Frontline Partner Development Manager

Job Description:

We are Omnissa!  
 
Omnissa is the first AI-driven digital work platform, built to support flexible, secure, work-from anywhere experiences. We integrate industry-leading solutions—including Unified Endpoint Management, Virtual  Apps and Desktops, Digital Employee Experience, and Security & Compliance—into a seamless, autonomous workspace that adats to how people work. Our platform boosts employee engagement while optimizing IT operations, security, and cost.  
 
Guided by our Core Values—Act in Alignment, Build Trust, Foster Inclusiveness, Drive Efficiency, and Maximize Customer Value—we’re growing rapidly and committed to delivering meaningful impact. If you're passionate about shaping the future of work, we’d love to hear from you. 

What is the Opportunity?:
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Omnissa is looking for an experienced Partner Development Manager (PDM) responsible for driving regional growth through strategic partner engagement, performance management, and KPI execution. This role focuses on driving new partner generated business for Omnissa by developing new targeted growth partners.  The role will be responsible for driving grass roots enablement efforts, driving joint MOU and business plans, and structuring strategic teaming and engagement models between Omnissa and the partner to deliver revenue acceleration, market penetration, and exceptional customer value from these new partnerships.

As a PDM, you will recruit a set of targeted new partners and own these relationships within your assigned territory. You will work cross-functionally with key teams from Omnissa’s Field Sales, Systems Engineering, Partner & Field Marketing, Alliances and other partner teams, as they will be key resources for you to leverage to attain and exceed sales performance goals. The PDM is responsible for meeting and exceeding the assigned the growth MBOs for the assigned region.

Key Responsibilities

• Drive Net New Growth: Own partner performance within a region, with direct accountability for revenue, pipeline, and activity-based KPIs.
• Partner Strategy & Execution: Develop and execute regional partner go-to-market (GTM) strategies aligned with Omnissa’s growth priorities and local market opportunities.
• Business Planning: Create joint business plans with defined partners with booking targets, investment areas, and measurable outcomes.
• Pipeline Development: Support partners in opportunity creation through demand generation programs, co-selling motions, and sales enablement.
• Performance Management: Monitor partner KPIs—such as revenue attainment, certification progress, deal registrations, and customer adoption—and drive corrective action as needed.
• Enablement & Readiness: Equip partners with product training, sales tools, competitive positioning, and access to technical resources.
• Cross-Functional Collaboration: Work closely with regional sales, marketing, alliances, and technical teams to ensure seamless partner experiences.
• Market Intelligence: Understand competitive dynamics, partner capabilities, customer needs, and regional nuances; provide insights to internal leadership.
• Partner Advocacy: Foster strong relationships that enhance partner commitment, satisfaction, and long-term loyalty to Omnissa’s ecosystem.

What will you bring to Omnissa?:

• 5+ years’ experience in partner management, channel sales, or business development within the SaaS or enterprise technology sector.
• Proven ability to drive revenue through partners, with a strong understanding of KPI-based management.
• Experience building GTM plans, conducting QBRs, and developing partner-driven pipeline.
• Strong communicator with executive presence and the ability to influence both partners and internal stakeholders.
• Data-driven mindset with ability to analyze partner performance metrics and translate them into strategic actions.
• Knowledge of digital workspace, endpoint management, or cloud technologies is preferred.
• Ability to work effectively in a fast-paced, high-growth, matrixed environment.

Location: Hybrid - Mountain View, California
Travel Expectations: 40%
Education: Bachelor's Degree preferred, or equivalent combination of education and relevant professional experience.

The typical base salary for this role is between USD $183,000 - $306,000 per year and it may be eligible for participation in a corporate bonus program. Actual compensation offer may vary from posted hiring range based upon geographic location, work experience, education, skill level, or other relevant factors. In addition to competitive compensation, Omnissa offers a variety of benefits such as employee ownership, health insurance, 401k with matching contributions, disability insurance, paid-time off, growth opportunities, and more.

Omnissa is an Equal Employment Opportunity company and Prohibits Discrimination and Harassment of Any Kind: 
 
Omnissa is committed to the principle of equal employment opportunity and to providing a work environment free of discrimination and harassment. All employment decisions at Omnissa are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, ancestry, ethnicity, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past, present, or prospective service in the uniformed services, family medical history or genetic information, family or parental status, veteran status, or any other status protected by applicable laws or regulations in the locations where we operate. Omnissa will not tolerate discrimination or harassment based on any of these characteristics. Omnissa welcomes applicants of all ages. Omnissa will provide reasonable accommodations to applicants and employees who have protected disabilities consistent with applicable federal, state and local law. 
 

This job requisition is not eligible for employment-based immigration sponsorship by Omnissa.