesforce and partner events
• Develop region-specific co-marketing, event management and co-selling initiatives with strategic partners
• Monitor regional competitive landscape and provide market intelligence to inform business strategies
• Maintain partner data in Salesforce CRM
• Collaborate with Rootstock Marketing in developing necessary content and planning for global and regional webinars

Preferred Qualifications

• Experience within the Salesforce ecosystem
• Strong understanding of the regional ERP market landscape and competitive dynamics
• Strong understanding of the Salesforce platform, ecosystem, and partner network
• Proficiency in one or more additional European languages is highly desirable

Benefits

• This position is eligible for Rootstock's company-wide bonus program and non-traditional equity as part of the total compensation package
• We offer our team members competitive compensation, world-class benefits, work-life balance (flexible schedules, telecommuting, flexible time off), and the opportunity to work alongside an amazing and supportive team!