Frontline Education
SR Manager, Partner Program
🇺🇸 Hybrid - TX
🕑 Full-Time
💰 TBD
💻 Marketing
🗓️ March 28th, 2024
GTM K-12 SaaSDescription
Location Requirements: This role is Hybrid to Wayne, PA, Austin, TX or Naperville, IL. Working hours are based in the Eastern Time Zone.
Your role on the team:
The Senior Manager, Partner Program role is responsible for ensuring Frontline maximizes the value we derive via our K-12 partnerships (national and state associations, consortia etc.) with key metrics being pipeline, incremental bookings, and retention. In so doing, you will deliver great value to our partners and end-clients. In this position, you will oversee program strategy, management, execution and administration and works cross-functionally with Sales, Marketing and our Customer Success/Advisor teams to develop and execute our go-to-market plans to deliver our key business outcomes. This role will report to Marketing’s Demand Generation leader.
The initial focus of this role will be driving growth and retention of our Data & Analytics solutions with the goal of expanding the partner programs and desired business outcomes to the broader Frontline portfolio. The ideal candidate for this role has exceptional relationship-building skills, works easily across functions and partners, and is adept at connecting and leveraging both people and ideas. You will lead and develop a company-wide Partner Strategy and Execution, working closely with senior leaders across the business to drive our key business outcomes of bookings, retention, revenue, and profitability growth.
You can expect to:
Program Strategy
- Lead the effort to establish, assess and evolve our Partner Program strategy, all in support of our Bookings and Retention goals.
- While the initial & primary focus will be our Data & Analytics business, we’re seeking to expand the impact of our partners to Frontline’s other suites, solutions, and products, including our Business Development partners.
- Team with the Sales & Advisor teams to determine optimal level of investment in each partner (ability to increase, sustain, reduce, or eliminate the level of investment on a partner-by-partner basis)
- Team with the Sales & Advisor teams to assess new partners to add to our program – aligned with achieving our Bookings growth goals.
- As part of our Annual Planning process, lead the effort to build our strategic and operating Partner plans enabling our future growth goals.
Program Management
- Manage and evolve our framework for building and executing partner-specific go-to-market plans (Partner Success Plan) to drive pipeline, bookings and retention goals for each respective partner.
- Team with the Sales, Marketing, CS & Advisor teams to put the Partner Success Plan framework into action – meaning that the field will own/lead the vast majority of relationships, though we will apply a consistent framework in how we do so (i.e. the Partner Success Plan).
- Establish, and oversee an onboarding process for any new partnerships we bring to Frontline.
- Assess and understand “best practices” for driving Pipeline, Bookings and Retention – and work to share those best practices nationally across our partner program.
- Support partner relationship efforts by developing and maintaining relationships with key partner contacts
- Ensure we capture, document, communicate (across Frontline) and drive execution of all the go-to-market opportunities our Partner relationships provide us.
- Be active in our partner relationship and go-to-market activities.
Program Administration
- Establish and manage to our annual and quarterly budgets.
- Ensure we track and report Partner impact & ROI – both at the overall Partner Program level and for individual partnerships.
- Manage the contractual partner agreement process with the partner and across Frontline.
- Maintain accurate partner agreement records; ensure all internal parties within Frontline are aware of the partnership and the opportunities associated with it
- Ensure that all benefits due to the partner, including royalty payments, are delivered in a timely and accurate manner
- Participate in the partner renewal process, evaluating the ROI for each relationship, providing suggestions on continuous relationship optimization, coordinating contract updates and approval, and updating all relevant records and internal stakeholders
What you bring to the role:
- 10+ years of demonstrated experience in a role that requires exceptional networking, relationship-building, and both people-connection and idea-connection skills
- 3+ years’ experience in developing and/or managing corporate partnerships and/or channel programs
- Demonstrates an entrepreneurial mindset, is self-motivated, able to work independently, and thrives in a fast-paced environment
- Ability to achieve desired business outcomes through and with others
- Professional and collegial mindset; thrives on cross-functional collaboration
- Ability to exercise agility within a rapidly changing, growing organization and client base
- Exceptional interpersonal communication skills, both oral and written
- SaaS software experience
- Passion for, interest in, and knowledge of the K-12 Education market
- Ability to travel up to 20%
Who we are:
Frontline Education is a pioneer of school administration software purpose-built for K-12 districts. We provide innovative, connected solutions for student and special programs, business operations, and human capital management with powerful data and analytics to empower educators and administrators. We earn the trust of K-12 leaders across the U.S. by serving as a consistently high-performing, forthright partner of school districts through every dimension of the company.
We're a group of unique and talented individuals that love what we do. We've been lucky enough to land jobs with a rapidly growing tech company that supports an appreciative and friendly customer base. We work hard to make our customers happy, but we like to have a good time in the process. We are a company that strives to think in terms of “we” instead of “me.” We believe in the philosophy of servant leadership and that it’s all about putting others first. We also value the balance between family and work.
Frontline embraces diversity, equity, and inclusivity. We are intentionally building a workplace that respects, supports, and values the identities of all our employees. We believe this to be foundational in developing a strong community in our company. Frontline Education is an equal opportunity employer and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
The perks of being a Frontliner:
Frontline offers a competitive compensation package including a base salary, rewarding bonus structure, 401k match, and unlimited PTO! Our company growth has created a promising environment for career advancement and rewarding challenges. We offer a tuition reimbursement program for eligible college credit coursework available to employees depending on their status and length of employment.
