Senior Growth Partner Development Manager (PDM)
Senior Growth Partner Development Manager (PDM)
シニア・グロース・パートナー・デベロップメント・マネージャー
HubSpotのSolutions Partner Programでは、HubSpotのソリューションパートナー・エコシステムに新たに参画したパートナー企業のオンボーディングと立ち上げ・成長を支援する、Senior Growth Partner Development Managerを募集しています。
Solutions Partner Programは、パートナー企業がHubSpotに関する知識を深め、進化し続けるHubSpotのテクノロジーを活用したサービスビジネスを構築・成長させていくためのプログラムです。
Growth Partner Development Manager（GPDM）は、新たに獲得したパートナー企業のポートフォリオを担当します。Partner Specialistが新規パートナーのプログラム加入を担当した後、GPDMへ引き継がれます。GPDMは、パートナーのオンボーディングとアクティベーションを支援し、Platinum Partnerへの成長を目指します。Platinum Partnerに到達すると、その後はCore PDMチームへ引き継がれます。
このフェーズは、パートナーが長期的に成功するうえで非常に重要です。オンボーディングやイネーブルメント、共同営業（Co-selling）、さらにHubSpotを活用したサービス提供体制の構築などを支援します。
パートナーの早期立ち上げ、パートナー経由の売上創出、サービス提供力の向上を通じて、パートナー企業の成長を最大化できるポジションです。
GPDMがパートナーを担当する期間は通常約2年間のため、短期的な立ち上げ支援ではなく、長期的な関係を築きながら成長を支援していきます。
主な業務内容
■ パートナーポートフォリオのマネジメント
約30〜50社のHubSpot Solutions Partnerを担当し、自律的にパートナービジネスをマネジメントします。
主要なSolutions Partnerとの関係構築・維持・拡大に加え、各パートナーが抱える顧客ポートフォリオの成長も支援します。また、1対1の支援だけではなく、スケール施策やOne-to-Manyのアプローチを活用し、より多くのパートナーを効率的に支援します。
■ パートナーセールスの推進
GPDMにとっての最重要指標（North Star Metric）は、**Sourced MRR（パートナーが創出した月次経常収益）**です。
パートナーのオンボーディング・アクティベーションを早期に進めるだけでなく、パートナーと積極的に共同営業を行い、売上創出を支援します。
パートナーと高い成長目標について合意し、エンドユーザーへの価値やサービス品質を重視しながら、その目標達成に向けて必要なアクションを推進します。
■ パートナーのコーチングと育成
パートナー企業のGo-to-Market戦略を支援します。
HubSpotとの共同営業のベストプラクティス、サービスのパッケージ化や価格設定、顧客維持・アップセル／成長戦略などについてアドバイスを提供します。
また、パートナーとHubSpotのエコシステム内のさまざまなリソースをつなぐ役割を担い、パートナー自身のビジネス成長とHubSpotとの協業機会の拡大を支援します。
■ ビジネスインサイトの活用
パートナー企業のビジネスモデルや組織構造を理解し、HubSpotのROIを顧客に適切に伝えられるよう支援するとともに、HubSpot顧客へのサービス提供や顧客維持をサポートします。
各種データを分析し、パートナーの事業運営、顧客、市場、パフォーマンスについてインサイトを得たうえで、成長につながるアクションを提案します。
■ 社内チームとの連携
HubSpot社内のさまざまなステークホルダーと連携し、パートナーを代表する立場として、顧客課題の解決、契約更新、パートナービジネスの成長を支援します。
■ Diversity, Inclusion & Belonging（DI&B）への貢献
多様な視点が尊重され、すべてのパートナーや同僚が「自分の居場所がある」と感じられるインクルーシブな環境づくりに積極的に貢献します。
求める経験・スキル
必須となる重要な経験
5年以上のパートナーセールス経験があり、ソリューションパートナー（代理店、エージェンシー、コンサルティング企業など）のポートフォリオを自身で担当・マネジメントした経験をお持ちの方。
また、AIを積極的に活用しており、選考プロセスを通じてAIの実践的な活用方法や、AI業界について継続的に学んでいることを示せる方を求めています。
その他、以下のような経験・スキルを重視します。
- テクノロジープラットフォーム／ソリューションに関する5年以上の経験と、一定レベル以上の技術理解
- 優れた優先順位付け・タイムマネジメント能力。多くの案件を同時に担当しながらも、活動量だけではなく成果・結果にフォーカスできること。Scale Teamでの経験があれば尚可
- SaaS／ソフトウェア業界での経験、およびSaaSのGo-to-Marketモデルへの理解
- 優れたコミュニケーション能力・プレゼンテーション能力
- パートナー育成戦略における改善ポイント（モデル、プロセス、ツールなど）を自ら発見し、改善を提案・推進できる能力
- 必要なリソースを特定し、要件を整理したうえで、関係者間に共通の目的・ゴール・ビジョンを形成し、継続的または期限のあるプロジェクトを成果につなげられる能力
- 変化の速い環境を楽しみ、自律的に仕事を進めながら、ビジネスニーズの変化に素早く対応できること
- 曖昧で正解のない課題を整理し、意味づけを行い、具体的な解決策や進むべき方向性を提案できること
- 顧客中心主義を大切にし、「何百万もの組織がより良く成長できるよう支援する」というHubSpotのミッションに強く共感できること
(Original)
Senior Growth Partner Development Manager (PDM)
HubSpot’s Solutions Partner Program is looking for a Senior Growth Partner Development Manager to help onboard and activate new partners to the HubSpot solution partner ecosystem. The Solution partner program is a program for companies to build their knowledge of HubSpot and build a services practice off the back of our ever-evolving technology.
