Partner Manager

Summary

Join Ketch's Go-To-Market team as a Partner Manager and build mutually beneficial relationships with partners. You will present Ketch's vision and platform to executives and technical contributors, initiate and manage partnerships, and drive revenue through partners. This role requires strong communication, critical thinking, and commercial savvy skills. You will also need experience in the privacy sector, adtech, or martech, and a proven track record of developing and managing commercial relationships. The position is based in San Francisco, CA, and involves up to 25% travel. Ketch offers a competitive salary and benefits package.

Requirements

• Outstanding written and verbal communication skills aligned to both technical and executive audiences; this includes developing and delivering presentations, building financial models, writing emails and conducting whiteboard sessions
• Contribute to opportunity assessment through analysis based on research, planning and an understanding of the competitive landscape
• Design, negotiate and execute partner agreements so as to deliver mutually beneficial terms and outcomes
• Drive multiple, independent initiatives from idea to execution while maintaining a clear understanding of the state of play across many, varied work streams
• Working knowledge of at least two of the following: privacy sector, security industry and technology, martech ecosystem, adtech ecosystem, large-scale database, cloud technologies
• 7-10 years professional experience
• 3+ years experience in either privacy, adtech and/or martech
• 3+ years developing and managing commercial relationships
• 2+ years of experience architecting technical solutions for large enterprises
• Bachelor’s degree in technical field (or equivalent work experience in technical field if degree is in non-technical field)
• Able to travel up to 25% of the time
• Must be eligible to work in the United States
• English language fluency required, Spanish language fluency a plus

Responsibilities

• Present the Ketch vision, platform and value to executives and technical contributors at current and prospective partners covering both commercial and technical elements of our relationship
• Initiate, structure, close and manage partnerships, including drafting term sheets and supporting the legal and management teams throughout negotiations
• Understand direct and indirect sales motions and effectively serve as a liaison between the Ketch sales organization and partner sales teams
• Manage partner relationships to agreed-upon revenue and CSAT targets
• Develop and maintain a deep understanding of the data privacy industry, competitive technologies and how to position Ketch alongside our valued partners
• Develop business cases for potential partner and large customer relationships
• Update existing models and develop new frameworks that convey the value of Ketch solutions
• Assist Solution Engineers with RFP responses when partners are involved
• Update both Marketing and Engineering teams on competitor moves as you learn of them through partnership and customer work
• Develop scalable assets and methods that focus on re-usability
• Co-author content on ketch.com (e.g. blog articles) with partners specific to partners’ domain expertise, not limited to but including partnership news, market trends and business value

Benefits

$190,000 - $200,000 a year