Job Description:
The Partner Development Manager is responsible for defining and executing the go‑to‑market (GTM) strategy and annual business plan for the Salesforce and Workday Partner Ecosystem. This role drives revenue growth by building and expanding executive‑level partner relationships, leading cross‑functional ecosystem initiatives, and generating a pipeline to achieve annual net‑new revenue targets. The role collaborates closely with sales, marketing, product, development, and partner leadership to ensure the successful execution of partner strategies globally.
Key Responsibilities:
- Develop and execute global Partner Ecosystem GTM strategy and annual business plan aligned to corporate revenue goals
- Build, manage, and expand executive‑level relationships across ERP and eCommerce partner organizations
- Own partner pipeline development and forecasting, driving a minimum of $5M+ in annual net‑new revenue
- Lead cross‑functional collaboration with sales, marketing, product, development, and channel teams to execute partner initiatives
- Create and maintain annual partner account plans; deliver quarterly business reviews to executive leadership
- Position and promote Vertex solutions through partner channels, events, industry forums, and joint GTM activities
- Provide partner enablement and education, ensuring readiness across sales, alliances, and technical teams
- Monitor partner performance, competitive activity, and market trends; implement strategies to protect and grow ecosystem share
- Serve as subject‑matter expert in pre‑sales, RFPs, presentations, and partner/customer engagements
Required Qualifications:
- 15+ years of experience in partner management, business development, alliances, or enterprise software sales
- Deep expertise in SaaS and tax technology solutions within ERP, eCommerce, or procurement ecosystems
- Proven success managing partner portfolios capable of generating $5M+ in annual revenue
- Demonstrated ability to operate effectively with senior leadership and C‑level executives
- Strong partner GTM planning, forecasting, and execution experience
- Exceptional communication, presentation, negotiation, and relationship‑building skills
- Strong business acumen with the ability to build financial and strategic business cases
- Ability to lead complex, high‑visibility initiatives in a cross‑functional environment
- Bachelor’s degree in Business or related field, or equivalent combination of education, training, and relevant professional experience
- MBA or advanced business degree
- Extensive knowledge of ERP and eCommerce partner ecosystems and integration models
- Experience driving global partner strategies and international GTM initiatives
- Strong understanding of end‑to‑end transaction flows between host applications and Vertex solutions
- Experience representing organizations at industry events, user groups, and executive forums
- Demonstrated success in mentoring and enabling partner and internal teams
- An equivalent combination of education, training, and relevant professional experience is accepted in lieu of a formal degree
Other Qualifications
The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.
• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.
• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.
• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.
COMMENTS:
The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.
Pay Transparency Statement:
Base pay offered to new hires may vary based upon factors including relevant industry and job-related skills and experience, geographic location, and business needs.* The range displayed does not encompass the full potential of the role, which allows for further growth and career progression.
In addition, as a part of our total compensation package, this role may be eligible for the Vertex Bonus Plan (VOB), a role-specific sales commission/bonus, and/or equity grants.
Learn more about Life at Vertex and connect with your recruiter for more details regarding Vertex's compensation and benefit programs.
*In no case will your pay fall below applicable local minimum wage requirements.
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