Partner Program Manager

Description

The company makes an intelligent orchestration platform for DevSecOps, used by organizations to boost developer productivity, improve operational efficiency, cut security and compliance risk, and speed up digital transformation. It has more than 50 million registered users, and more than 50% of the Fortune 100 use it to ship better and more secure software faster.

All team members are expected to fold AI into their daily work to improve efficiency, innovation, and impact. The team works asynchronously across regions as part of a remote-first company, and it values continuous knowledge sharing and collaboration with industry leaders.

Fortune 500 is a registered trademark of Fortune Media IP Limited, used under license. The 50% figure is based on company data. Fortune 100 refers to the top 20% of companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse, the company's products or services.

As Manager, Global Partner Programs, you will turn the ecosystem strategy into repeatable programs that help partners create value across the customer lifecycle: Acquire, Commit, and Consume. You will own a portfolio of global workstreams, such as partner sourcing, services attach, adoption, renewals, managed service providers (MSPs), global systems integrators (GSIs), hyperscaler, and marketplace motions, and make them clear, usable, and measurable for partners and sellers in every region.

This is a senior individual contributor role with no direct reports. You will lead through expertise and influence. You will work with Ecosystem Sales, Partner Operations, Finance, Legal, Marketing, Product, Customer Success, and Enablement to launch and improve programs, recommend changes to incentives and policy, and tie program activity to pipeline, revenue, and customer outcomes. In year one, the focus is a clear portfolio roadmap, simpler partner requirements and rules of engagement, and consistent program performance reporting. As the team grows, the role may expand to lead partner program managers.

The Ecosystem team grows the business through partners such as GSIs, MSPs, professional services partners, resellers, and cloud hyperscalers. The team is moving beyond transactional deals to create value across sourcing, co-selling, deployment, adoption, services, and consumption. Work is asynchronous across regions, and occasional travel is needed for partner meetings, planning, and program launches.

Responsibilities

• Own the roadmap, priorities, and delivery for your assigned global partner programs across Acquire, Commit, and Consume, staying within agreed strategy, policy, and budget.
• Align requirements, milestones, owners, and risks across Ecosystem Sales, Partner Operations, Finance, Legal, Marketing, Services, Customer Success, Product, Enablement, and regional teams.
• Improve the partner journey from onboarding and capability building through activation, co-selling, adoption, and expansion, and turn partner and field feedback into ranked program changes.
• Help design and roll out incentives such as margin, rebates, market development funds (MDF), deal registration, services attach, and consumption, and build business cases with Finance and Ecosystem leadership.
• Keep program guides, eligibility rules, approval flows, and documentation current, working with Legal and Finance so programs stay compliant, auditable, and clear.
• Build playbooks, launch materials, and training with Enablement and regional teams to drive adoption of new programs and commercial changes.
• Set success measures for each program, such as partner-sourced pipeline, services attach, adoption, and incentive use, and work with Revenue Operations to report on them consistently.
• Use performance data to recommend investment changes, cut exceptions and manual work, and escalate decisions beyond your scope.

Requirements

• Experience in partner programs, channel strategy, alliances, ecosystem operations, or a related go-to-market function.
• A record of taking complex programs from design through launch, adoption, measurement, and iteration.
• Working knowledge of partner economics, including incentives, deal registration, MDF, services programs, co-selling, and rules of engagement.
• Ability to lead global, cross-functional work without direct authority, with clear owners, decisions, and escalation paths.
• Analytical judgment to link program activity to pipeline, revenue, and customer outcomes.
• Strong written communication that makes complex commercial ideas simple for partners and sellers.
• Program management discipline covering prioritization, dependencies, risk, and follow-through, with a practical bias toward action.
• Nice to have: familiarity with SaaS, cloud, DevOps, or AI partner ecosystems, consumption-based pricing, or hyperscaler marketplace and co-sell programs.
• Open to candidates with transferable experience who can build trust across teams and turn strategy into results.

Conditions

Remote-first role. Work is asynchronous across regions, with occasional travel for partner meetings, planning, and program launches.

Hiring happens in countries around the world, and some roles carry location-based eligibility requirements. Talent Acquisition can answer location questions once the recruiting process starts.

The company welcomes applicants with varied experience and encourages those who feel excited about the role to apply and let recruiters assess the fit.

Benefits

• Flexible paid time off
• Team member resource groups
• Equity compensation and an employee stock purchase plan
• Growth and development fund
• Parental leave
• Health, finance, and well-being benefits