SI Senior Partner Development Manager - APJ at LaunchDarkly

Melbourne, Victoria, Australia

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Software, Cloud Computing, Professional ServicesIndustries

Requirements

8+ years of experience in partnerships, alliances, or business development, with a focus on enterprise software and systems integrator partnerships
Deep understanding of SI business models, sales cycles, and global delivery capabilities
Demonstrated success leading global or regional strategic partnerships with multi-million-dollar impact
Exceptional ability to influence across internal functions (Sales, Marketing, Product) and build executive-level relationships

Responsibilities

Serve as LaunchDarkly’s primary liaison for SIs in the APJ, with strategic oversight and performance specifically within the region
Lead the development and execution of global partnership strategies with top-tier GSIs (e.g., Accenture, Deloitte, Cognizant, etc.), ensuring alignment with LaunchDarkly’s business objectives and customer success goals, and ownership of these strategic partnerships for the region
Act as a trusted advisor to executive stakeholders within SI organizations, building long-term relationships and joint value propositions across our product suite
Develop tri-party solutions around other strategic partnerships such as Amazon Web Services and Snowflake
Partner with internal teams to define global standards for SI engagement, enablement, and performance measurement
Influence the evolution of LaunchDarkly’s partner program, ensuring scalability for global partnerships and adaptability for SI-specific needs
Collaborate with regional counterparts to share best practices, align priorities, and support consistent partner experiences worldwide
Drive partner-sourced and partner-influenced revenue by co-developing business plans with GSIs that include pipeline generation, joint marketing, and co-sell motions
Set performance targets and lead regular reviews to ensure accountability for both partner and internal stakeholders
Leverage your strategic insight to guide internal GTM teams on how to maximize the value of GSI partnerships in enterprise deals
Represent LaunchDarkly at industry events, partner forums, and executive briefings, positioning the company as a preferred technology partner for global service delivery
Stay ahead of trends in cloud adoption, DevOps, and digital transformation to ensure our GSI strategy remains differentiated and relevant
Contribute to the definition of corporate goals related to SI partnerships and GTM alliances; serve as a strategic voice in quarterly and annual planning

Skills

Key technologies and capabilities for this role

Partner DevelopmentGSI PartnershipsStrategic PartnershipsGo-to-MarketStakeholder ManagementSales EnablementAlliance ManagementAWSSnowflakeCross-Functional Collaboration

Questions & Answers

Common questions about this position

What is the salary or compensation for this SI Senior Partner Development Manager role?

This information is not specified in the job description.

Is this role remote or does it require working from a specific location?

This information is not specified in the job description.

What skills and experience are required for this position?

The role requires highly experienced individuals with deep domain knowledge in SI and GSI partnerships, proven experience managing global partnerships, influencing cross-functional stakeholders, and strategic thinking to drive partner engagement and revenue impact.

What is the company culture or team environment like at LaunchDarkly for this role?

The role involves close collaboration with Sales, Product, Marketing, and Customer Success teams to develop joint initiatives, emphasizing a cross-functional, partner-focused environment.

What makes a strong candidate for this Partner Development Manager position?

Strong candidates are highly experienced strategic thinkers with proven success in managing global partnerships with GSIs like Accenture and Deloitte, building executive relationships, and driving revenue through joint go-to-market initiatives.

LaunchDarkly

Feature management platform for software developers

About LaunchDarkly

LaunchDarkly provides a platform for developers to manage and automate software features. Its main product is a feature management platform that allows developers to control software features, enabling safe code shipping, self-serve experimentation, personalized user experiences, and improved reliability of applications. This platform allows developers to revert feature behaviors without code changes, enhancing productivity. LaunchDarkly operates on a subscription model, charging clients for access to its services. The platform helps clients innovate quickly, automate software releases, reduce delivery costs, and maximize the impact of software features. The goal is to improve software development processes for a diverse range of clients in the DevOps market.

Oakland, CaliforniaHeadquarters

2014Year Founded

$321.3MTotal Funding

SERIES_DCompany Stage

Data & Analytics, Enterprise SoftwareIndustries

501-1,000Employees

Benefits

Flexible work environment - Making an inclusive space for everyone means recognizing we all have our own individual working styles and needs.

Health and wellness - LaunchDarkly offers full coverage with health, dental, and vision plans for you and your dependents.

Salary and options - We're all in this together. LaunchDarkly offers competitive pay, equity, and the option to participate in a 401(k) program.

Learn and grow - We love to see our own continue to grow their skill sets—whether that's taking a class or attending a conference.

Risks

Competition from Harness, acquiring Split.io, threatens LaunchDarkly's market share.

Guardian Edition's complexity may confuse customers and complicate sales.

Expansion into the EU region may increase operational costs and regulatory scrutiny.

Differentiation

LaunchDarkly offers advanced feature flagging and experimentation capabilities for progressive delivery.

The platform supports EU data residency, enhancing compliance for European clients.

LaunchDarkly integrates feature management with CI/CD pipelines for seamless software delivery.

Upsides

LaunchDarkly's Galaxy Product Release enhances personalized user experiences and feature optimization.

The appointment of Claire Vo as CPO is expected to drive platform innovation.

Recognition as a Strong Performer by Forrester boosts LaunchDarkly's market credibility.

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