About the Job:
LaunchDarkly is seeking a highly experienced Partner Development Manager to lead our strategic partnerships with Global System Integrators (GSIs), National System Integrators, and Boutique SIs across the Asia Pacific, with an extended influence on our global partner strategy. This expert-level individual contributor will serve as a subject matter expert in SI and GSI partnerships, applying deep domain knowledge and leadership to drive partner engagement, enablement, and joint go-to-market initiatives. You will be responsible for building and executing partnership strategies that align with company-wide objectives, drive substantial revenue impact, and establish LaunchDarkly as a key player within the GSI and AMER SI ecosystem.
This role calls for an independent and strategic thinker with proven experience managing global partnerships, influencing cross-functional stakeholders, and shaping programs that scale across regions and partner types. You will collaborate closely with Sales, Product, Marketing, and Customer Success to develop and execute joint initiatives that expand LaunchDarkly’s reach through world-class service delivery by our GSI, regional SI, and boutique SI partners.
Responsibilities:
Strategic Partner Leadership
- Serve as LaunchDarkly’s primary liaison for SIs in the APJ, with strategic oversight and performance specifically within the region
- Lead the development and execution of global partnership strategies with top-tier GSIs (e.g., Accenture, Deloitte, Cognizant, etc.), ensuring alignment with LaunchDarkly’s business objectives and customer success goals, and ownership of these strategic partnerships for the region.
- Act as a trusted advisor to executive stakeholders within SI organizations, building long-term relationships and joint value propositions across our product suite
- Develop tri-party solutions around other strategic partnerships such as Amazon Web Services and Snowflake
Global Program Development
- Partner with internal teams to define global standards for SI engagement, enablement, and performance measurement.
- Influence the evolution of LaunchDarkly’s partner program, ensuring scalability for global partnerships and adaptability for SI-specific needs.
- Collaborate with regional counterparts to share best practices, align priorities, and support consistent partner experiences worldwide.
Revenue and Growth Ownership
- Drive partner-sourced and partner-influenced revenue by co-developing business plans with GSIs that include pipeline generation, joint marketing, and co-sell motions.
- Set performance targets and lead regular reviews to ensure accountability for both partner and internal stakeholders.
- Leverage your strategic insight to guide internal GTM teams on how to maximize the value of GSI partnerships in enterprise deals.
Thought Leadership and Market Influence
- Represent LaunchDarkly at industry events, partner forums, and executive briefings, positioning the company as a preferred technology partner for global service delivery.
- Stay ahead of trends in cloud adoption, DevOps, and digital transformation to ensure our GSI strategy remains differentiated and relevant.
- Contribute to the definition of corporate goals related to SI partnerships and GTM alliances; serve as a strategic voice in quarterly and annual planning.
Sample KPIs
- Enabled and Active Partners
- Win Rates with Partners
- Sales Cycle Length with Partners
- Average Deal Size with Partners
- Partner-Sourced Pipeline
Qualifications:
- 8+ years of experience in partnerships, alliances, or business development, with a focus on enterprise software and systems integrator partnerships.
- Deep understanding of SI business models, sales cycles, and global delivery capabilities.
- Demonstrated success leading global or regional strategic partnerships with multi-million-dollar impact.
- Exceptional ability to influence across internal functions (Sales, Marketing, Product) and build executive-level relationships externally.
- Strategic, data-driven mindset with experience in defining and tracking KPIs that drive decision-making and continuous improvement.
- Excellent communication and presentation skills; ability to adapt messaging for technical, business, and executive audiences.
- Proven experience operating independently and leading cross-functional initiatives with high complexity and visibility.
- Strong alignment with LaunchDarkly’s culture of innovation, teamwork, and customer-first thinking.
About LaunchDarkly:
Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations.
The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:
- Improving the velocity and stability of software releases, without the fear of end customer outages
- Delivering targeted experiences by easily personalizing features to customer cohorts
- Maximizing the business impact of every feature through the ability to experiment and optimize
- Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types
- Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability
At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status.
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