What this role is all about

As a Strategic Partnership Development Manager, you'll be the primary owner of Infobip's most valuable partner relationships in North America - deepening existing partnerships and unlocking new revenue through a portfolio of top-tier accounts. While you will be focused on North America, you will also work closely with the Global Strategic Partnerships team, operating at the intersection of relationship management and commercial execution. Working directly with our VP of NAM Partnerships and collaborating cross-functionally with Sales, Presales, Product, and Marketing, you'll develop joint go-to-market strategies, drive measurable business growth, and act as the internal champion for every partner in your portfolio.

What you'll do

• Own and grow a portfolio of top-tier partners, with a clear focus on revenue and gross profit targets
• Proactively lead joint partner planning sessions - defining mutual performance objectives, financial targets, and key milestones
• Develop and execute go-to-market strategies with partners to drive acquisition of new clients across all relevant markets
• Track, forecast, and analyze partnership performance; identify and act on growth opportunities within existing relationships
• Serve as the partner's internal ambassador - aligning Sales, Presales, Product, and Marketing to ensure implementations are delivered successfully
• Manage partner conflict across Infobip's sales channels through clear communication and strict adherence to engagement rules
• Run quarterly business reviews and maintain a structured, recurring partner communication strategy
• Ensure partner compliance with agreements and certification program standards
• Manage all partnership data accurately in Salesforce (CRM)
• Build and maintain executive-level relationships with key stakeholders at partner and customer organizations
• Represent Infobip at partner events, conferences, and industry forums; contribute to brand and market awareness through thought leadership
• Provide market and vertical insights to Product and Marketing teams; help define use cases and scale best practices across the region
• Support the implementation of global partnerships at the regional level, establishing relationships and GTM initiatives with regional partner organizations

What makes you a strong fit

• +7 years of experience in strategic partnerships, channel management, or business development in B2B tech - CPaaS, SaaS, telecom, or API-based businesses preferred
• Proven track record of growing revenue through existing partner relationships - not just maintaining them
• Experience managing top-tier or enterprise-level partner accounts, including executive relationship management
• Experience working within or alongside major enterprise organizations (e.g. Microsoft, Oracle, Adobe, ServiceNow) - you understand how decisions get made and how to move things forward in complex orgs
• Startup or high-growth company experience is a plus - you bring the hunger and agility to operate in an environment that rewards initiative
• Strong ability to lead joint GTM planning and translate strategic goals into executable partner programs
• Comfortable navigating matrix organizations and influencing cross-functional teams without direct authority - on both sides of the partnership
• Structured, data-driven approach to planning and reporting; comfortable working in Salesforce
• Background in management consulting or experience owning a P&L or quota-carrying role is a strong plus
• You thrive with autonomy - you create your own path, hold yourself accountable, and decide where to invest your time to drive results

Additional Information

Salary Range: $150,000-$175,000 USD annual base salary (the salary of the finalist selected for this role will be based on a variety of factors, including but not limited to internal equity, job-related knowledge, experience, education, and skillset). This role is also eligible for quarterly discretionary bonus.

Benefits & Perks: Medical, Dental, and Vision insurance; Basic life insurance; 401(k) plan participation with company match; Short-term and long-term disability insurance; Wellness plan of up to $500/year pro-rated based on hire date; PTO: Accrual of up to twenty-three (23) vacation days per year, accrual of up to nine (9) sick days per year, plus carryover of up to nine (9) sick days annually; Additional leave time for marriage, relocation, bereavement, and other major life events; Twelve (12) weeks of paid parental leave; Participation in employee share ownership plan (ESOP); Fourteen (14) paid holidays annually.