Partner Development Manager

MediSolution; Virginia (IL); Hybrid; USD 140,000 - 160,000; Full time

Job summary

Harris is seeking a Partner Development Manager to build and scale a North American partner ecosystem, spanning the United States and Canada. You will recruit strategic partners, onboard and enable them, co-develop pipeline, and drive partner-influenced revenue in collaboration with Sales, Marketing, Product, and Customer Success.

The role emphasizes creating a repeatable partner program, managing a 25-40% travel schedule, and aligning compensation with four strategic objectives to accelerate

Qualifications

• 5+ years of experience in Partner Development, Channel Sales, Alliances, Business Development, or Ecosystem Growth.
• Proven success recruiting and developing strategic partners.
• Experience building partner programs, onboarding frameworks, or enablement initiatives.
• Demonstrated ability to influence executive-level stakeholders.
• Strong relationship-building, presentation, and communication skills.

Responsibilities

• Partner Recruitment & Ecosystem Expansion across North America: identify, recruit, activate, and manage strategic partners; build recruitment pipelines; address coverage gaps.
• Partner Onboarding & Enablement: develop onboarding programs, coordinate training and certifications, create enablement content, ensure understanding of solutions and markets; establish milestones.
• Partner-Sourced Pipeline Development: develop joint business plans, execute co-sell initiatives, drive partner-led demand generation, support opportunity qualification.
• Partner-Influenced Revenue & Engagement: conduct Partner Business Reviews, build growth plans, increase partner involvement in customer success, monitor performance and optimize engagement.

Skills

Partner development

Channel sales

Alliances

Business development

Ecosystem growth

Job description

Role Purpose

The Partner Development Manager is responsible for developing and scaling i2's North American partner ecosystem to accelerate market reach, expand delivery capacity, increase customer value, and drive revenue growth. This is a strategic business development role focused on recruiting, onboarding, enabling, and growing high-value partners across the United States and Canada. The successful candidate will build a repeatable partner program that creates organizational leverage and enables the business to scale without proportional increases in internal headcount. Working closely with Sales, Marketing, Product Management, Professional Services, Customer Success, and Executive Leadership, the role will establish the framework, relationships, and operating model required to maximize partner-generated business impact. This aligns directly with North America's ecosystem-led growth strategy.

Key Responsibilities

Partner Recruitment & Ecosystem Expansion (25%)

• Develop and expand a strategic partner ecosystem across North America.

Responsibilities:

• Identify, recruit, and activate new strategic partners
• Build relationships with system integrators, consulting firms, VARs, technology alliances, and referral partners
• Create and maintain a partner recruitment pipeline
• Evaluate geographic, industry, and capability coverage gaps
• Execute partner recruitment plans aligned with corporate growth objectives

Success Measures:

• New partners recruited
• Strategic partner agreements executed
• Ecosystem coverage expansion
• Active partner growth

Partner Onboarding & Enablement (25%)

Accelerate partner readiness and productivity through structured onboarding and enablement.

Responsibilities:

• Develop and execute partner onboarding programs
• Coordinate training and certification initiatives
• Create partner enablement content and resources
• Ensure partner understanding of i2 solutions, value propositions, and target markets
• Establish partner success milestones

Success Measures:

• Partner activation rates
• Certifications achieved
• Time-to-productivity
• Partner readiness metrics

Partner-Sourced Pipeline Development (25%)

Generate qualified sales opportunities through joint go-to-market activities.

Responsibilities:

• Develop joint business plans with strategic partners
• Execute co-sell initiatives with sales teams
• Drive partner-led demand generation activities
• Support account planning and deal registration programs
• Assist partners in identifying and qualifying opportunities

Success Measures:

• Partner-sourced pipeline
• Qualified opportunities created
• Joint account plans executed
• Opportunity progression rates

Partner-Influenced Revenue & Engagement (25%)

Increase partner participation throughout the customer lifecycle.

Responsibilities:

• Conduct regular Partner Business Reviews
• Build partner growth plans
• Increase partner involvement in customer success initiatives
• Support retention and expansion strategies
• Monitor partner performance and optimize engagement

Success Measures:

• Partner-influenced revenue
• Partner-assisted renewals
• Expansion opportunities generated
• Partner engagement and health scores

Qualifications

Required

• 5+ years of experience in Partner Development, Channel Sales, Alliances, Business Development, or Ecosystem Growth
• Proven success recruiting and developing strategic partners
• Experience building partner programs, onboarding frameworks, or enablement initiatives
• Demonstrated ability to influence executive-level stakeholders
• Strong relationship-building, presentation, and communication skills
• Ability to work cross-functionally across Sales, Marketing, Product, Professional Services, and Customer Success

Preferred

• Enterprise software or SaaS experience
• Public safety, intelligence, investigative analytics, cybersecurity, or government technology experience
• Experience working with system integrators, consulting firms, and strategic alliances
• Experience building partner programs from the ground up

Travel

Approximately 25%-40% travel throughout the United States and Canada

Attendance at partner meetings, industry conferences, customer engagements, and internal planning sessions

Compensation

Base Salary Range: $140,000-$160,000

Target OTE: $200,000+

Recommended Compensation Mix: 75% Base / 25% Variable

The variable component will be equally weighted across four strategic objectives: 25% Partner Recruitment & Ecosystem Expansion, 25% Partner Onboarding & Enablement, 25% Partner-Sourced Pipeline Development, 25% Partner-Influenced Revenue & Engagement. This structure aligns compensation with the activities required to successfully establish and scale a high-performing North American ecosystem.

Why This Role Exists

North America's growth strategy is focused on creating organizational leverage through ecosystem development rather than proportional increases in internal headcount. Strategic partners increase delivery capacity, expand market reach, accelerate customer value realization, and create incremental pipeline opportunities. The Partner Development Manager will be responsible for building the partner ecosystem that enables this strategy to scale and become a repeatable growth engine for the business.

Harris provides mission critical software solutions for the Public Sector, Healthcare, Utilities and Private Sector verticals throughout North America, Europe, Asia and Australia.

Working for Harris is the perfect opportunity to fulfill your professional goals as well as achieve your personal dreams! Our employees enjoy a casual work environment that offers comfort while providing superior service to our customers.

We offer a comprehensive benefit package as well as other additional “Perks”!

We empower our employees to make a difference. We have an award winning culture. We offer opportunity to learn. We are financially strong and we are owned by the largest software company in Canada (CSI). We have fun! Follow us on social media to learn more about our company values, culture and initiatives!

Equal Opportunity Employer

Harris is an Equal Opportunity/Affirmative Action Employer. We consider applicants without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender, gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, or membership in any other group protected by federal, state or local law.

If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact us at (1)-613-226-5511 or at [e-mail]. This contact information is for accommodation requests only and cannot be used to inquire about the status of applications.