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Partner Development Manager
·Israel
Not specifiedFull-timeAdTech
Drive revenue growth through partnerships by managing AWS co-sell, a success fee referral program, and a credit program. Act as the bridge between sales, partnerships, and RevOps. Validate referrals, enable sales teams, and scale channel programs. Requires 5+ years in partnerships, business development, or commercial sales within SaaS/AdTech.
Responsibilities
- Own the AWS co-sell motion, identifying opportunities for Marketplace deals and driving them to close.
- Position the AWS Marketplace as a negotiating asset to expand deal size and win competitive opportunities.
- Collaborate with the AWS Partner Manager on the Strategic Collaboration Agreement and manage AWS account teams.
- Enable sales teams on co-sell best practices and educate AWS representatives on the company's value proposition.
- Oversee the internal Marketplace process with RevOps and Deal Desk, including submissions, approvals, and billing; steward partner-funding programs.
- Own the success fee referral program end-to-end: partner qualification, referral validation, approval, and payout.
- Act as the gatekeeper for referrals, maintaining clear attribution standards and preventing revenue cannibalization.
- Run the prioritized-accounts motion with partners and sales leaders for high-value account mapping.
- Continuously develop the success fee program, including the fee model, PartnerStack portal, and reporting; champion field-driven initiatives.
- Identify deals for the credit program, secure partner credit commitments, and collaborate with partnership teams to build pipeline.
- Define and improve processes to scale the credit program and onboard new partners.
Requirements
- 5+ years in partnerships, alliances, business development, or commercial sales within SaaS, AdTech, or related B2B technology.
- Proven dealmaker who has grown revenue through partnerships and navigated complex, multi-stakeholder deals.
- Able to influence outcomes across Sales, Revenue Operations, Finance, and Deal Desk without direct authority.
- Principled and disciplined: able to protect program integrity and balance partner goodwill with revenue interests.
- Compelling communicator who simplifies complex commercial ideas; daily AI user for research, prioritization, and decisions.
- Entrepreneurial and self-directed, energized by owning ambiguous, high-leverage programs.
Nice to have
- Experience with cloud co-sell or cloud marketplace (AWS, GCP, or Azure).
- Experience running a partner referral/incentive program and a PRM platform.
- Familiarity with the mobile measurement / AdTech ecosystem.