Senior Partner Development Manager

Summary

Join LaunchDarkly as a Partner Development Manager to lead strategic partnerships with Global System Integrators (GSIs) and other SIs across the Americas. This expert-level role requires building and executing partnership strategies aligned with company objectives, driving substantial revenue, and establishing LaunchDarkly as a key player in the GSI and AMER SI ecosystem. You will collaborate with Sales, Product, Marketing, and Customer Success teams. The ideal candidate is a strategic thinker with proven experience in global partnership management, cross-functional stakeholder influence, and scalable program development. Responsibilities include strategic partner leadership, global program development, revenue and growth ownership, and thought leadership. Success in this role demands a product-minded, revenue-focused approach and a startup mentality.

Requirements

• 8+ years of experience in partnerships, alliances, or business development, with a focus on enterprise software and systems integrator partnerships
• Deep understanding of SI business models, sales cycles, and global delivery capabilities
• Demonstrated success leading global or regional strategic partnerships with multi-million-dollar impact
• Exceptional ability to influence across internal functions (Sales, Marketing, Product) and build executive-level relationships externally
• Strategic, data-driven mindset with experience in defining and tracking KPIs that drive decision-making and continuous improvement
• Excellent communication and presentation skills; ability to adapt messaging for technical, business, and executive audiences
• Proven experience operating independently and leading cross-functional initiatives with high complexity and visibility
• Strong alignment with LaunchDarkly’s culture of innovation, teamwork, and customer-first thinking

Responsibilities

• Serve as LaunchDarkly’s primary liaison for SIs in the Americas, with strategic oversight and performance specifically within the region
• Lead the development and execution of global partnership strategies with top-tier GSIs (e.g., Accenture, Deloitte, Cognizant, etc.), ensuring alignment with LaunchDarkly’s business objectives and customer success goals
• Act as a trusted advisor to executive stakeholders within SI organizations, building long-term relationships and joint value propositions across our product suite
• Develop tri-party solutions around other strategic partnerships such as Amazon Web Services and Snowflake
• Partner with internal teams to define global standards for SI engagement, enablement, and performance measurement
• Influence the evolution of LaunchDarkly’s partner program, ensuring scalability for global partnerships and adaptability for SI-specific needs
• Collaborate with regional counterparts to share best practices, align priorities, and support consistent partner experiences worldwide
• Drive partner-sourced and partner-influenced revenue by co-developing business plans with GSIs that include pipeline generation, joint marketing, and co-sell motions
• Set performance targets and lead regular reviews to ensure accountability for both partner and internal stakeholders
• Leverage your strategic insight to guide internal GTM teams on how to maximize the value of GSI partnerships in enterprise deals
• Represent LaunchDarkly at industry events, partner forums, and executive briefings, positioning the company as a preferred technology partner for global service delivery
• Stay ahead of trends in cloud adoption, DevOps, and digital transformation to ensure our GSI strategy remains differentiated and relevant
• Contribute to the definition of corporate goals related to SI partnerships and GTM alliances; serve as a strategic voice in quarterly and annual planning

Benefits

Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary