Director, Channel Partner Programs

Quality isn’t just a goal. It’s the whole point.

Our customers are under a lot of pressure to deliver great software. But to compress lifecycles, add features, and compete in a world where ‘every company is now a software company’ is hard. And one mistake can mean their reputation, even future. That’s why it’s our mission to help. At any part of their software development lifecycle (SDLC), we provide the tools and discipline to focus on quality while streamlining their processes. So our customers can create and deploy software that works as designed – especially when it’s needed most. And we’re looking for people to join us.

About the Position

SmartBear is expanding rapidly within the Atlassian Marketplace and is seeking a Ecosystem Partner Program Director to develop and grow our partner relationships in this growth sector. We are seeking a high potential leader who will be responsible for driving a set of partner programs and project-based initiatives for Partners (Solution Partners, Integrators, Aggregators, & Resellers) in the Americas, EMEA and Asia Pacific regions. These programs are necessary to further develop the robust ecosystem of Partners that position, sell, and service an expanding set of SmartBear products and solutions to customers within the Atlassian Marketplace.

Primary Responsibilities

Collaborate with executive leadership on the strategy, design, and implementation of partner GTM programs or initiatives for the Atlassian Marketplace

Lead cross-functional teams to ensure the planning and execution of program launches and ongoing operations of programs are running as expected.

Engage with key channel partners to ensure that they are successfully utilizing the partner program and resources in growing their business

Collect and manage feedback from partners and internal teams on the programs, and when appropriate, work with leadership to effectively implement a roadmap of optimized changes to support SmartBear's objectives.

Collaborate with Sales, Channel Managers, Product Management, Marketing, Support Operations, Finance, and technical teams at all levels within the company to help identify, design, and implement business processes necessary to deliver world class partner programs globally.

Requirements

A collaborative nature, entrepreneurial spirit, and strong desire to work closely with top performers throughout product management, sales, marketing, finance, support, and legal to grow the SmartBear business, expand partner opportunities, and improve the work lives of our customer’s developer and quality engineering team users.

A Bachelor's degree and minimum of 5 years of related channel sales, program management, or marketing experience.

A solid understanding of partner business models and what roles Partners can play to help solution, sell, and add value with software products.

The ability to plan and design programs for external channel partners using requirements and rewards to drive a motivational behavior aligned to SmartBear’s GTM strategy.

Excellent communication, organizational, financial/analytical and interpersonal skills. The role requires a proven track record in messaging/positioning, program management, and broad execution capabilities. A requirement is to motivate, leverage, and manage internal teams on a project basis in order to accomplish the program strategy.

Experience designing and managing processes, projects, and programs; and you are highly organized, analytical, data driven, and like to put together business plans to support program decisions.

You have managed cross-functional organizations and developed channel programs that have elements of on-boarding, enablement, and marketing.

Partner business management, analytical, and planning programs experience.

Partner communications experience through partner portals, social, email, etc.

A desire to communicate through dashboards, reports, and charts to communicate and inform your team and leadership on progress of initiatives.

About SmartBear

At SmartBear, we focus on your one priority that never changes: quality. We know delivering quality software over and over is complicated. So our tools are built to streamline your process while seamlessly working with the products you use – and will use. Whether it’s TestComplete, Swagger, Cucumber, ReadyAPI, Zephyr, or one of our other tools, we span from test automation, API lifecycle, collaboration, performance testing, test management, and more. Whichever you need, they’re easy to try, easy to buy, and easy to integrate. We’re used by 15 million developers, testers, and operations engineers at 24,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft. Wherever you’re going, we’ll help you get there. Learn more at smartbear.com, or follow us on LinkedIn, Twitter, or Facebook.

SmartBear is an equal employment opportunity employer and encourages success based on our individual merits and abilities without regard to race, color, religion, gender, national origin, ancestry, mental or physical disability, marital status, military or veteran status, citizenship status, age, sexual orientation, gender identity or expression, genetic information, medical condition, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), or any other legally protected status.