As a Growth Partner Development Manager (GPDM), you will own a book of business of newly acquired partners. Our Partner Specialists sign partners up to the program, and then they are handed to the GPDM to onboard and activate them and get them to Platinum partner status → at which point they move over to our Core PDM team. This part of the journey is critical to a partner's long-term success and involves onboarding & enablement, co-selling, and supporting the building of their co-servicing practice. You have a unique opportunity to maximise a partner's growth through quicker time to activation and driving sourced revenue whilst also building their service knowledge. Partners will typically spend 2 years with us in GPDM, so this is long term relationships versus a short transitional journey.
In this role, you will:
Manage a Book of Business - Independently and successfully manage circa 30-50 HubSpot Solutions Partners. This includes proactively nurturing, retaining, and expanding key Solutions Partner’s accounts (and their client portfolios) while also supporting additional partner relationships using scale motions and one-to-many strategies. Drive Partner Sales - Driving Sourced MRR is the ‘north star’ metric for the GPDMs - and that is done through multiple tactics, including onboarding and activating partners quickly, and actively selling with your partners. You'll need to align with partners on strong growth targets and take decisive action to help partners achieve this, always with the end customer and quality in mind. Coach and Develop Partners - Empower and guide partners’ go-to-market strategy by sharing best practices for co-selling with HubSpot, packaging and pricing services, and retaining and growing customers. Act as liaison between the partner and the ecosystem resources, connecting the partner to opportunities to grow their businesses and partner with HubSpot.Apply Business Insight - Understand the partner’s business structure to help Partners position HubSpot ROI and service and retain HubSpot customers. Review key data to gain valuable insights into the Partner’s operations, customers, markets, and overall performance.Collaborate across Teams - Advocate for your partners with internal HubSpot stakeholders to resolve customer issues, drive renewals, and support partner growth.Incorporate Diversity, Inclusion, and Belonging (DI&B). Actively contribute to an inclusive environment, ensuring diverse perspectives are valued and all partners and colleagues feel they belong.
We are looking for someone who:
Has 5+ years of experience in a partner sales role, managing their own book of solution partners (agencies, consultancies, etc). Has embraced AI and can demonstrate their application and learning of the industry throughout the interview process
5+ years of experience with technology platforms and solutions with a reasonable level of technical proficiencyStrong sense of prioritisation and time management skills. Able to balance high volume while focusing on outcomes and results. Experience working on scale teams is a bonus.Has experience in the software (SaaS) industry and therefore has an understanding of SaaS go-to-market modelsExcellent communication and presentation skills with a high degree of comfortAbility to proactively identify areas in the partner development strategy that require strengthening (i.e., models, process and tools). Ability to identify required resources and gather requirements, drive a sense of common purpose and shared goals/vision, and deliver results as an outcome of ongoing or time-bound workThrives in a fast-paced working environment, can work autonomously, and pivot quickly to changing business needs Can take an ambiguous problem, make sense of it, and propose a path forward.Cares deeply about customer-centricity and HubSpot’s mission of helping millions of organisations grow better.
We know the confidence gap and impostor syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.
If you need accommodations or assistance due to a disability, please reach out to us using this form.
At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers. If you are joining our Engineering team, you will be required to attend a regional HubSpot office for in-person onboarding. If you join our broader Product team, you’ll also attend other in-person events, such as your Product Group Summit and other gatherings, to continue building on those connections.
If you require an accommodation due to travel limitations or other reasons, please inform your recruiter during the hiring process. We are committed to supporting candidates who may need alternative arrangements
Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Germany Applicants: (m/f/d) - link to HubSpot's Career Diversity page here.
India Applicants: link to HubSpot India's equal opportunity policy here.
About HubSpot
HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot's connected platform enables businesses to grow faster by focusing on what matters most: customers.
At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow.
We’re building a company where people can do their best work. We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too.
Recognized globally for our award-winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.
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