Success Manager

Summary

Join our team as a Success Manager and work remotely to support a portfolio of late-stage startups. This contract role, extending to June 2025 with potential for renewal, requires managing startup relationships, executing marketing reviews, developing go-to-market plans, and ensuring successful integration with our client's ecosystem. You will act as the primary point of contact for these startups, guiding them through the process and facilitating connections with internal teams. The ideal candidate possesses extensive experience in marketing, business development, and partner management, along with strong communication and collaboration skills. Compensation includes a competitive salary and a comprehensive benefits package.

Requirements

• 7-15 years’ experience in marketing (GTM development), business development, partner management and/or sales
• Proven success in developing Go-To-Market plans and business development plans with early stage companies and transforming them into execution
• Proven record of growing new businesses and building business relationships with senior levels within partner organizations
• Strong networking capabilities between the client and their strategic partners, as well as a demonstrable network across the emerging technology ecosystem
• Strong decision-making, conflict resolution, negotiation skills, and follow through capabilities
• Results driven; strong analytical skills with exceptional verbal and written communication and ability to effectively communicate to a senior leadership team
• Partner-centric with a solid understanding of the client's partner management and/or the start-up ecosystem
• Strong cross-group collaboration skills and ability to work across multiple stakeholders
• Ability to work autonomously and independently within a global team structure
• Past success working remotely from home

Responsibilities

• Manage a portfolio of 25 late-stage startups and act as the main point of contact for startup relationship while in the program
• Maintain all systems of record for the portfolio
• Execute a deep marketing/sales review with each startup, providing feedback on messaging and positioning
• Advise startup on how to go-to-market with our client to leverage their brand, channel and ecosystem to help them scale
• Build joint targeted Go-To-Market plan with the startup that is focused on generating pipeline and accelerating deal closure and achieving specified targets/milestones
• Ensure startup publishes an offer in the Commercial Marketplace with the goal of a transact offer
• Support startup in achieving achieve IP Co-Sell Ready status when applicable and utilizing Partner Center to manage joint customer opportunities
• Educate and prepare startups on selling with the client and how to work with their sellers
• Facilitate connection with the client's field sellers and other internal communities that will help generate pipeline and accelerate deal closure
• Coordinate with SMC team to ensure build milestones are being hit with their portfolio
• Run the expected ROB as communicated in the program onboarding agreement
• Evangelize startup success across the company: Newsletters, WinWires, Community Forums, MBRs

Preferred Qualifications

Previous experience in cloud technology sales and development and/or experience in an entrepreneurial or startup environment

Benefits

• 75% of employee-only Medical & Dental coverage
• Vision – opt-in available
• 401K
• PTO
• Laptop
• Life Insurance, Disability Insurance, AD&D coverage
• Short-term Disability, Accident, Cancer/Critical Illness, Pet insurance – opt-in available