About the job
About the Role:
LaunchDarkly is on the lookout for a dynamic player-coach to lead the revitalization and expansion of our global partner ecosystem. This pivotal role will focus on Global Systems Integrators (GSIs), Strategic Integrators (SIs), Cloud partners, Value-Added Resellers (VARs), and Technology Partners. The selected leader will be instrumental in developing and launching a comprehensive Partner Program while operationalizing Partner Relationship Management (PRM) and outlining service offerings that enhance the LaunchDarkly platform. You will collaborate cross-functionally to maximize the overall impact of our partnerships.
Your Responsibilities Include:
- Leading and mentoring a results-driven partnerships team while personally managing key relationships with select strategic partners.
- Revamping our partner program (including tiers, incentives, and value propositions) to align with our multi-product portfolio and growth strategy for FY27 and beyond.
- Overseeing the implementation and integration of a PRM platform with Salesforce to enhance partner management processes.
- Creating a scalable model for service offerings in collaboration with GSIs/SIs, including implementation, modernization, and AI/DevOps transformations in partnership with Professional Services.
- Ensuring alignment across Sales, Product, Finance, Marketing, and Revenue Operations to integrate partner initiatives into our core Go-To-Market strategies.
Key Responsibilities:
- Act as Player-Coach:
- Develop and lead a lean partnerships team while maintaining direct executive relationships with key strategic partners.
- Establish operational rhythms, such as Partner Quarterly Business Reviews (QBRs), joint business plans, pipeline reviews, and internal partner councils.
- Define and track partner-sourced and influenced pipeline and Annual Recurring Revenue (ARR), segmented by region and business line.
- Revise and Relaunch the Partner Program and PRM:
- Take ownership of the redesign of the LaunchDarkly Partner Program focused on Services/SI, Resell/VAR, Cloud, and Technology/ISV partners.
- Specify clear tiers, requirements, benefits, and incentives (including discounts, referral fees, market development funds, and certifications).
- Collaborate with Finance, Legal, and Revenue Operations to solidify commercial models, agreements, and governance structures.
- Work alongside Marketing and Enablement to deliver a straightforward, well-documented program that is easily understood by both sales and partners.
- Lead the selection, implementation, and rollout of a PRM platform integrated with Salesforce, Skilljar, and Saleshood.
- Partner with Revenue Operations and Sales Enablement to promote training, playbooks, and dashboards that embed PRM into daily operations.
- Develop GSI/SI Service Packages:
- In collaboration with Professional Services, Customer Success, and Product teams, define a limited set of standardized service offerings for GSIs and SIs.

