Partner Manager - ISV Alliance Management

Who are we

Whatfix is a leading global B2B SaaS organization and the largest pure-play enterprise digital adoption platform solution provider.

Utilizing GenAI technology, Whatfix enhances all stages of software deployment with application simulation, product analytics, and digital adoption, driving business outcomes such as increased revenue win rates, cost reduction, risk compliance, enhanced productivity, and improved user experience.

We have seven offices in the US, India, UK, Germany, Singapore, and Australia, supporting 700+ global customers, including 80+ Fortune 500 companies. Whatfix has raised $140 million to date and is backed by marquee investors, including Softbank, PeakXV, Dragoneer, and Cisco Investments.

• With over 45% YoY sustainable annual recurring revenue (ARR) growth, Whatfix is among the Top 50 Indian Software Companies as per G2 Best Software Awards.
• Recognized as a Leader in the digital adoption platforms (DAP) category for the past 4+ years by leading analyst firms like Gartner, Forrester, IDC, and Everest Group.
• The sole vendor named as Customers Choice: 2024 Gartner Voice of the Customer for Digital Adoption Platform Report. We also boast a star rating of 4.6 on G2 Crowd 4.5 on Gartner Peer Insights and a high CSAT of 99.8%
• Highest-Ranking DAP on 2023 Deloitte Technology Fast 500 North America for Third Consecutive Year
• Won the Silver for Stevies Employer of the Year 2023 Computer Software category and also recognized as Great Place to Work 2022-2023
• Only DAP to be among the top 35% companies worldwide in sustainability excellence with EcoVadis Bronze Medal

Role Overview:
The ISV Partner Manager will oversee and drive strategic partnerships with global Independent Software Vendor (ISV) platforms. This role will focus on fostering collaboration, driving joint growth initiatives, and ensuring alignment with business objectives while acting as a trusted advisor and strategic resource for both internal teams and ISV partners.

Key Responsibilities:

1. Partnership Management:

• Manage established partnerships with global ISV platforms to drive revenue growth and mutual success.

• Build and maintain executive alignment with internal and external counterparts.

• Facilitate joint business planning and strategic goal-setting with partners.

2. Growth Enablement:

• Drive pipeline generation (Pipegen) and expansion in existing accounts globally.

• Identify and unlock new growth opportunities with ISV sellers.

• Develop, implement, and manage growth plans in collaboration with ISV partners.

3. Sales and Use Case Development:

• Work with sellers and partner organizations to identify new use cases and align them with Whatfix s solutions.

• Partner with ISV pre-sales and customer success teams to validate and implement these use cases.

• Enable internal sales teams to work closely with ISV partners and effectively position joint solutions.

4. Marketing and Enablement:

• Collaborate with marketing teams to design and execute co-marketing campaigns and initiatives.

• Evangelize the value of Whatfix within partner organizations, including sales, implementation, and customer success teams.

• Develop and deliver enablement programs to train ISV partner teams on Whatfix s products and services.

5. Relationship Cultivation:

• Initiate and nurture relationships with key decision-makers at ISV partners.

• Establish clear partnership objectives and gain alignment from internal and partner leadership.

• Maintain regular cadence with key contacts across various levels within partner organizations.

6. Cross-Functional Collaboration:

• Act as a liaison between internal technical and business teams to ensure successful product integration and joint development.

• Facilitate communication and collaboration between internal and ISV partner teams.

• Support organizational alignment to overall business goals.

7. Strategic Planning:

• Develop and execute strategic plans for ISV partnerships to maximize joint business opportunities.

• Monitor industry trends and competitive activities to identify new opportunities for collaboration.

8. Performance Monitoring and Reporting:

• Define and track key performance indicators (KPIs) for partnerships.

• Prepare and present performance reports, providing actionable insights for optimization.

9. Issue Resolution:

• Address and resolve conflicts or challenges that may arise during the course of partnerships.

• Collaborate with cross-functional teams to ensure timely resolution of issues.

10. Leadership and Mentorship:

• Act as a player/coach, managing personal partnership responsibilities while mentoring junior team members.

• Foster a culture of collaboration and continuous learning within the team.

Qualifications:

• Proven experience in managing partnerships, alliance management, or related roles in the software or SaaS industry.

• Strong understanding of ISV ecosystems and experience working with global technology platforms.

• Exceptional interpersonal, communication, and relationship-building skills.

• Demonstrated success in strategic planning, revenue generation, and driving co-marketing initiatives.

• Ability to effectively navigate and influence across internal and external stakeholders.

• Strong analytical skills and ability to track and report on partnership performance.

• Self-starter with a collaborative mindset and a passion for fostering long-term, win-win partnerships.

Additional Details:

• This is a quota-carrying role, directly responsible for revenue targets.

• Work schedule: Five days a week, 3:00 PM IST to 12:00 AM IST.

• Office-based role with a requirement to be present onsite during work hours.

• Responsible for supporting global regions to drive ISV partner success worldwide.

Perks & Benefits (India)

• Uncapped Incentives and Bonus plans (GTM teams)
• Best-in-class medical Insurance coverage.
• Education Sponsorship
• Free Lunch & Dinner Buffet
• Doorstep Cab Drop Facility (10 PM onwards)
• Internal Job Transfer & global mobility programs
• Scope to represent Whatfix at global events (especially GTM teams)
• Travel to meet our global customers & prospects in person (especially those in GTM teams)

Note:

• At Whatfix, we thrive on the power of collaboration, innovation, and human connection. We strongly believe that working together in our office (five days a week) fosters open communication, builds a sense of community, fuels innovation, and enables us to achieve our collective goals effectively.
• We strive to live and breathe our Cultural Principles and encourage employees to demonstrate some of these core values - Customer First; Empathy; Transparency; Fail Fast and scale Fast; No Hierarchies for Communication; Deep Dive and innovate; Trust, Do it as you own it;

We are an equal opportunity employer and value diverse people because of and not in spite of the differences. We do not discriminate on the basis of race, religion, color, national origin, ethnicity, gender, sexual orientation, age, marital status, veteran status, or disability status