Partner Marketing Manager

About the Role

The Partner Marketing Manager leads the strategy and execution of integrated marketing programs that grow OpenSesame's indirect business. This role activates priority partners' installed bases and prospects, creates demand through partner-specific and vertical campaigns, and helps convert that demand into sales-accepted leads, qualified pipeline, and bookings. The role collaborates closely with the Partners team, Sales, Product Marketing, Content, Field and Account-Based Marketing, and GTM Operations to connect partner priorities to scalable go-to-market programs and measurable business outcomes.

What You'll Own

• Indirect Funnel and Pipeline Generation: Plan, execute, and optimize marketing programs in alignment with partner overall annual and quarterly plans that generate partner-sourced and partner-influenced pipeline and bookings.
  • Activate priority partners' installed bases and prospects through co-marketing, account-based programs, vertical campaigns, email, webinars, events, marketplace motions, landing pages, and other channels.
  • Manage applicable marketing development funds, including plans, utilization, compliance, and performance reporting.
• Partner-Rep Activation and Marketing-in-a-Box: Equip Strategic Partner Managers (SPMs) and partner field teams with scalable campaigns, better-together messaging, campaign kits, events, target-account plays, engagement flows, product and launch communications, and clear referral pathways. Make it easy for partner representatives to identify opportunities, engage their audiences, and take the next action.

Beyond Delivering Results

• Bring the Partner Story to Life: Ensure OpenSesame's partner value and better-together stories are clearly and consistently represented across the company's marketing programs and channels. Collaborate with Product Marketing, Content, Field and ABM, and other teams to translate partner capabilities, launches, and customer value into compelling messaging, content, and market-facing experiences.
• Cross-Functional Operating Model: Serve as the marketing counterpart to the Partners team. Establish shared briefs, planning cadences, roles, handoffs, service levels, and decision criteria so Partner Marketing and SPMs work from one-market priority and one-funnel plan.
• Operational Effectiveness and Revenue Measurement: Set campaign goals and reporting cadences in partnership with GTM Operations. Track referral and non-referral leads, MQLs, SALs, opportunities, pipeline, sourced revenue, expansion revenue, engagement, and conversion rates by partner and program. Translate performance into clear optimization and investment decisions.

Performance Objectives

• First 30 Days: Execute, Learn & Evaluate As You Go
  • Execute in-flight work while building a strong understanding of the partner ecosystem, current priorities, and performance.
  • Build a strong understanding of partner tiers, strategic priorities, key audiences, existing programs, and the role each partner plays in OpenSesame's growth strategy.
  • Meet with Strategic Partner Managers, Sales, Product Marketing, Content, Field and ABM, GTM Operations, and other key collaborators to understand goals, current commitments, ways of working, and immediate needs.
  • Review available funnel and campaign performance to establish initial context around what is working, where challenges exist, and which areas require deeper evaluation.
  • Align with leadership and key partners on the most important near-term deliverables, risks, and decisions requiring attention.
  • Assess performance by partner and motion across indirect non-referral leads, MQLs, SALs, opportunities, pipeline, revenue, expansion, engagement, and conversion rates. Identify the largest leaks, with particular attention to lead-to-SAL conversion.
• Days 31–60: Build the System and Launch Pilots
  • Select priority partners, verticals, accounts, audiences, offers, calls to action, and conversion paths. Build campaign briefs that connect partner value propositions to OpenSesame solutions and measurable funnel targets.
  • Review partner tiers, current plans, active and planned campaigns, installed-base and prospect access, target-account lists, partner assets, events, MDF, referral motions, and marketplace opportunities.
  • Equip Strategic Partner Managers with the messaging, engagement flows, target-account plays, campaign kits, and referral guidance needed to activate partner field teams alongside the market-facing pilots.
  • Put campaign tracking, routing, follow-up expectations, and weekly MQL-to-SAL-to-opportunity reviews in place with GTM Operations and Sales.
  • Establish a consistent planning and performance cadence with the Partnerships team, including decisions, dependencies, risks, and recommendations to continue, pause, or stop work.
• Days 61–90: Optimize, Prove Impact, and Scale
  • Analyze pilot engagement and movement across MQLs, SALs, opportunities, pipeline, and revenue. Test and improve audience quality, messaging, offers, landing pages, routing, and follow-up.
  • Determine which partner, vertical, market-activation, and partner-rep activation plays should scale. Recommend what to pause, stop, or redesign when it is not supporting priority outcomes.
  • Document the repeatable partner campaign model, including intake, tiering, briefing, launch, partner enablement, lead management, reporting, MDF, and post-campaign review.
  • Build the next-quarter roadmap with clear capacity assumptions, partner priorities, funnel targets, campaign milestones, dependencies, and investment recommendations.
  • Present early impact, conversion insights, risks, and recommended next steps to Marketing and Partners teams leadership.

Location

This position can be based anywhere in the US. We operate as a remote-first company, and invest in mandatory all-company meetings several times a year in addition to required team travel of up to 15 days per year as necessary.

Compensation

The pay range for this position is generally between $115,000 – $145,000, depending on experience. We carefully consider a wide range of compensation factors, relying on market data to determine compensation and consider your specific job family, background, skills, and experience.

Benefits

• Comprehensive medical, dental, and vision coverage
• Flexible PTO
• 401(k) matching
• Incentive stock options
• Volunteer time off
• Employee Resource Groups
• A generous professional development program with dedicated annual time off for learning and growth

Equal Employment Opportunity

We are an Equal Employment Opportunity and Affirmative Action employer that values and welcomes diversity. We do not discriminate on the basis of various legally protected characteristics, including criminal history, and strive to provide reasonable accommodations to qualified individuals with disabilities.