Responsibilities

• Defining and optimizing RTM & GTM motions for SIs, VARs, and Microsoft (incl. marketplaces)—from positioning and packaging to activation and field readiness.
• Building sell‑through motions for the Confidence Platform, including offer constructs, partner value narratives, and repeatable plays aligned to target buyer personas and verticals.
• Developing segment‑specific assets (e.g., partner playbooks, solution briefs, message maps, pitch decks, use‑case kits, ROI/TCO calculators, marketplace listing copy, private‑offer templates, and co‑sell materials).
• Collaborating with Field Marketing globally to execute partner campaigns, roadshows, and events; aligning on goals, audience, localization, and follow‑up enablement.
• Enabling partner‑aligned internal teams (Channel Managers, Partner Sales, SEs) and external partners with training, talk tracks, certification/readiness content, and deal support tools that increase activation and win rates.
• Owning Microsoft/Marketplace motions: partner narrative, co‑sell readiness, marketplace positioning, pricing guidance, listing optimization, and launch/refresh plans—including enablement for private offers and sell‑through workflows.
• Analyzing competitive threats in channel contexts; producing battlecards, comparison guides, objection handling, and field‑tested counter‑tactics for both internal teams and partners.
• Partnering with Product and Product Marketing to inform roadmap and packaging for partner‑led routes, surfacing segment‑specific gaps/opportunities that improve win rate and attach.
• Establishing dashboards and feedback loops with Channel/Alliances, Sales Ops, and Field Marketing to track impact (pipeline, influenced revenue, activation, asset adoption) and iterate GTM plays.
• Acting as a thought partner in strategic alliance initiatives (e.g., Microsoft) to align campaigns, messaging, solution maps, and partner‑led launch moments.

Requirements

• 5–8+ years in Product Marketing, Channel/Alliances Marketing, or Solutions/Partner GTM in B2B SaaS
• direct experience with SIs, VARs, and Microsoft ecosystem/marketplaces strongly preferred
• Track record defining segment-specific GTM (positioning, packaging, enablement) that drives partner activation and measurable revenue impact
• Experience enabling sell-through motions (co-sell, marketplace listings and offers, partner plays, demand programs)
• Strong storyteller who can translate product capabilities into partner-centric value and customer outcomes
• Demonstrated success creating scalable enablement (playbooks, trainings, demos, calculators) and collaborating with Field Marketing to execute integrated campaigns and events
• Analytical and data-driven with the ability to prioritize segments, measure impact, and iterate programs
• Comfortable analyzing competitive threats and translating insights into actionable enablement for internal and external audiences
• Collaborative, organized, and proactive—skilled at working across Product, Channel/Alliances, Sales, SE, and Marketing

Preferred

• direct experience with SIs, VARs, and Microsoft ecosystem/marketplaces strongly preferred.

Benefits

• medical, dental, vision, 401(k) with match, unlimited PTO
• bonuses, commissions, or equity (RSUs) depending on the role