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Director, Strategic Partnership Development

Austin, Texas
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Job Description:


What makes Gartner a GREAT fit for you? When you join Gartner, you’ll be part of a team with a no-limits mindset that helps the world become smarter and more connected. We’re the world’s leading research and advisory company that steers clients toward the right decisions with business and technology insights they can’t find anywhere else. Our associates enjoy a collaborative work environment with exceptional training and career development. If you like working with a curious, supportive, high-performing team, Gartner is the place for you. 

Interested in learning more, view and register for any of our upcoming recruiting events here!

About Gartner Digital Markets: 

Gartner Digital Markets is a business unit within Gartner. Our mission is to help small businesses make the right technology choices and find the tools they need to grow, optimize, and become more effective at what they do. The business is comprised of three top brands—Capterra, Software Advice, and GetApp. For candidates interested in taking their next career step in the technology space, Gartner Digital Markets offers the fast pace and excitement of working for a startup, the stability and resources of a large, established organization, and the opportunity to be on the front lines of innovation in an industry that is always growing and transforming.

Job Brief:

Ever built a partnership so successful that the momentum continued long after you left? If you’re an energetic, results-oriented professional that has built successful digital partnerships targeting small businesses, we have a Director of Strategic Partnerships position that’s right up your alley. We’re looking for an experienced B2B partnership development professional with a background in creating strategic affiliate relationships and innovative joint go-to-market campaigns with leading digital brands. To be successful, you must understand the unique value proposition of each of our three brands, identify and develop relationships with third party organizations who serve the needs of B2B technology buyers, create a compelling vision of how to leverage existing and new assets to drive shared value with prospective affinity partners you identify, and pitch this vision to both internal teams and partners with passion and expertise.

As Director, you’ll drive growth of our global partner program and work with executive leadership across Digital Markets to shape the strategic direction for our portfolio of brands. 

What You Will do:

  • Create and maintain a list of target global partner organizations by conducting thorough market research on brands with strong audience alignment and large digital footprints; Conduct daily outreach to develop relationships with key decision makers at strategic partner organizations.

  • Socialize new partner opportunities with senior leadership and build internal alignment on partner opportunities that extend Gartner Digital Markets’ mission while bringing in meaningful business impact

  • Conduct analysis, including business case modeling, to provide guidance around potential partners; evaluate strategic, operational and financial impact

  • Define strategy for each partnership with clear deliverables and KPIs, and brainstorm ways we can drive mutual business outcomes with creative partner models (co-branded product experiences, content development, commission structures, lead delivery and referrals).

  • Interface closely with internal content, brand marketing, and product teams to leverage existing assets or develop new assets as needed and to ensure successful implementation

  • Develop strong market and competitive analysis. Stay abreast of major market trends, mergers and acquisitions, competitors’ relationships with partner organizations, and key investments at partner orgs. 

  • Negotiate partnership contract terms through to signing, considering payment structure and implementation requirements from partner organizations based on product/engineering specs (e.g. APIs, performance tracking, commission and/or payment terms), and transition smooth handoff to partner account team. 

  • Collect and share key insights from partner pitches. Use feedback from potential partners to identify improvements to the program and develop business cases for new partner models to socialize with senior leadership based on market analogues.

What You Will Need:

  • BA or BS, Masters preferred in Business, Marketing, Communication or related discipline

  • 10-15+ years of professional experience, ideally with 5+ years previous business development experience or channel sales experience 

  • Recent experience (within the past two years) building relationships with and/or working with strategic partners in digital advertising, B2B channel sales, and/or affiliate programs.

  • Strong existing relationships with corporate executives at a variety of organizations catering to B2B audiences such as Financial Services, Trade Associations & Advocacy Groups, and others targeting small business leaders.

  • Requires a sales approach to identifying and contacting new partners. Must be mature and confident. Comfortable making cold introductions and objection handling. 

  • Familiar and well-versed in digital marketing and performance advertising models- can speak with ease to senior marketing execs on CPMs, CPL, CVR%, Multi Touch Attribution, LTV, and the like.  

  • Strong negotiation skills and familiarity designing new deals and drafting new agreements.

  • Experience with partner management platforms such as Impact, TUNE, or Commission Junction preferred but not required

Who We Are:

  • Action Oriented - Deliver fast, get great results. We embrace the vision, roadmap to success and the action it takes to make it happen. 

  • Intellectually Curious - Seek to learn, love to teach. We’re humble and embrace respectful, radical candor with a mindset of ongoing professional and personal development.

  • Collaborative - One team, shared mission. We welcome feedback and understand the value of working together to accomplish more than what is possible individually.

What We Offer:

  • Limitless growth and learning opportunities.

  • A collaborative and positive culture — Your team will be as smart and driven as you

  • Outstanding compensation — Plus competitive benefits and generous time off

  • A chance to make an impact — Your work will contribute directly to our strategy

#DigitalMarkets

Job Requisition ID:47933

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