[Hiring] Strategic Partner Manager @OpenSesame

Role Description

OpenSesame is seeking an entrepreneurial, relationship-focused Strategic Partner Manager to own a portfolio of strategic partners, drive sourced and influenced revenue, and deliver consistent partner value.

As an SPM, you will manage a book of partner relationships, each with its own business model, sales structure, and growth opportunity. You'll partner with Marketing, Sales, Product, and Operations to activate partners, create joint go-to-market motions, and drive pipeline. This is a blend of relationship management, commercial acumen, strategic thinking, and execution—combining partner business planning with day-to-day touchpoints that keep partners engaged and accountable.

What You'll Do

• Know & Own Your Partner Portfolio:
  • You are the primary expert and relationship owner on/for your assigned partners.
  • Segment and prioritize partners based on strategic potential, current performance, partner health, and market opportunity.
  • Identify when a partnership should be accelerated, remediated, restructured, or deprioritized.
  • Maintain consistent touchpoints (weekly/bi-weekly) and drive quarterly business reviews (QBRs).
  • Align on joint strategies and keep partners accountable to their OpenSesame revenue targets.
  • Build trust through reliability and genuine enthusiasm for partner success.
• Drive Pipeline & Revenue:
  • Own sourced and influenced pipeline and booking targets for your partner portfolio.
  • Work with partners to identify co-sell opportunities, activate referral channels, and expand OEM relationships.
  • Maintain pipeline visibility and align with Sales on shared opportunities.
  • Work with partners to move deals forward.
• Plan & Execute Partner Growth:
  • Identify opportunities to expand the scope and value of your partnerships.
  • Evaluate new routes to market, commercial models, integrations, and joint offerings.
  • Develop partner business plans that outline quarterly targets, go-to-market motions, campaign priorities, and success metrics.
  • Coordinate with Partner Marketing to execute co-marketing campaigns, sales plays, and enablement activities.
  • Use planning frameworks and tools (Euler, Crossbeam, Salesforce, Gong) to drive accountability and measure progress.
• Enable & Activate Partners:
  • Ensure partners have the content, messaging, demos, training, and certifications they need.
  • Equip partners to understand OpenSesame’s value proposition and generate pipeline.
  • Coordinate partner onboarding, training, and ongoing enablement using Highspot and other tools.
• Be a Strategic Partner Internally:
  • Represent your partners internally and escalate integration requests.
  • Coordinate with Product and Support for critical issues.
  • Align Sales on shared accounts and surface insights to serve partners better.

Performance Objectives

• First 30 Days: Learn & Align
  • Build a strong understanding of OpenSesame's partner ecosystem and your assigned partner portfolio.
  • Complete OpenSesame onboarding, partner playbook training, and system access.
  • Introduce yourself to each partner in your portfolio and schedule recurring touchpoints.
  • Meet with your SPM team, manager, and cross-functional stakeholders.
  • Align with leadership on expectations, goals, and your plan for the first 90 days.
• Days 30–90: Build Relationships & Demonstrate Impact
  • Establish yourself as a trusted partner by delivering quick wins.
  • Develop a business plan for each partner, including quarterly targets and success metrics.
  • Schedule and conduct first QBRs with each partner.
  • Maintain weekly/bi-weekly touchpoints and respond quickly to partner requests.
  • Coordinate one partner marketing campaign or enablement initiative.
• Days 90–120: Drive Pipeline & Optimize Execution
  • Demonstrate consistent progress toward quarterly targets.
  • Identify operational or program friction points and surface recommendations for improvement.
  • Build relationships with key technical and commercial contacts at strategic partners.
• Months 4–12: Mature Partnerships & Drive Sustained Growth
  • Lead mature, predictable partnerships that consistently generate sourced and influenced revenue.
  • Maintain partner health through regular QBRs and strategic planning.
  • Proactively identify and solve partner challenges.
  • Lead strategic initiatives that deepen partner relationships.

What Success Looks Like

• Partners consistently generate meaningful sourced and influenced revenue.
• Your partners are engaged, responsive, and aligned on OpenSesame's positioning and value.
• You maintain pipeline visibility and demonstrate pacing toward targets.
• Cadence matters—your partners expect consistent touchpoints.
• Relationships run deep—key partner contacts trust you and come to you with opportunities.
• You're a trusted partner internally—Sales, Marketing, and Product come to you for partner insights.

Travel Requirement

This role may require up to 20% travel based on business needs, including company meetings, partner engagements, and other activities.

Location

This position can be located anywhere in the U.S. In addition to position-specific travel requirements, all positions will require up to 15 days of travel per year for company-wide events.

Performance Driven

We’re looking for self-starters with a track record of follow-through, curiosity, and results. If you’re motivated to learn, comfortable with experimentation, and excited about how technology can make sales more human, you’ll fit right in.

Compensation

The base salary for this position typically ranges from $120,000 to $145,000 USD annually, depending on experience and level. This role is also eligible for up to a 30% bonus.

Benefits

• Comprehensive medical, dental, and vision coverage.
• Flexible PTO.
• 401(k) matching.
• Incentive stock options.
• Volunteer time off.
• Employee Resource Groups.
• Generous professional development program with dedicated annual time off for learning and growth.

Equal Employment Opportunity

OpenSesame is an Equal Employment Opportunity and Affirmative Action employer that values and welcomes diversity.

Pay Transparency

At OpenSesame, we prioritize pay transparency, fairness, and equity to create a positive and inclusive work environment.

CPRA (California Candidates)

When you submit your application, OpenSesame may collect and use your personal information in accordance with our privacy policy and the CPRA.